This role is for an enterprise seller who wins new logos. We are looking for a hands-on hunter who personally builds pipeline, runs complex deals and closes them, not someone who waits for inbound or manages a book of existing accounts.
As an Enterprise Account Executive, your primary job is to drive net-new customer acquisition for our weather intelligence platform.
You will own deals end to end. That means finding the right accounts, engaging the right stakeholders, building the business case, navigating procurement and closing six and seven-figure opportunities over multi-month sales cycles. You will partner with Solutions Engineering, Marketing, Partnerships, BDRs and leadership, but the deal is yours.
You will join a team of high-performing enterprise sellers in a fast-moving company where the playbook is still evolving. You will be comfortable with ambiguity, operate independently, and take initiative. The Sales team works together in person twice a week at our Boston HQ.
What Winning Looks Like- You hit your quota by landing new logos, with deals in the $500K - $1M+ ACV range.
- Your pipeline is self-built. Most of it comes from your own outbound prospecting and account planning, supported by BDRs, Marketing and partners.
- You are multi-threaded in every deal. Executive sponsors, operations leaders, IT, procurement and finance all know who you are and why Tomorrow.io matters.
- Your business cases hold up. Customers can see the quantified ROI of better weather decisions in their own numbers.
- Your forecast is accurate. Leadership knows where every deal stands, what the next step is, and what could slip, with no surprises.
- Internal teams want to work your deals. Solutions Engineering, Legal and Finance get clear requirements and realistic timelines, not last-minute fire drills.
- You become a recognized voice in your vertical. Aviation or Insurance buyers see you as someone who understands their operations and their weather risk.
- You raise the standard for the team around you. You share what works, help refine our sales playbook, and make our enterprise motion more repeatable.
What You Will OwnPipeline Generation- Build pipeline within your territory through outbound prospecting, account planning and targeted campaigns.
- Develop strategic account plans for priority targets, mapping stakeholders, initiatives and entry points.
- Work with BDRs, Marketing and Partnerships to turn events, campaigns and partner relationships into qualified opportunities.
Deal Execution- Own and close complex, six and seven-figure Global 2000 deals over multi-month sales cycles.
- Identify and engage key stakeholders across target accounts, from operations and risk leaders to the C-suite, procurement and IT.
- Lead discovery, demos, pilots and proofs of concept with Solutions Engineering, with clear success criteria agreed up front.
- Navigate security reviews, legal terms and procurement to get deals signed on time.
Value Selling- Quantify and communicate the business value of Tomorrow.io: avoided disruption, reduced losses, safer operations and better decisions.
- Build business cases and ROI models that executive sponsors can take to their leadership.
- Position Tomorrow.io against alternatives, including free and incumbent weather data, with a clear point of view.
Forecasting and Collaboration- Maintain accurate pipeline and forecasting in Salesforce.
- Partner cross-functionally with Solutions Engineering, Product, Legal, Finance and Customer Success to drive deal success and a smooth handoff after signature.
- Use AI tools to improve prospecting, account research, efficiency and deal execution.
- Travel about 20-30% to engage customers domestically and internationally.
What You Must Bring- 5+ years of SaaS sales experience with consistent quota attainment. This must include closing new-logo deals yourself, not only managing renewals or expanding existing accounts.
- A proven track record of closing $500K - $1M+ ACV enterprise deals across multi-month sales cycles.
- Strong discovery and value-based selling skills, with the ability to quantify ROI.
- Experience generating your own pipeline through outbound prospecting and account expansion.
- The ability to build and execute strategic account plans.
- Comfort selling to C-level and senior decision-makers, and clear communication across technical and executive audiences.
- Comfort with ambiguity and the ability to operate independently in a fast-moving environment.
- Strong CRM discipline (for example, Salesforce) and forecasting accuracy.
- Practical use of AI tools to improve prospecting, efficiency and deal execution.
- Willingness to travel about 20-30%, and to work from our Boston HQ twice a week.
Strong Plus- Experience selling into Aviation (airlines, airports, cargo, MROs) or Insurance (carriers, reinsurers, MGAs).
- Experience selling data, API or analytics platforms, or decision intelligence software.
- Background in weather, climate, risk or operations technology.
- Familiarity with a structured sales methodology such as MEDDPICC, Challenger or Command of the Message.
- Experience co-selling with partners, GSIs or cloud marketplaces.
- Experience in a high-growth startup or scale-up where you helped build the enterprise playbook.
Why Join Tomorrow.io- A category-defining platform with clear, quantifiable ROI for enterprise customers.
- The opportunity to sell into Global 2000 organizations across critical industries.
- A high-impact role with direct influence on company growth and market expansion.
- A collaborative, high-performance culture focused on execution and results.
- Competitive compensation with uncapped upside.
If your experience is close but doesn't fulfill all requirements, please apply.
