Senior Enterprise Account Executive

Summary

Join Smallstep, a remote-first company, as a Senior Enterprise Account Executive. You will focus on net-new sales transactions with enterprise and upper-mid-market customers, utilizing a consultative, value-based sales methodology. The role requires identifying opportunities, engaging stakeholders, and navigating complex sales cycles. Success involves crafting data-driven territory plans, leveraging your network, and employing multi-channel outbound strategies. The compensation includes a base salary of $100-150K annually with uncapped earning potential. Smallstep values autonomy, organization, curiosity, and an entrepreneurial spirit.

Requirements

• 3+ years of experience selling SaaS solutions to Enterprise & Upper-Mid-Market customers
• ACV above $100K
• 10K+ Employees
• 6+ Month deal cycles
• Preference for High tech, NOT Gov/SLED
• 3+ years selling SaaS Security products
• MEDDIC or similar Value-Based Sales methodology
• Data-driven mentality and and strong analytical skills
• Creative problem-solving approach
• Proven track record of surpassing sales quotas

Responsibilities

• Identify, engage, gain buy-in, and complete “net-new” sales transactions with prospective customers
• Craft a data-driven territory plan
• Utilize your network of connections
• Organize a multi-channel outbound plan
• Penetrate a list of target accounts
• Outbound Prospecting (25%): Utilize multichannel prospecting techniques (Cold Call, Email, Linkedin inmail), book monthly quota of meetings with ICP prospects from Target Account list, and identify net-new opportunities w/ ICP prospects
• End-to-end Deal Lifecycle (65%): Qualify in/out inbound leads via MEDDIC sales methodology, progress opportunities mid-funnel through sales stages, work with Sales Engineer to provide a contextual, tailored demo, and create value-based proposals
• Account Management (10%): Maintain a portfolio of 10+ customers, identify product usage gaps and Cross-sell new products and services, support escalation (when needed), information and guidance, and align Smallstep technical colleagues with customer stakeholders to gain trust, provide product support and help close upsells
• Prepare quarterly business reviews (as needed)
• Weekly Sales Forecasting
• Maintaining clean Hubspot records
• MEDDIC Sales Methodology
• Quarterly territory plan

Preferred Qualifications

• Previous experience as an SDR
• Proficiency with Hubspot
• Experience with Sequencing software and other misc sales software
• Located in San Francisco or New York City metro regions

Benefits

• Competitive salary, $100-150K annually with uncapped earning potential
• Industry leading benefits
• Ability to share in the company’s success
• Flexible hours
• Remote work