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Enterprise Account Executive
Instrumental Inc
Palo AltoHybrid1y ago
- Employment
- Full-time
About the role
- 8+ years of quota-carrying B2B sales experience, with at least 2+ years selling engineering or manufacturing software into enterprise accounts.
- Proven track record of consistently exceeding $1M+ annual quota.
- Experience navigating complex sales cycles with multiple stakeholders and procurement.
- Familiarity with MEDDPIC, Jolt, or similar enterprise sales methodologies.c
- Loves the building stage of startups and brings experience finding new paths to success: rolling up their sleeves, and hitting the phone – all with startup urgency. You are a heat-seeking missile for customer needs and derive great satisfaction from the journey of solving customer problems with technology.
- You are an adaptable and resourceful hunter. If something doesn’t exist, you’ll build it. If a customer has an objection, you’ll figure out how to deliver the right business case. If you don’t have enough in your pipeline, you’ll fill it.
- Prefers to get in front of customers face-to-face and is willing to travel to do so.
- Has experience selling or working with manufacturing data, digital transformation, analytics, and/or verticalized AI to technical buyers. Prior specialized experience in selling manufacturing software, or into the high-tech electronics, industrial electronics, automotive Tier 2/3s, or aerospace & defense space.
- Navigate complex buying processes, engaging with stakeholders from technical teams up to the C-suite of enterprise accounts building the most innovative and ones of the complex electronics on earth.
- Building your own book of business: This means you believe that only you are accountable for your own pipeline generation. We will help set you up for success with tools, marketing, and support - this role is focused on working with net new customers, not existing ones.
- Developing and managing a robust pipeline of enterprise opportunities across target accounts
- Lead discovery to deeply understand customer challenges and align solutions to their business objectives.
- Selling as a team: While you own and operate the sales cycle with new customers, Marketing, Solutions Architects, Customer Success, TPMs and Product Managers all work together to deliver value to our customers.
- Finding new paths: We are a growing organization delivering new technology into an industry that is undergoing constant change.
- Contracts, infosec & finance: Closing deals requires partnering with your customers’ finance, legal, and IT teams.
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