Sr. Enterprise Account Executive

Smallstep is an internationally distributed, remote-first company. We work reasonable, flexible hours and utilize technology to accomplish goals asynchronously. We look for folks who are thoughtful, can break down problems, and often work independently. You are trusted to work on your own and to ask for help when blocked. At Smallstep you get the benefit of working with a tight-knit team across many areas and contribute directly to the success of the organization.

Smallstep’s software portfolio is purpose-built for “Upper Mid-Market” & “Enterprise” companies. These customers require a value-based sales cycle, and the ability for Smallstep to take a consultative, and sometimes “Challenger” approach to helping them discover the benefits of our software.  Sales cycles often involve complex technical discussions, including infrastructure topology and interconnecting services. 

We are searching for an Senior Enterprise Account Executive who can help our prospective customers understand the value of our solutions through a consultative, value-based sales methodology. These projects require someone who has previously engaged with Technical Buyers (ex: Security Architects), and has the proven ability to navigate multiple stakeholders and Decision Makers in order to gain buy-in. 

The primary responsibility of this role is to identify, engage, gain buy-in, and complete “net-new” sales transactions with prospective customers.  Supporting this goal, is the ability to craft a data-driven territory plan, utilize your network of connections, organize a multi-channel outbound plan, and penetrate a list of target accounts. 

While we expect the base salary for this role to fall within $100-150K annually, the earning potential is uncapped.

What kind of DNA is required to be successful at Smallstep?

• Autonomy: Smallstep is a lean startup, and because of that, we require candidates who have an ability to be autonomous in the field, able to navigate complex sales cycles and escalate and ask for help when needed

• Organized:  Obsession with planning is a must - we don’t “wing it” - we strive to make every meeting “The best 60 minutes” of a prospect’s day

• Curiosity:  Nothing is as simple as it seems, and this is abundantly clear in Security.  Smallstep employees strive to understand multiple perspectives and angles of customer needs

• Entrepreneurial self-starter and go-getter:  An innate drive that separates you from other candidates

Daily Responsibilities:

• Outbound Prospecting: (25%)

  • Multichannel prospecting techniques (Cold Call, Email, Linkedin inmail)

  • Booking monthly quota of meetings with ICP prospects from Target Account list

  • Identify net-new opportunities w/ ICP prospects 

• End-to-end Deal Lifecycle: (65%)

  • Qualifying in/out inbound leads via MEDDIC sales methodology

  • Progressing opportunities mid-funnel through sales stages

  • Working with Sales Engineer to provide a contextual, tailored demo

  • Create value-based proposals

• Account Management: (10%)

  • Maintaining a portfolio of 10+ customers

    • Identify product usage gaps and Cross-sell new products and services

    • Support escalation (when needed), information and guidance

    • Align Smallstep technical colleagues with customer stakeholders to gain trust, provide product support and help close upsells

  • Prepare quarterly business reviews (as needed)

• Revenue Operations:

  • Weekly Sales Forecasting

  • Maintaining clean Hubspot records

  • MEDDIC Sales Methodology 

  • Quarterly territory plan

To be successful in this role, the ideal candidate will have the following:

• 3+ years of experience selling Saas solutions to Enterprise & Upper-Mid-Market customers

  • ACV above $100K

  • 10K+ Employees

  • 6+ Month deal cycles

  • Preference for High tech, NOT Gov/SLED

• 3+ years selling SaaS Security products

  • Examples of security products: 

    • Identity/IDP, Certificate, PAM, IAM

• MEDDIC or similar Value-Based Sales methodology

• Data-driven mentality and and strong analytical skills

• Creative problem-solving approach

• Previous experience as an SDR preferred

• Proven track record of surpassing sales quotas

• Proficiency with Hubspot preferred

• Experience with Sequencing software and other misc sales software

• Located in San Francisco or New York City metro regions a plus

We believe in action-based empathy. We actively work to create an environment where everyone feels welcome and valued as teammates and contributors. We know a diverse team is essential to create a vibrant and inclusive culture that fosters a true sense of belonging. By embracing the unique talents and perspectives of our entire team, we approach challenges in ways that a monocultural team simply cannot.

We’re committed to building a self-aware group that is collaborative and results- driven, representing a variety of skills, backgrounds, and lived experiences. We believe everyone deserves a competitive salary, industry leading benefits, the ability to share in the company’s success, and the psychological safety to be their truest selves at work.

Smallstep is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. We encourage all those interested to apply.