Enterprise Account Executive

Hiring on behalf of our client

Title:

Enterprise Account Executive

Time:

Full time

Location:

Onsite in San Francisco, California

Compensation:

$140,000 to $175,000 base salary / $280,000 to $350,000 (OTE)

Compensation follows a 50/50 base and commission split, with uncapped commission and accelerators.

The Company

Our client provides an AI-powered research platform that helps businesses understand their customers through interviews and conversation analysis. The platform helps teams identify themes, uncover customer needs and make informed product and marketing decisions, delivering research insights in hours rather than months.

Role Overview

Join the enterprise sales team to win new customers and expand relationships across medium to large enterprise accounts. You will work closely with the VP of Revenue, taking ownership of opportunities from prospecting and discovery through demonstrations, commercial negotiation and close.

This is a consultative sales role involving multiple stakeholders. You will sell to senior marketing, research and product leaders, understand their business priorities and demonstrate how the platform can support their goals.

The position requires someone who can generate their own outbound pipeline and confidently deliver product demonstrations without relying on a sales engineer. Alongside closing business, you will help improve the sales process and work with the founding team as the revenue organisation grows.

Key Responsibilities

• Research prospective customers, identify relevant decision makers and build a consistent outbound pipeline.
• Engage prospects through email, cold calls, conferences and industry events, while managing inbound enquiries and referrals.
• Lead discovery conversations to understand customer needs, buying priorities and the business case for adopting the platform.
• Deliver tailored product demonstrations and presentations independently, connecting platform capabilities to each customer’s objectives.
• Develop proposals and return on investment cases that help prospects evaluate the opportunity and secure internal approval.
• Manage enterprise opportunities involving multiple stakeholders, maintaining momentum through follow ups, commercial discussions and contract negotiation.
• Close new business and identify opportunities to expand customer relationships over time.
• Improve sales materials, call scripts, meeting templates, contract terms, CRM workflows, reporting and dashboards.
• Lead weekly company sales reviews to discuss opportunities, progress and questions.
• Collaborate with Customer Success, Product, Engineering and the founding team to support customers and inform product development.

Qualifications

• Approximately five to eight years of relevant experience closing B2B SaaS deals with enterprise customers, including deals in the $50,000 to $250,000 or greater range.
• A record of personally closing deals worth at least $50,000 at growing B2B SaaS startups.
• Experience generating your own outbound pipeline and managing opportunities through the complete sales cycle.
• Confidence independently delivering product demonstrations and presentations without relying on sales engineers.
• Experience selling to CMOs, heads of research, product leaders or marketing stakeholders.
• Strong consultative selling skills and experience managing buying processes involving several decision makers.
• Experience operating in a startup or similarly resourceful environment, with the ability to work independently and help improve processes.
• Evidence of career progression, internal promotions or sustained contributions within previous employers.
• Ability to work onsite in San Francisco.
• Existing US work authorisation that does not require employer visa sponsorship.

Additional Experience

• President’s Club recognition or other evidence of top sales performance, including meeting or exceeding quota.
• A strong undergraduate academic background.