About the RoleYou'll own a book of named enterprise accounts - existing Mixpanel customers - alongside a focused list of net new target logos, running renewal, expansion, and new logo motions in parallel. This role leads complex, multi-stakeholder deals independently and is trusted to make judgment calls on pursuit strategy, deal structure, and prioritization across a full territory. You'll anticipate risk before it surfaces, bring a clear point of view to your account plans, and partner closely with Solutions Engineering, Customer Success, and Product to move deals forward. In your first 90 days, you'll build a territory plan covering your full account list, map the key relationships and growth opportunities in each account, and present your go-forward strategy to leadership.
Responsibilities- Build and execute account plans that connect Mixpanel's capabilities to each customer's business priorities
- Develop multi-threaded relationships from the practitioner level through the C-suite, creating durable champions at every layer
- Run regular business reviews that show what's working and surface the next growth opportunity
- Forecast accurately and keep pipeline clean in Salesforce - no sandbags, no surprises
- Identify and close expansion opportunities within your book - new teams, new products, upgraded tiers
- Prospect and close net new logos from your named target list alongside your existing account motion
- Run a disciplined sales process using MEDDPICC; qualify hard and close on time
- Partner with Solutions Engineers on product demonstrations and proofs of concept that accelerate deals
- Build pipeline across all four sourcing channels: self-generated outbound, BDR, channel partners, and inbound
- Collaborate with Customer Success to make sure customers realize value after the sale
- Bring customer and market signals back to Product - you're closest to the problem
- Contribute to team playbooks and share what's working to help raise the floor for the team
We're Looking For Someone Who Has- A track record of owning enterprise SaaS accounts across renewal, expansion, and net new motions
- Closed six- and seven-figure deals with sales cycles of 6-12 months
- Built relationships at the VP and C-suite level, not just with day-to-day users
- Used MEDDPICC to qualify and run deals, not just fill out a field
- Led complex, cross-functional deals independently, anticipating risk and adjusting the plan before it becomes a problem
- Clear written and verbal communication that makes a complex product story land for any audience
- A self-directed, coachable approach - you look for a better way to run your territory and share what works with the team
- Comfort operating with ambiguity - building your own account strategy rather than following a fixed script
- Willingness to travel up to 25% for on-site customer meetings, QBRs, and field events
Bonus Points For- Experience selling analytics, data, or other technical products
- Experience selling to product, engineering, or data teams
- A history of building or improving team playbooks and processes
- Familiarity with land-and-expand motions in a product-led or PLG-adjacent business
#LI-Remote
Benefits and Perks- Comprehensive Medical, Vision, and Dental Care
- Mental Wellness Benefit
- Generous Vacation Policy & Additional Company Holidays
- Enhanced Parental Leave
- Volunteer Time Off
- Additional US Benefits: Pre-Tax Benefits including 401(K), Wellness Benefit, Holiday Break
*please note that benefits and perks for contract positions will vary*
