Enterprise Account Executive

Enterprise Account Executive

We are seeking an experienced Enterprise Account Executive to drive new business growth for an innovative data integration and AI infrastructure platform. In this role, you will own the full enterprise sales cycle, from prospecting and discovery to technical evaluation, negotiation, and closing strategic deals. You will build relationships with technology leaders, including CTOs, CIOs, data executives, and engineering teams, connecting complex technical solutions to measurable business outcomes.

Working closely with Solutions Engineering and cross-functional teams, you will help customers understand the value of modern data infrastructure and accelerate adoption. This opportunity combines strategic account development, consultative selling, and a strong focus on new customer acquisition. You will join a fast-growing, product-led environment where initiative, technical curiosity, and measurable results are highly valued.

Accountabilities

• Own the complete enterprise sales cycle, including account development, discovery, technical evaluation, proposals, negotiation, procurement, and closing.
• Build and maintain a healthy sales pipeline through qualified inbound leads, targeted outbound prospecting, partner engagement, and strategic account development.
• Establish trusted relationships with technical practitioners, business stakeholders, and executive decision-makers within enterprise accounts.
• Lead structured discovery conversations to identify customer challenges, business priorities, technical requirements, and purchasing criteria.
• Apply value-based selling principles and enterprise sales methodologies, including Command of the Message and MEDDPICC, to quantify customer pain, establish urgency, differentiate solutions, and guide sales processes.
• Develop compelling business cases that connect technical capabilities to measurable business outcomes and customer value.
• Partner with Solutions Engineering to scope, coordinate, and successfully complete technical evaluations and proofs of value.
• Navigate complex enterprise security reviews, legal requirements, procurement procedures, and commercial negotiations.
• Create account strategies that secure initial customer adoption and establish opportunities for broader organizational expansion.
• Maintain accurate CRM records, opportunity data, pipeline visibility, MEDDPICC assessments, and sales forecasts.
• Consistently meet or exceed quarterly bookings targets and contribute to overall revenue growth.
• Collaborate with Product, Marketing, Engineering, Customer Success, and other internal teams to share customer feedback, competitive insights, technical requirements, and market opportunities.

• 3–5+ years of B2B sales experience in SaaS, cloud infrastructure, developer tools, or data technology, including at least 1–2+ years selling to enterprise accounts.
• Demonstrated success meeting or exceeding sales quotas in a new-business-focused role.
• Experience managing complex enterprise sales cycles involving multiple stakeholders, technical evaluations, and executive decision-makers.
• Familiarity with structured enterprise sales methodologies, including Command of the Message, MEDDPICC, and value-based selling.
• Proven ability to uncover and quantify customer business challenges, build persuasive value propositions, establish urgency, and navigate complex purchasing decisions.
• Confidence engaging both technical practitioners and senior executives, with the ability to translate sophisticated technical concepts into clear business value.
• Strong prospecting, discovery, presentation, negotiation, relationship-building, and communication skills.
• Excellent organizational skills, pipeline management discipline, and forecasting accuracy.
• Direct…