Enterprise Account Executive

Summary

Join Matillion, The Data Productivity Cloud, as an Enterprise Account Executive! This role focuses on identifying and closing new enterprise customers and expanding existing accounts within a defined territory, primarily in the Pacific Northwest or Denver, CO. You will drive revenue growth through direct sales and partner development, achieving annual targets for new customers and consumption. Success requires strong business acumen, customer relationship skills, and the ability to manage multiple opportunities simultaneously. The ideal candidate possesses extensive experience in complex technology sales, a proven track record of exceeding sales quotas, and expertise in navigating enterprise software contracts. Matillion offers competitive compensation, including a base salary and sales commissions, along with a comprehensive benefits package.

Requirements

• 5+ years of full-cycle sales experience in a complex technology solution-selling environment
• Proven success in achieving and exceeding $1M+ ARR quotas, sourcing and closing six-figure deals, and managing strategic customers with seven-figure ARR/CAR
• Proven track record of independently sourcing, managing, developing, and onboarding new customers, demonstrating effective pipeline management
• Previous Sales Methodology training (e.g. MEDDIC, Force Management, ValueSelling, Winning By Design)
• Ability to uncover technical challenges and translate to business value across all levels of the customer organization
• Prior experience with large enterprise software contracts, including navigating RFP processes
• Ability to manage multiple opportunities simultaneously across various stages of the sales cycle
• Exceptional negotiation and closing skills with a consistent record of achieving or exceeding sales targets

Responsibilities

• Achieve annual targets for new customers and consumption through direct sales to enterprise customers within a defined territory
• Drive pipeline generation through outbound prospecting efforts while also validating inbound leads, converting free trials, and upselling pay-as-you-go customers
• Build and manage ecosystem relationships with CDP, SI, and ISV partners to enhance sales reach and support customer success
• Develop a territory plan and allbound strategy by working with your SDR, marketing and channel partners to maximize new logo acquisition
• Oversee all customer communication from early discovery calls and demos through to POC support and technical support sessions with SE/SA team collaboration
• Address objections and overcome contractual challenges to maximize customer value and satisfaction. Apply MEDDPICC principles to manage opportunities and ensure alignment with customer needs effectively
• Maintain a growth mindset, continuously learning and applying new ideas and techniques
• Foster strong relationships with technology and consulting partners in an aligned region
• Enable seller-to-seller connections to generate new business opportunities
• Educate partners on the unique value of Matillion, showcasing how it supports their goals and enhances their offerings
• Build collaborative relationships across Matillion teams, including Product, Marketing, Solution Architecture and SDRs, to ensure coordinated efforts and share insights
• Educate and coach internal sales roles on best practices and customer insights to improve team effectiveness and engagement

Preferred Qualifications

Experience working both in a start-up environment and enterprise company

Benefits

• Company Equity
• 25 days PTO
• 5 days paid volunteering leave
• Health insurance
• Life insurance
• Access to mental health support
• 401K