Enterprise Account Executive

The Role

Requirements

• Strategic Prospecting & Network Leverage: Build and execute a territory plan for $1B+ accounts. You are expected to leverage an existing network of contacts who would "take your call today."
• Consultative Selling (MEDDIC): Utilize MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion) to uncover pain points and validate buying processes.
• Hybrid GTM Execution: Drive revenue through both direct sales and collaboration with Channel Partners and System Integrators (SIs).
• Complex Stakeholder Management: Identify and engage buyers, influencers, and decision-makers at the C-suite, VP, and Director levels.
• Adversity & Negotiation: Pivot effectively when faced with unknowns, overcome "we don't need this" objections, and lead professional contract negotiations.
• Cross-Functional Collaboration: Work closely with Product, Marketing, and Customer Success to provide GTM feedback while maintaining a primary focus on execution.
• Experience: 7 to 10+ years in enterprise field sales or account management, specifically within SaaS or ERP ecosystems.
• Methodology: Deep familiarity with MEDDIC or similar rigorous sales methodologies.
• Resourcefulness: Proven ability to close significant deals with minimal internal support; a "roll up the sleeves" mentality is mandatory.
• Domain Knowledge: High-level understanding of AI/Agentic capabilities and their business outcomes within large-scale ERP/CRM modernizations.
• Ecosystem: Experience working with major SIs or partners (SAP, Oracle, Microsoft) is a significant plus.