Enterprise Account Executive

Summary

Join Ketch, a company redefining responsible data use for the AI era, as an Enterprise Account Executive. You will build strong customer relationships, exceed sales quotas, and develop a deep understanding of customer challenges. This role involves mapping Ketch solutions to customer needs, quantifying business value, and closing deals. Collaboration with colleagues across various functions is essential. The ideal candidate will have a proven track record in SaaS sales within the data privacy or adtech/martech sectors, along with strong relationship-building and value-framing skills. This is a fast-paced environment within a rapidly growing company.

Requirements

• 7+ years of quota-carrying, consultative sales at a SaaS company in the data privacy and/or adtech/martech sectors
• 2+ years of average deal sizes in range from $150K to $500K
• 4 + years of proposal writing and pitch material development
• Demonstrated ability to translate a technical solution into measurable business value
• Results-driven mindset and proven ability to beat sales targets
• History of success in working as part of a virtual global team environment
• Exceptional time management and people alignment skills
• Bachelor’s degree or equivalent
• Able to legally work in the United States
• English language fluency (spoken and written). Second language fluency a plus

Responsibilities

• Pipeline Generation – Source and qualify new business opportunities that fit our ICP. Develop roughly 30% of your annual book of business. Advance inbound and partner generated opportunities. Maintain appropriate pipeline hygiene and coverage
• Relationship Development – Gain a deep understanding of the target customer’s business, relevant processes and challenges. Ensure the right questions are being asked and answered. Bring unique value to every interaction. Develop relationships with multiple buying personas within the account
• Value Framing – Connect a prospect’s business objectives (both functional and corporate) with the Ketch solution. Do the math. Construct a compelling business case. Pain the picture of a better future. Tell the story
• Sales Execution – Conduct effective account discovery. Apply MEDDPICC throughout the sales cycle. Develop pitch and proposal material as appropriate. Make responsible, effective use of company assets. Handle objections. Document activities in Salesforce. Drive opportunities to Closed/Won
• Product Knowledge – Develop high-level functional and technical understanding of Ketch products. Align product demonstrations to customer needs

Benefits

$140,000 - $200,000 a year