Full Job Description
As an Enterprise Account Executive, you will drive new business and account growth with the largest machine manufacturers in North America. You will own a book of enterprise prospects, build your own pipeline, lead long, multi-stakeholder sales cycles from first conversation to signed agreement, and partner closely with Customer Success to retain and expand your accounts. You will sell to senior aftermarket, pricing, finance, and sales leaders, positioning Pricing Performance as a strategic priority for their business.
You will play a pivotal role in our transformative journey to become a billion-dollar company. We are seeking a strategic, driven, and coachable seller with a proven track record of closing enterprise software deals in a dynamic, complex environment.
What we expect you to own and run with:
• Own Your Pipeline: Self-source and build a strong pipeline of qualified opportunities with the largest prospects in our space, holding roughly 3x coverage
• Lead with Insight: Use a Challenger approach (teach, tailor, guide) to bring buyers an insight they don't yet see and position Pricing Performance as a strategic priority.
• Drive Discovery and Qualification: Conduct thorough discovery sessions and qualify hard using MEDDIC, focusing your time on what actually moves the customer and the number.
• Build the Business Case: Design and deliver customized business cases and presentations that address customer needs and accelerate the sales cycle.
• Execute Sales Strategy: Align efforts with the North America sales strategy and partner with Solutions Engineers and Customer Success to deliver measurable outcomes.
• Lead High-Stakes Negotiations: Manage end-to-end negotiations for commercial agreements, holding a defensible position under pressure to close enterprise-level deals.
• Hit Revenue Goals: Consistently achieve and surpass a seven-figure annual ACV quota.
• Manage HubSpot Effectively: Maintain accurate and up-to-date records in HubSpot, ensuring reliable forecasting and pipeline management.
Which boxes you need to check:
• 6+ years of proven experience selling SaaS solutions to enterprise accounts, including at least 3 years of SaaS sales at one vendor carrying an individual quota.
• Track record of closing six-figure ACV deals across long, multi-stakeholder sales cycles of 6 to 14 months.
• Proven ability to generate cold, self-sourced pipeline rather than relying only on a large BDR team.
• Fluency in Challenger selling and MEDDIC, demonstrated in practice.
• Coachable with low ego: you engage and reflect when challenged, and build relationships at the highest corporate level.
• Ownership mindset and comfort operating without full information or a fixed process in place.
• Resilience and curiosity in a fast-changing scale-up environment.
• Experience working with Solutions Engineers as partners.
• Advanced knowledge of CRM software (HubSpot preferred).
• Manufacturing, aftermarket, or industrial pricing experience is a plus
• Knowledge of manufacturing software tech stack is a plus.
Why MARKT-PILOT:
• Inspiring Team Culture: Enjoy regular team events, modern downtown Chicago offices, and a dynamic work environment that fosters innovation and collaboration.
• Flexible Working Hours: Enjoy the freedom to design your workday with flexible hours and a hybrid/remote work option.
• Generous Paid Time Off: Recharge with 25 paid vacation days each year to relax, explore, or focus on personal growth.
• Sick Leave: We care about your health and well-being. In alignment with Chicago's Paid Sick Leave Ordinance, you will receive 5 day of sick time per year to be used
• Transit Benefits: Simplify your commute with our Transit Benefits Program, which provides subsidies for public transportation.
• Divvy Annual Subscription: Love a green commute? Enjoy a free Divvy bike share subscription, making it easy and eco-friendly to get around.
• Comprehensive Benefits Package: We offer premium medical plans, including dental, vision, and life insurance, so you can focus on what matters most.
• Financial Support: Benefit from a 5% 401(k) match and an annual Learning and Development budget to support your professional growth.
• Supportive Parental Leave: Take advantage of 3 months of paid parental leave to be there for your loved ones when they need it the most.
$250,000 - $300,000 a year
250-300k OTE with a 50/50 split, dependent on experience and interview process
