Senior Account Executive

Role Summary The Senior Account Executive (SAE) is responsible for driving net-new and expansion revenue through complex, consultative sales cycles. This role owns the full sales lifecycle from prospecting through close, serving as a trusted advisor to senior-level customer stakeholders. The SAE operates with a high degree of autonomy, consistently meets or exceeds quota, and contributes to sales strategy, deal coaching, and pipeline health. Core Responsibilities Revenue Generation & Quota Ownership: - Own and consistently achieve or exceed annual revenue targets - Drive net-new business and strategic upsell/cross-sell opportunities - Manage complex, multi-stakeholder sales cycles Pipeline Development & Deal Management: - Build and maintain a healthy pipeline aligned to revenue goals - Lead discovery, solution positioning, pricing, negotiation, and contract execution - Maintain accurate forecasting and CRM records Customer Engagement & Value Selling: - Conduct deep discoveries to understand customer needs and objectives - Position solutions tied to customer outcomes and ROI - Build long-term executive-level relationships Cross-Functional Collaboration: - Partner with Marketing, Product, Legal, and Customer Success teams - Ensure smooth handoff from sale to implementation Sales Leadership & Mentorship: - Serve as a role model for best sales practices - Coach junior sales team members and contribute to sales enablement Key Performance Indicators (KPIs) - Quota attainment - Pipeline coverage and conversion rates - Forecast accuracy - Deal size and win rate - Customer retention and expansion Required Experience & Skills - 6–10+ years of B2B sales experience (SaaS or technology preferred) - Proven success selling complex, high-value solutions - Experience selling to Director, VP, and C-level stakeholders - Strong negotiation, presentation, and communication skills - CRM proficiency (Salesforce, HubSpot, or similar) - Strategic, data-driven, and self-directed Behavioral Competencies - Consultative and customer-focused mindset - Strong business acumen - Resilience and adaptability - Collaborative and accountable Senior-Level Expectations - Consistent overperformance against quota - Ownership of complex and strategic deals - Minimal supervision required - Positive influence on team performance and sales strategy

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