Enterprise Account Executive

Enterprise Account Executive

The Enterprise Account Executive drives net-new enterprise customer acquisition through in-person, territory-based selling. This role is focused on outbound prospecting, on-site meetings, and closing new business within an assigned geographic territory. This is a pure new-business role with success measured by pipeline creation, deal velocity, and closed-won revenue from net-new enterprise logos.

Essential Duties and Responsibilities:

• New Business Development
• Own the full sales cycle from prospecting to close within an assigned geographic territory
• Proactively identify and pursue new logo opportunities through cold outreach, field visits, networking, and local events
• Build and manage a robust pipeline of qualified, net-new opportunities
• Meet or exceed quarterly and annual revenue targets
• Field Sales Execution
• Conduct in-person and remote discovery meetings to uncover customer needs and decision criteria
• Deliver compelling on-site and remote presentations and product demonstrations
• Navigate complex buying committees and multi-stakeholder sales cycles
• Negotiate pricing, terms, and contracts while protecting deal value
• Territory Management
• Develop and execute a territory business plan aligned to ideal customer profiles
• Strategically plan daily, weekly, and monthly activity for maximum coverage and productivity
• Track pipeline, forecasts, and activity accurately in CRM
• Cross-Functional Collaboration
• Partner with Sales Development, Marketing, Solutions Engineering, and Customer Success
• Coordinate on-site resources for demos, pilots, and executive meetings
• Ensure seamless handoff of closed deals to onboarding and post-sale teams
• Other duties as assigned

Supervisory Responsibility: This position has no supervisory responsibilities.

Travel Requirements: Less than 25% to 100% travel.

Education: Minimum 4 Year/Bachelor's Degree.

Experience: Minimum 5 years B2B field sales experience, with a strong emphasis on new logo acquisition and proven success selling in a territory-based, face-to-face sales environment with a track record of consistently meeting or exceeding quota.

Knowledge, Skills, and Abilities:

• Experience managing complex, multi-stakeholder sales cycles
• Valid driver's license and ability to travel regularly within territory
• Proficiency with CRM tools (Salesforce or equivalent)
• Strong hunter mentality with resilience and persistence
• Excellent in-person communication, presentation, and negotiation skills
• Ability to build trust quickly in face-to-face interactions
• Strategic territory planning and execution skills
• Strong organizational and forecasting discipline
• Preferred: Experience selling SaaS, technology, industrial, or enterprise solutions
• Background selling to mid-market or enterprise customers
• Familiarity with MEDDICC, Challenger, SPIN, or similar sales methodologies
• Experience selling into regulated, manufacturing, healthcare, or field-intensive industries

Working Conditions and Physical Requirements:

• Ability to sit and/or stand at a desk and work with a computer for extended periods of time.
• Dexterity of hands and fingers to operate a computer keyboard, mouse, tools, and to handle other computer components.
• Regular and predictable attendance required.

Disclaimer: This position has access to highly confidential, sensitive information relating to the employees, customers, and technologies of Sorenson Communications. It is essential that applicant possess the requisite integrity to maintain the information in strictest confidence.