Familiarity with consultative sales methodologies like MEDDIC or SPIN
Bachelor's degree required
Strong business communication skills for executive storytelling and negotiations
High learning agility and analytical thinking
Responsibilities
Build and manage a pipeline for acquiring new enterprise accounts
Conduct solution-based sales engagements and product demonstrations
Execute strategic initiatives to upsell and cross-sell within existing accounts
Develop business cases addressing customer pain points and ROI
Negotiate and close complex deals through enterprise procurement processes
Establish relationships with C-Suite executives and navigate enterprise politics
Maintain accurate sales activity records in CRM and forecast sales accurately
Benefits
Remote-first flexibility for work-life balance
Home workplace budget and co-working expense coverage
Access to top-tier tech and AI-powered tools
Investment in learning and development opportunities
Tailored Wellness Package including fully paid healthcare
20 business days of paid time off per year
Funding for sports competitions and health-related time off
Budget for team meetups and a generous referral program
Full Job Description
The role
To support the rapid expansion of the Ideals VDR line of business in Washington, D.C., we are looking for a Business Development Manager / Enterprise Account Executive to focus on our Corporate segment. Unlike our advisory-focused motions, you will sell directly to a wide variety of enterprise corporations across diverse industries (such as energy, pharma, biotech, and telecommunications).
As a quota-carrying strategic seller, your primary goal will be to grow sales and revenue through the acquisition of new strategic enterprise accounts and the expansion of existing ones. You will act as an impactful industry expert, generating demand, navigating complex 6 to 9-month sales cycles, and displacing incumbents by utilizing deep discovery and consultative selling frameworks.
Compensation package: 50% base salary; 50% performance-based variable.
What you will do
Proactively build and manage a pipeline focused on the acquisition of new strategic enterprise accounts (new logos)
Conduct solution-based sales engagements, including client meetings, executive presentations, and product demonstrations (face-to-face and virtual)
Maintain "White Space" analysis and execute strategic initiatives to upsell and cross-sell within the existing customer base
Develop and deliver comprehensive business cases that quantify the cost of inaction and address customer priorities, pain points, and ROI
Structure, negotiate, and close complex deals, guiding corporate clients step-by-step through enterprise procurement, security compliance, and legal processes
Orchestrate multi-threading strategies to navigate enterprise politics, establishing strong relationships with C-Suite executives and key stakeholders across various verticals
Keep an accurate track record of personal sales activities in the CRM, including methodical mid- and long-term forecasting
Provide relevant customer feedback to the product development team and collaborate with Customer Success, Marketing, and Inbound Sales to maximize revenue and customer satisfaction
What you bring
4-7 years of demonstrable quota-carrying success in B2B sales
Proven track record of managing lengthy or complex enterprise sales cycles
Significant experience selling directly to C-level executives (CxOs) and multi-threading within large enterprise organizations
Exceptional business communication skills, enabling you to execute executive storytelling, challenge the status quo, and handle complex contracting negotiations
High learning agility, analytical thinking, and commercial curiosity to quickly grasp the nuances of various corporate industries
High AI fluency and advanced CRM tracking skills
Native-level proficiency in English
Nice to have
Fluency in an additional language
Background in SaaS, financial technology, or information security sectors
Familiarity with enterprise M&A use cases and corporate compliance workflows
Our assessment process
Screening call with the Talent Acquisition Specialist (40 mins)
Discovery Role-Play Presentation with the Hiring Manager (60 mins - requires preparation beforehand to build a business case for a target Fortune 500 company)
Competency-based interview (CBI) (60 mins)
What we offer
We highly value our people, so we will empower you with all the resources and support to help you reach your full potential.
For your best work
Remote-first flexibility to shape your ideal workday
Home workplace budget
Co-working expense coverage
Individual IT budget for extra equipment
Top-tier tech and AI-powered tools
For your growth
Access to Ideals Academy with numerous courses
Investment in external learning and development activities
Guidance in Personal Development Plan creation
Professional literature and subscriptions coverage
Support of your passion as a speaker or writer
Internal talent mobility opportunities
For your well-being
Tailored Wellness Package for your physical and mental health which includes fully paid for healthcare
