Enterprise Account Executive

Job Title: Enterprise Account Executive  

Department: Sales

Reports to: VP of Sales  

Effective Date: 11/01/2022

Job Summary:

The role of an Account Executive has evolved rapidly in today’s changing environment, with a much stronger connection between Marketing, RevOps, and Sales all partnering to grow revenue. Itential has fully embraced the concept of a Revenue Team and is seeking candidates with the specific set of skills required to be an effective Account Executive within the Revenue Team for the largest and most complex enterprise companies.

When we engage, our purpose is to educate buyers on the marketplace, offer insights, earn trust, and guide them along the buyer journey. When we prospect and expand within accounts, we do it with mutual respect and help inform why do anything differently, why choose Itential and potentially, why now.

We need you to embrace this changing landscape by working daily with BDRs, Marketing, RevOps, AE peers, SEs, and the VP to execute at the point of attack. We have built the foundation for your success; this role requires you to land firmly within the team, focus on learning the problems we solve and the impact to our customers, and take action to be successful.

Supervisory Responsibilities:

• None.

Duties/Responsibilities:

The Enterprise Account Executive is responsible for exceeding software revenue quota through net-new logo acquisition and expanding existing accounts. You will be expected to engage directly with targeted accounts in your region and will partner with the Business Development team as part of converting intent-based opportunities, preparing and executing sales meetings with your Sales Engineering team, and executing on daily tasks in a highly-effective manner. This includes:

• Define and execute sales plans for an assigned geographic territory to exceed software sales goals through prospecting, qualifying, managing, and closing sales opportunities.
• Coordinate resources throughout the sales cycle, including sales engineering, client-partner executives, architects, sales leaders, and customer success to effectively execute Itential’s sales process.
• Participate in team building and company-growth activities, including strategy setting, sales training, marketing efforts, and customer success engagements.
• Create, develop, and maintain executive-level relationships across your accounts that lead to optimal business relationships.
• Perform regular customer/market/product/competitive analyses that enable you to effectively meet account objectives and strategies.
• Negotiate and present account proposals/contracts, gaining internal alignment and approvals within cross-functional partners (finance, legal, RevOps, etc.).
• Lead and execute joint business planning with customers (QBRs) and seasonal planning activities to meet sales objectives.
• Help drive account scorecard improvements, identify adoption/expansion opportunities and secure software renewals.
• Manage and track customer accounts, opportunities, and renewal information in Salesforce.
• Utilize additional tech stack tools at a proficient level: Salesloft, Amazon Quicksight, LinkedIn Sales Navigator, ZoomInfo, and 6sense.

Required Skills/Abilities:

• 3+ years of Enterprise software sales experience.
• Current role focused on new logo acquisition, account expansion, and SaaS offerings.
• Track record of delivering revenue and valuable customer relationships that have shaped your success in previous roles.
• An ambitious, goal-oriented, and customer-focused mindset.
• A basic understanding of network technologies and SaaS offerings.
• Demonstrable communication and presentation skills with strong business acumen.
• Experience in territory/business planning, tactical execution, and proven selling strategies within complex account organizations.
• A growth-mindset, consistently working to improve your skills and adapt in a constantly changing environment.
• Humble confidence with a bias towards action.
• The ability to differentiate Itential to our customers.