About the RoleYou'll own Mixpanel's most complex and highest-value accounts - a mix of existing enterprise customers and net new target logos - running renewal, expansion, and new logo motions in parallel. This is a role for someone who has done this before at scale: you solve ambiguous, multi-year account problems by distilling them into a clear, scalable plan, and you set a standard for how the team approaches account strategy, forecasting, and executive engagement. You'll mentor other Account Executives on deal strategy and multi-threading, and your account plans and playbooks will shape how the broader team operates. 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, anticipating multi-year account trajectory
- 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
- Set the standard for team playbooks on account planning, forecasting, and executive engagement, and mentor other Account Executives on deal strategy
We're Looking For Someone Who Has- An extensive track record owning the largest, most complex accounts in an enterprise SaaS book, across renewal, expansion, and net new motions
- Closed seven-figure-plus deals with sales cycles of 6-12 months or longer
- Built and sustained relationships at the VP and C-suite level across multiple stakeholder groups
- Used MEDDPICC as a coaching tool for other reps, not just a personal qualification framework
- Solved ambiguous, multi-year account problems by building a clear, repeatable plan others can follow
- Mentored or informally coached other Account Executives on deal strategy or account planning
- Clear written and verbal communication that makes a complex product story land for any audience, from practitioner to boardroom
- A track record of improving how a sales team operates - playbooks, processes, or shared standards that outlasted any single deal
- 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 sales playbooks or enablement content adopted beyond your own book
- Familiarity with land-and-expand motions in a product-led or PLG-adjacent business
- Experience representing a vendor's point of view in executive-level strategic partnerships
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*
