5-7 years of experience in enterprise B2B SaaS sales
Proven track record of exceeding sales quotas
Experience with complex, multi-stakeholder sales cycles
Strong skills in discovery, qualification, and negotiation
Ability to navigate enterprise procurement and legal processes
Excellent communication skills with senior leaders
Strong CRM and pipeline management discipline
Responsibilities
Own and deliver against an enterprise sales quota
Convert marketing-generated demand into qualified pipeline
Proactively generate additional pipeline through outreach and insights
Lead complex sales cycles from engagement to contract signature
Build relationships across multiple stakeholders in large organizations
Conduct strong discovery to align customer needs with business value
Maintain accurate CRM records and provide accountable sales forecasts
Benefits
Foundational impact in transforming industrial sustainability
Competitive on-target earnings
Comprehensive health, vision, dental, and life insurance
Meaningful equity opportunities
Work from home setup stipend
Wellness stipend
Unlimited paid time off
Full Job Description
Position Overview:We're looking for an exceptional Account Executive who can own complex sales cycles from first conversation through close.
This is a quota-carrying role for someone who knows how to create momentum, not just manage it. You'll have support from Marketing, partnerships, events, leadership, and a growing GTM engine, while also taking direct ownership of building pipeline within your territory.
The best fit is a seller who is equally comfortable opening doors, navigating a multi-threaded Fortune 500 opportunity, building a compelling business case, and getting a complicated deal across the finish line.
Key Responsibilities
Deliver Revenue
Own and consistently deliver against an enterprise sales quota.
Convert demand generated through Marketing, events, partnerships, referrals, and other GTM channels into qualified pipeline and revenue.
Proactively generate additional pipeline, supplementing company-generated demand through thoughtful outreach, relationships, and account insight.
Take accountability for results and proactively identify what is needed to create momentum and deliver against targets.
Lead Complex Enterprise Sales
Own sophisticated, multi-stakeholder sales cycles from initial engagement through contract signature.
Navigate large organizations and build relationships across executive sponsors, champions, end users, and key decision-makers.
Lead strong discovery that connects customer priorities to measurable business value and a compelling case for change.
Multi-thread effectively and build consensus across stakeholders with different priorities and requirements.
Navigate RFPs, security, procurement, legal, and other enterprise buying requirements while maintaining deal momentum.
Partner effectively across Marketing, Product, Customer Success, Solutions, and leadership to win complex enterprise business.
Drive Sales Execution & Forecasting
Maintain rigorous opportunity and CRM hygiene, ensuring deal stages, next steps, close dates, and key account information are consistently accurate and current.
Actively progress opportunities through defined sales stages, with clear exit criteria and a path toward close.
Maintain strong pipeline discipline and identify coverage gaps early enough to take action.
Provide accurate, accountable forecasts grounded in deal-level evidence, customer commitments, and clearly understood risks.
Surface deal risks and blockers early, bringing in the right internal resources to help resolve them.
Requirements
Proven track record of meeting or exceeding quota in enterprise B2B SaaS sales.
Experience selling complex software into large enterprise organizations, ideally Fortune 1000 or similarly sophisticated companies.
Demonstrated success owning complex, multi-stakeholder sales cycles with meaningful contract values and longer sales cycles.
Demonstrated ability to both convert company-generated demand and proactively generate additional pipeline.
