Senior Account Executive, Enterprise - Remote Eligible

Senior Account Executive, Enterprise

This role is responsible for driving enterprise software sales across a defined territory in the Northeast, focusing on building strong, long-term relationships with key accounts. The Senior Account Executive will engage with senior IT, engineering, and business leaders to understand their needs, present tailored solutions, and close complex, multi-stakeholder deals. This position requires a strategic, consultative sales approach, with an emphasis on understanding technical environments and delivering measurable business value. The ideal candidate will manage a robust pipeline, collaborate with internal and partner teams, and leverage proven sales frameworks to exceed revenue targets. Remote work is supported, while maintaining strong engagement across a dynamic, fast-paced sales organization.

Accountabilities:

• Build and maintain trusted relationships with enterprise customers and key prospects
• Qualify and manage opportunities using frameworks such as MEDDPICC
• Conduct proactive research, networking, and prospecting to expand territory coverage
• Present and demonstrate software solutions, emphasizing value, ROI, and business impact
• Collaborate with partners, regional SIs, and cloud providers to support solution delivery
• Manage and grow a pipeline, cross-selling solutions where appropriate
• Maintain accurate records in sales systems and provide regular reporting on sales activities

Requirements:

• 8-10+ years of enterprise IT or software sales experience in the United States
• Experience selling complex solutions to multiple stakeholders, with financially justified proposals
• Knowledge of DevOps, Java middleware, open source, or related enterprise software
• Proven ability to achieve or exceed sales targets and manage full sales cycle
• Strong strategic, consultative, and relationship-building skills
• Familiarity with sales tools such as Salesforce.com, SalesLoft, 6sense, or similar platforms
• Practical experience with MEDDPICC or other structured deal qualification frameworks
• Excellent communication, listening, and negotiation skills
• Self-motivated, adaptable, and collaborative team player

Benefits:

• Competitive base salary with commission, OTE $260,000 - $300,000
• Stock options and variable bonus opportunities
• Health, dental, and vision insurance
• Short and long-term disability and life insurance
• HSA/FSA accounts
• Flexible time off and paid company holidays
• Parental leave
• 401(k) plan with company match
• Remote work environment