We're looking for an Enterprise Account Executive to win and grow TuxCare's largest accounts in North America. You'll own a named-account territory of organizations with more than 10,000 employees and lead complex sales cycles from initial discovery through technical validation, negotiation, and contract execution.
Success in this role requires more than access to large accounts. You'll build relationships across security, infrastructure, procurement, and legal teams, understand each organization's needs, and create a compelling case for TuxCare's solutions.
Responsibilities: - Own and develop a focused list of named enterprise accounts, creating a documented account plan for each.
- Identify and pursue new opportunities within those accounts while building relationships with multiple stakeholders.
- Lead the full enterprise sales cycle, including discovery, technical validation or proof of value, commercial negotiation, and MSSA execution.
- Qualify opportunities using MEDDPICC and keep qualification details current in HubSpot.
- Grow existing enterprise accounts in coordination with the Account Manager and Renewal Manager. Renewal processing is handled by those teams.
- Maintain accurate opportunity records, document deal progress, and keep your pipeline and forecast current.
- Identify and address stalled opportunities; no deal should remain open for more than 90 days without documented progress.
Requirements- Required: Direct enterprise sales experience at one or more of the following companies: Sonatype, JFrog, Black Duck, Mend.io, Veracode, FOSSA, Snyk, Socket, Aikido, GitLab, GitHub, Aqua Security, Moderne, Seal Security, HeroDevs, Endor Labs, ActiveState, Chainguard, RapidFort, Lineaje, Docker, Arnica, ArmorCode, Cycode, Apiiro, OX Security, Legit, Phoenix, Brinqa, ThousandEyes, Dynatrace, PagerDuty, New Relic, Elastic, Cloudflare, or Datadog.
- Experience selling to large enterprises and managing complex sales cycles that involve technical, commercial, procurement, and legal stakeholders.
- The ability to develop strategic account plans, build relationships across buying groups, and create new opportunities within named accounts.
- Experience guiding customers through technical validation or proof-of-value processes and negotiating enterprise agreements.
- Familiarity with MEDDPICC and a disciplined approach to CRM management, forecasting, and deal progression.
BenefitsWhat's in it for you?- A focus on professional development;
- Interesting and challenging projects;
- Fully remote work with flexible working hours, which allows you to schedule your day and work from any location worldwide;
- Paid 24 days of vacation per year, 10 days of national holidays, and unlimited sick leaves;
- Compensation for private medical insurance;
- Co-working and gym/sports reimbursement;
- Budget for education;
- The opportunity to receive a reward for the most innovative idea that the company can patent.
