Enterprise Account Executive

• Own and deliver against a new business revenue target across North America
• Prospect into target accounts and generate pipeline through outbound, partner, and marketing channels
• Lead full-cycle enterprise sales processes from discovery through close
• Engage technical and business stakeholders to uncover strategic initiatives, challenges, and success metrics
• Position Gravitee's platform across API management, access management, event streaming, and AI use cases
• Run effective discovery, tailored demonstrations, and value-driven conversations aligned to customer outcomes
• Build and manage Mutual Action Plans to drive deal progression and stakeholder alignment
• Partner with Sales Engineering to execute technical validation, POCs, and solution design
• Navigate complex organizations, procurement processes, and executive decision-making
• Maintain accurate pipeline management, forecasting, and CRM hygiene
• Collaborate with Account Management and Customer Success to ensure a strong transition from sale to delivery

• 5+ years of experience in enterprise new business or hunting sales roles
• Proven success in consistently exceeding new business revenue targets
• Experience selling to engineering, platform, or architecture stakeholders
• Ability to manage complex, multi-threaded sales cycles
• Strong discovery and qualification skills, with a focus on business value and outcomes
• Experience with AI, API management, integration platforms, or related technologies is a plus
• Comfortable navigating technical conversations while maintaining a focus on business impact
• Highly organized, proactive, and driven by measurable results
• Strong communication and interpersonal skills with the ability to influence at all levels
• Curiosity about APIs, cloud-native platforms, AI-enabled systems, or open source is a bonus

Demonstrates expertise in enterprise sales with a focus on exceeding revenue targets, managing complex sales cycles, and engaging technical stakeholders. Proficient in pipeline management and collaboration with cross-functional teams to ensure successful transitions from sale to delivery.

• Enterprise Sales Experience
• New Business Revenue Generation
• Complex Sales Cycle Management
• Strong Discovery and Qualification Skills
• Technical Stakeholder Engagement

• Sales Process Management
• Pipeline Management
• Forecasting
• CRM Hygiene
• Value-Driven Conversations
• Technical Validation
• Solution Design
• API Management
• AI Use Cases
• Integration Platforms

• Strong Communication Skills
• Interpersonal Skills
• Organizational Skills
• Proactive Attitude
• Curiosity

• Enterprise Sales
• Outbound Sales
• Partner Channels
• Customer Success
• Cloud-Native Platforms
• Open Source