Enterprise Account Executive

If you are unable to complete this application due to a disability, contact this employer to ask for an accommodation or an alternative application process.

FULL TIME Ann Arbor, MI, US

9 days ago Requisition

Salary Range: $ To $ Annually

People come to work for Deque because of what we do: enable businesses and organizations to make their sites and apps accessible to everyone, including people with disabilities. The personal fulfillment employees feel here is unparalleled. In addition to the altruistic nature of our jobs, the organizational structure is extremely flat and welcoming. Women-owned and operated, Deque CEO Preety Kumar is internationally revered for her down-to-earth personality and work ethic.

Deque's core values are central to our culture of customer satisfaction. Do you share them?

• Innovation with results that matter
• Deliver what you promise
• We practice humility

At Deque, you’ll work with the best and brightest minds in the industry, sharing best practices, tackling new issues and uncovering new approaches. Accessibility Consultants at Deque also love their jobs because of the support systems in place.

Deque experts regularly contribute to W3C Accessibility Working Groups and collectively hold more CPACC, WAS, & CPWA certifications issued by the IAAP than any accessibility testing company in the world.

You are the dedicated hunter for Deque, responsible for driving rapid Net-New Logo Acquisition within the high-velocity Commercial and Mid-Market segments (accounts generally under $1B in annual revenue). While you will partner with Customer Success on renewals, your core mandate is to aggressively prospect and close new business (Land) and, secondarily, identify and execute immediate Expansion opportunities within those new accounts.

• Quota Attainment & New Logo Focus:
  Consistently achieve monthly, quarterly, and annual quota objectives, with a primary focus on securing Net-New Logo business.
• Pipeline Generation:
  Develop and execute a strategic plan that leads to creating and maintaining a robust sales pipeline, ideally maintaining 4x coverage , driven heavily by self-sourced new logo opportunities .

Consultative Value Articulation:
Create and articulate compelling value conversations with decision-makers to justify the initial land deal and identify immediate cross-sell/upsell Expansion potential.

Create & articulate compelling value conversations, moving beyond feature discussions to focus on business value, ROI, and risk mitigation .

• Operational Excellence:
  Manage numerous accounts concurrently and strategically. Analyze sales and metrics data to evolve and optimize your new logo acquisition strategy continually.
• Relationship Building:
  Identify, qualify, and build strong relationships with key decision-makers to facilitate rapid land and swift initial expansion.

• Experience:
  
  3+ years of successful experience in SaaS software sales, specifically in the Commercial or Mid-Market segment (accounts under $1B in revenue).
• Performance:
  Proven track record of consistently meeting or exceeding sales targets.
• Skill Set:
  Excellent communication, strong negotiation, and closing skills are mandatory.
• Process Acumen:
  Demonstrated ability to manage numerous concurrent deals and strategically navigate complex internal and external organizations.
• Technical/Commercial Acumen: A solid grasp of SaaS commercial models and basic digital accessibility concepts.
• Education:
  
  College degree (BA/BS) or equivalent.
• Grit & Adaptability:
  Must thrive in a fast-paced, high-growth organization and be adaptable to change.

Deque (pronounced dee-cue) is a web accessibility software and services company, and our mission is Digital Equality. We believe everyone,…