Job Description:The Senior Account Executive is responsible for driving new business and expanding strategic customer relationships within a defined enterprise territory. This role partners with executive stakeholders to help organizations modernize their data and AI strategies through trusted data intelligence.
Success in this role requires building executive relationships, leading complex enterprise sales cycles, and collaborating across Sales, Deployment Strategy, Customer Success, Product, and partner ecosystems to deliver measurable business outcomes.
What You'll DoDrive Enterprise Growth- Own new logo acquisition and expansion within a defined territory.
- Develop and execute strategic account plans that identify whitespace, drive pipeline, and accelerate revenue growth.
- Lead complex, multi-threaded enterprise sales cycles from discovery through negotiation and close.
- Build trusted relationships with executive and technical stakeholders across customer organizations.
Advise Customers on Data & AI Strategy- Position Alation as the trusted foundation for data intelligence, governance, and AI adoption.
- Connect customer business priorities to solutions across Data Catalog, Data Governance, Data Quality, Marketplace, and AI capabilities.
- Help customers define business cases that align trusted data initiatives with measurable business outcomes.
- Serve as a strategic advisor to Chief Data Officers, CIOs, analytics leaders, and AI stakeholders.
Execute with Discipline- Consistently manage pipeline, forecasting, and opportunity progression using MEDDPICC, Value Selling, or similar enterprise sales methodologies.
- Navigate procurement, security, legal, and executive buying processes across complex enterprise organizations.
- Maintain accurate forecasts and operate with strong pipeline discipline.
Collaborate Across the Business- Partner closely with Deployment Strategists, Solution Engineering, Customer Success, Marketing, and Partner teams to deliver exceptional customer experiences.
- Leverage relationships across cloud, AI, and data ecosystem partners to expand customer value.
- Share market insights that help shape product direction and go-to-market strategy.
Embrace AI-Native Selling- Leverage AI to improve account research, prospecting, opportunity strategy, forecasting, and customer engagement.
- Continuously adopt new tools and best practices that improve productivity and customer outcomes.
What You'll Bring- 8+ years of enterprise SaaS sales experience, with a proven track record selling complex software into Fortune 1000 organizations.
- Experience selling data, analytics, AI, cloud, infrastructure, or adjacent enterprise technologies.
- Demonstrated success managing complex, multi-stakeholder enterprise sales cycles and consistently exceeding quota.
- Executive presence with the ability to engage CDOs, CIOs, analytics leaders, and line-of-business executives.
- Strong understanding of enterprise data, governance, analytics, AI, or cloud ecosystems.
- Experience with enterprise sales methodologies such as MEDDPICC, Force Management, Command of the Message, or Value Selling.
- Ability to develop strategic account plans and build long-term executive relationships.
- Collaborative mindset with experience working across technical, customer success, and partner organizations.
- Curiosity about AI and a willingness to leverage AI tools to improve sales effectiveness.
- Bachelor's degree or equivalent practical experience.
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Compensation Pay Range:$108,322.00 - $146,235.00
Salary Information
The base salary range is specific to the United States. The salary of the final candidate selected for this role will be set based on a variety of factors, including but not limited to internal equity, experience, education, work location, specialty and training. If the final candidate has a different level of experience, the base salary target range may be lower or higher than what is published.
