Enterprise Account Executive

Embedded Shishya; Deutschland; Remote; EUR 70.000 - 110.000; Vollzeit

Zusammenfassung

Embedded Shishya is seeking an Enterprise Account Executive to own the full sales cycle for our API-based data platform. This remote role targets complex enterprise buyers across engineering, product, and business lines, requiring technical conversations without dedicated SE support.

You will build your own pipeline, drive pilots, negotiate terms, and lead deals from discovery to production deployment, with impact across insurance, lending, fleet, and related industries.

Qualifikationen

• 4+ years of experience closing B2B sales.
• At least 2 years carrying an enterprise sales quota.
• Experience closing enterprise deals with $50K+ ACVs.
• Experience selling technical, API-based, SaaS, data, infrastructure, or developer-focused products.
• Experience selling to engineering, product, data, or other technical buyers.
• Demonstrated ability to proactively build and manage your own pipeline.
• Strong discovery, qualification, negotiation, and closing skills.
• Ability to independently navigate technical conversations and understand API documentation and integration requirements.
• Comfortable operating in a lean, high-autonomy environment.
• Strong ownership mentality and ability to create momentum without relying on established processes or extensive sales support.

Aufgaben

• Build and manage your own enterprise pipeline through outbound prospecting, partnerships, developer communities, industry networks, and targeted account research.
• Own the complete sales cycle from qualification and discovery through pilot, pricing, negotiation, close, and go-live.
• Run technical discovery with engineering, product, data, and business stakeholders.
• Understand API documentation, technical requirements, rate limits, usage patterns, and integration requirements.
• Design and manage customer pilots that demonstrate real product usage and technical value.
• Build business cases around customer use cases, technical requirements, and expected production usage.
• Negotiate consumption-based commercial models, including credit rates, volume tiers, minimum commitments, and overage structures.
• Manage complex enterprise sales cycles and multiple stakeholders while maintaining momentum.
• Own customer relationships through go-live and work to drive successful production adoption.
• Develop long-term relationships with technical and business decision-makers.
• Capture customer feedback, objections, and market requirements and communicate them back to the product and leadership teams.
• Help build and continuously improve the enterprise sales process, messaging, and playbook.

Kenntnisse

Enterprise sales

Quota ownership

Technical acumen

Pipeline development

Negotiation

Jobbeschreibung

This is a remote position.

About the Company

We are a bootstrapped, profitable, and SOC 2 Type II certified technology company providing vehicle data infrastructure through APIs.

Our platform provides access to critical automotive data including VIN decoding, license plate lookup, vehicle market values, recalls, specifications, images, and vehicle history.

Our data infrastructure powers products across industries including financial services, insurance, automotive, fleet management, and other businesses that depend on accurate vehicle data.

We operate with a lean team, fast decision-making, and a strong focus on building products that solve real customer problems.

About the Role

We are looking for anEnterprise Account Executiveto become the second sales hire and first enterprise AE, owning the full sales cycle from qualification and technical discovery through pilot, negotiation, close, and production deployment.

This is a highly autonomous role. You will be responsible for building your own pipeline while managing complex enterprise sales cycles involving technical and business stakeholders.

You will sell a technical, API-based product that becomes embedded in customers' production systems. Customers may use the platform for insurance underwriting, lending decisions, dealer tools, fleet platforms, claims workflows, and other business-critical applications.

The ideal candidate is comfortable selling to engineering, product, data, and business leaders and can independently navigate technical conversations without relying on a Sales Engineer for every interaction.

What You'll Do

• Build and manage your own enterprise pipeline through outbound prospecting, partnerships, developer communities, industry networks, and targeted account research.
• Own the complete sales cycle from qualification and discovery through pilot, pricing, negotiation, close, and go-live.
• Run technical discovery with engineering, product, data, and business stakeholders.
• Understand API documentation, technical requirements, rate limits, usage patterns, and integration requirements.
• Design and manage customer pilots that demonstrate real product usage and technical value.
• Build business cases around customer use cases, technical requirements, and expected production usage.
• Negotiate consumption-based commercial models, including credit rates, volume tiers, minimum commitments, and overage structures.
• Manage complex enterprise sales cycles and multiple stakeholders while maintaining momentum.
• Own customer relationships through go-live and work to drive successful production adoption.
• Develop long-term relationships with technical and business decision-makers.
• Capture customer feedback, objections, and market requirements and communicate them back to the product and leadership teams.
• Help build and continuously improve the enterprise sales process, messaging, and playbook.

Requirements

Required

• 4+ years of experience closing B2B sales.
• At least 2 years carrying an enterprise sales quota.
• Experience closing enterprise deals with$50K+ ACVs.
• Experience selling technical, API-based, SaaS, data, infrastructure, or developer-focused products.
• Experience selling to engineering, product, data, or other technical buyers.
• Demonstrated ability to proactively build and manage your own pipeline.
• Strong discovery, qualification, negotiation, and closing skills.
• Ability to independently navigate technical conversations and understand API documentation and integration requirements.
• Comfortable operating in a lean, high-autonomy environment.
• Strong ownership mentality and ability to create momentum without relying on established processes or extensive sales support.

Strong Signals

• Started as an SDR/BDR and progressed into an AE role within the same organization.
• Experience selling usage-based, consumption-based, or credit-based pricing models.
• Experience selling into automotive, insurance, lending, fleet management, claims, or related industries.
• Experience working in an early-stage environment, particularly Series A–B companies.
• Proven experience taking customers from initial discovery through technical evaluation, contract signing, and production deployment.
• Experience with developer-led or product-led sales motions.

Nice to Have

• Familiarity with VIN data, NHTSA datasets, vehicle specifications, or vehicle valuation methodologies.
• Experience selling APIs, data products, developer tools, infrastructure, or other technical products.
• Experience with PLG-to-enterprise sales motions.
• Existing relationships within automotive, insurance, lending, fleet, or related technology ecosystems.