Full Job Description
Strategic Account Executive, New York
The role
You build the strategy that lands the largest enterprise logos and build them into multi-year high growth accounts. You partner with a pod that comprises of a BDR, a forward deployed engineer and a customer success account manager. You bring the buyer a point of view, build the business case with them, and leave every signature with an account plan to grow the account for years.
If you want large inbound enterprises that are ready to work with an expert, strategic rep, this is for you. If you want the chance to earn the most you ever have in your sales career, this is for you.
What you will do
• Run complex enterprise sales cycles, from first call to signature.
• Build an account plan and point of view for every key account: the shift it needs to make, what waiting costs, and why Maki above all others in the crowded HR tech space.
• Build business cases with the buyer, in the buyer's numbers, that makes them look like experts internally and a no-brainer to partner with Maki.
• Lead complex negotiation processes with EB's, procurement and legal, trading value rather than giving it away.
• Land where the customer is ready, and frame the full expansion before signature: entire platform, future use cases, forward thinking commercials.
• After landing business, work with your pod to build out a strategic account plan that maximizes growth in the account for years to come.
• Be AI first and be able to use AI every day to research, prepare and scale how you work.
What you bring
• Minimum 6+ years in sales, including 3+ years selling to enterprises.
• A strategic sales background: you have landed large logos and worked with many stakeholders at once.
• Numerous closed six-figure deals you can walk us through in detail.
• Points of view and business cases that executives acted on.
• You use AI tools in your daily sales work.
How we work
We are an early team, during these early days these are the traits we demand in every single person:
• Grit: you go big on accounts and keep going when a deal gets hard.
• Candor: you give direct feedback, you want it back, and you act on it.
• Curiosity: you crave learning and you want to build.
• Ambition: you are ambitious about your own potential and the power of what Maki can do.
What we offer
• A competitive compensation that leads the market
• Inbound and outbound enterprise demand, and a pod partner with to scale it.
• Equity
• The best Sales and AI tools
Our process
• A short interview on Mochi, our AI interviewer, so you try the product yourself. It assess you for various skills and gives you a chance to ask questions.
• A 30 minute call about what you are looking for, your background and how we work.
• A 30 minute deal review with our VP of Sales. Bring one large strategic deal that you led and closed in the last 12 months. No slides. Be prepared to walk through the deal in detail.
• An assignment: build a point of view on an enterprise account we choose, run a live discovery call with us, and show us how you used AI to prepare.
• References.
• Offer.
