This is a remote Enterprise AE role
MUST HAVES
- 5+ YoE Enterprise account executive with "hunting" / outbound experience in early stage startups/environments (<200 employees in the last 5 years)
- Multiple promotions (SDR -> AE -> Enterprise AE -> Director) and track record of exceeding quota (President's Club). ACVs in the $75K-$200K range with 4-6 month sales cycles preferred
- Founding AE or Head/VP of Sales at startups are strong signals
- Must have prior experience selling complex products (CRM, CDP products)
- Experience selling into GTM buyers (e.g., Sales, Marketing, etc.) at similar companies (i.e. Salesloft, Outreach, Gong, 6sense, etc.)
You’ve likely been a FOUNDING AE before or worked in an early stage startup with a similar mentality. You thrive in ambiguity. The OUTBOUND challenge is the adrenaline you chase. You’re constantly honing your craft and looking to change the future of sales. TL;DR THE OUTBOUND HUSTLE in an ambiguous, early stage environment is where you excel.
How you’ll contribute:
- Identify and qualify leads and develop them into high-value opportunities
- Build deep empathy and relationships with our users and establish communications at the highest executive levels in your accounts to understand their needs and priorities, and to speed up and simplify the deal process.
- Own the closing process, including negotiations and procurement activities.
- Work with technical stakeholders to onboard and set up the relevant data pipelines to light up the insights and value use cases for our customers.
- Partner with customer engineers, customer success, and the executive team to create relationships within all levels of key accounts.
- Translate learnings from customer conversations to internal product marketing and product teams to turbo-charge our creation of the category and increase the value of the business.
You will enjoy being a member of our team if you have:
- Experience managing end-to-end SaaS sales cycles for complex products with Enterprise customers.
- A track record of success in driving consistent activity, pipeline development, and quota achievement, resulting in recurring promotion.
- Previous experience at growth-stage companies with a preference for developer tools, data analytics, or value-based selling to sales and marketing orgs.
- A solution-based approach to selling and the ability to manage a sales process.
- Excellent presentation and listening skills, organization, and contact management capabilities.
- A hands-on approach to learning technical concepts and leading technical discussions internally and externally with stakeholders of all levels.
- A strong desire and willingness to learn and build as our product and processes evolve.
In your first week, expect to:
- Dive deep into core personas and use cases
- Understand how they differentiate from other GTM tools
- Meet your team as well as cross-functional partners and company leadership
In your first month, expect to:
- Become proficient at leading discovery, demos, POCs, and deal closing / negotiation
- Know the script backward and forward and put your own spin on it
- Wrap your arms around your existing book of business (e.g., use cases, buyer maps, etc.)
In your first three months, expect to:
- Be fully ramped and have sufficient pipeline coverage to achieve next quarter’s target
- Become an expert on GTM tools and achieve trusted advisor status with your customers
- Contribute best practices to the team in order to increase win rates, velocity, and deal size
- Mentor new AEs to shorten their ramp and help to shape the hiring profile as we build the team
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