Account Executive III

Summary

Join Crunchbase as a Corporate Account Executive and drive strategic data sales. You will independently prospect, research, develop, and close business, focusing on solving customer pain points. This role involves building relationships, expanding accounts, and collaborating with internal teams. You'll need proven experience in data sales, strong communication skills, and expertise in pipeline management. Crunchbase offers a remote-first policy, competitive salary and equity, generous PTO, and comprehensive benefits.

Requirements

• Proven experience in data sales in the Corporate segment, including selling data products, analytics solutions, or data-driven services
• Strong understanding of data monetization strategies and experience navigating data licensing agreements
• Track record of exceeding sales targets in a data-focused environment, with expertise in pipeline management and deal execution
• Ability to articulate the value of data to customers and business partners, addressing use cases, compliance considerations, and ROI
• Experience working with and leading technical teams to align sales efforts with data product capabilities and market needs
• Excellent verbal and written communication skills
• Excellent interpersonal and customer service skills
• Proficient with Google Office Suite and other software tools
• Minimum 3+ years of experience as an SDR or 2+ years as an AE selling SaaS products to B2B customers
• Must have experience selling data and API products
• Experience cross-selling as well as upselling/expanding accounts
• Past experience working with internal executives and cross-functionally with other teams
• Experience and expertise in MEDDPICC or similar methodology

Responsibilities

• Engage in independent, deep research to identify and pursue additional outbound opportunities and target customer profiles within or outside of assigned Book of Business
• Develop and execute an outbound sales and prospecting strategy and plan to identify and connect with individuals within your Target Account Book of Business to position Predictions & Insights
• Assess inbound and/or SDR leads to understand new sales opportunities for Predictions & Insights, along with the specifics of their use case(s), and develop strategies for targeting these new sales opportunities
• Meet or exceed assigned sales quotas to approach these targets in a manner that best suits your strengths and strategies while aligning with the company's sales philosophy
• Use discretion to cultivate enduring relationships with customers to promote sales and business development opportunities
• Build a pipeline of 2.5x your annual sales quota within the first 6 months in this role and maintain during your tenure
• Position Crunchbases value proposition and differentiators against all competitors along with specific business outcomes the customer can expect within their particular use case and industry
• Work with your Customer Success partner to jointly recognize upsell opportunities and position Predictions & Insights to existing accounts and sell to the company, not just the individual who purchased the business seat
• Collaborate with your SE on all Data Trials/POCs
• Partner with SDRs to formulate ABM strategies for key target accounts
• Ensure a smooth hand-off from early qualification to closure
• Effectively work with Customer Success to ensure prospects' successful onboarding
• Collaborate cross-departmentally across Sales, Business Development, CS, Solution Engineering, PMM, and more
• Performs other related duties as assigned

Benefits

• Competitive salary and equity in the form of stock options
• Remote first policy
• Generous Reimbursement policy for learning and development activities
• Monthly Wellness stipend
• 14 weeks of fully-paid time off for various life situations (like welcoming a new born or caring for family)
• Flexible Paid Time Off (PTO)
• Volunteering Paid Time Off
• Incredible medical, vision and dental benefits for employees and their families (including PPO, HDHP, and INO plans)
• 401(k) and Roth plans, and free annual financial adviser check-in
• Monthly internet stipend
• Work from home allowance to purchase furniture for your work from home space
• Matching charity contributions for our Townhall awards