Account Executive: Ai-Powered Data Solutions

About Mikan

Mikan () helps organizations turn data into decisions. We pair pragmatic strategy with packaged, industry-relevant data & AI solutions that automate prep, elevate insights, and drive next-best actions. We serve customers across Financial Services, Healthcare, Manufacturing, Education, and Membership Organizations.

You’ll own the full sales cycle from targeted outbound and partner co-selling, through close and expansion. You’ll lead disciplined discovery, shape solution narratives tied to measurable outcomes, and orchestrate evaluation, security/procurement steps, and commercial terms. This is a builder role for a consultative closer who loves turning complex problems into clear business value.

• Build and progress pipeline
  • Identify and engage ICP accounts; create multi-threaded opportunities with executive and functional buyers.
  • Run structured discovery to quantify pains, target outcomes, and success metrics.
• Shape and position solutions
  • Align customer needs to Mikan offerings (strategy packages and AI-enabled solutions) with clear business cases and close plans.
  • Amplify Mikan’s Automation-Outcome value story.
• Drive deals to close
  • Coordinate evaluations, security/IT and procurement/legal reviews; manage pricing/terms and approvals; negotiate to signature.
  • Ensure clean handoffs to delivery team; collaborate with the delivery team on expectations for success milestones and references.
• Forecast with discipline
  • Maintain CRM accuracy (24-hour freshness); publish weekly forecasts; manage risk and stage progression with evidence.
  • Uphold deal-crafting & margin guardrails, document decisions and next steps.
• Partner for the long haul
  • Convert pilots/prototypes to subscriptions across lines of business.
  • Co-sell with ecosystem partners and platforms, support events and targeted campaigns.

• 3–7+ years of full-cycle, new-logo B2B sales (SaaS, data analytics, AI-adjacent services), with consistent quota attainment.
• Proven ability to run structured discovery, quantify value, and build multi-stakeholder consensus (business + technical + legal/procurement).
• Experience moving 30–90 day land motions (pilots/prototypes that convert to subscriptions).
• Strong written and verbal communication; CRM rigor; professional presence with executives.
• Familiarity with selling data, analytics, or AI-enabled offerings.
• Vertical experience in one or more of our focus industries.
• Channel/partner co-sell experience and comfort with marketplace-style motions.

• Location:
  
  Washington, DC (Hybrid: remote most days + periodic in-office collaboration).
• Hybrid (DC):
  Remote most days with periodic in-office collaboration for team working sessions, prospect meetings, and enablement.
• Employment Type:
  
  Full-time (W-2). Exceptional contractor/agency profiles may be considered.
• Travel: ~10–25% for client workshops and events (as needed).

• Consistent attainment of new-business targets and healthy pipeline coverage (≈3×).
• Predictable forecasting (±10% accuracy) and stage-based hygiene.
• Documented value: references, renewals, expansions, and signed logo/case-study rights.
• Commercial discipline: controlled deal crafting, maintained margins, and clean handoffs to delivery/CSM.

• Clear ICPs and value narratives by industry; discovery templates; proposal and ROI scaffolds; reference architectures and demo scripts.
• A strategy-first land motion (prototype/pilot to subscription) with defined success criteria and value reviews.