Account Executive

Malbek; United States; On-site; USD 90,000 - 180,000; Full time

Benefits offered by this job

Structured onboarding

Clear path to growth

Job summary

Malbek is seeking a high-performing Account Executive to drive new logo growth in our enterprise segment. You’ll own the full sales cycle from outreach to signed contract, targeting fast-scaling companies that need a better way to manage contracts, approvals, and compliance.

You will build pipelines through outbound and inbound efforts, engage with stakeholders across legal, procurement, finance, and operations, and lead ROI-based business cases and demos to win deals.

Qualifications

• 5+ years of successful B2B enterprise SaaS sales experience.
• Proven history of meeting or exceeding quota and closing complex enterprise deals.
• Demonstrated success selling to multiple stakeholders in long sales cycles.
• Strong ability to communicate value to technical and non-technical buyers.
• Experience building ROI/business cases with executive stakeholders.
• Familiarity with MEDDICC, Challenger, or Sandler methodologies.
• Comfort selling AI-enabled enterprise solutions.
• Excellent communication, negotiation, and presentation skills.
• Self-motivated, goal-oriented, and fast-paced in high-growth environments.
• Bachelor’s degree or equivalent experience.
• Salesforce CRM for pipeline management, reporting and forecasting.
• Proficiency with LinkedIn Sales Navigator for prospecting.

Responsibilities

• Own the full sales cycle for new logo acquisition from prospecting to close.
• Build and manage a healthy pipeline through outbound and inbound efforts.
• Engage with legal, procurement, finance, and operations at SaaS companies to uncover needs and position our solution.
• Lead ROI-based demos, business cases, and solution-focused presentations to drive decisions.
• Navigate buying committees, security reviews, and procurement processes.
• Create mutual action plans to keep deals on track and forecast accurately.
• Collaborate with marketing, solutions engineering, and customer success for smooth handoffs.
• Maintain CRM hygiene and provide accurate forecasts.
• Meet or exceed monthly, quarterly, and annual targets for activity and revenue.
• Share market and competitive feedback with product and leadership.

Skills

Enterprise sales

Quota attainment

Multi-stakeholder deals

MEDDICC/Challenger/Sandler

AI-enabled sales

Communication & negotiation

CRM proficiency (Salesforce)

LinkedIn Sales Navigator

MS Office / Zoom

Education

Bachelor's degree or equivalent experience

Tools

Salesforce CRM

LinkedIn Sales Navigator

6sense

Clari

Gong/Chorus

Job description

We're looking for a high-performing Account Executive to drive new logo growth within our enterprise segment. You'll own the full sales cycle, from first outreach to signed contract, selling to companies that are scaling fast and need a better way to manage their contracts, approvals, and compliance. This is a high-visibility role on a growing team, with direct influence on how we sell and where we go next.

What You'll Do

• Own the full sales cycle for new logo acquisition, from prospecting and discovery through negotiation and close
• Build and manage a healthy pipeline through outbound prospecting, inbound follow-up, and multi-threaded account planning
• Engage with key stakeholders across legal, procurement, finance, and operations at SaaS companies, uncovering business needs and positioning our solution as a strategic fit
• Quarterback the deal process, including Solution Consultant-led demos, ROI-based presentations, business cases, and follow-through to decision
• Navigate complex buying committees, security and legal reviews, and procurement processes
• Build mutual action plans with prospects to keep deals on track and forecast accurately
• Partner with marketing, solutions engineering, and customer success to deliver a seamless handoff and customer experience
• Maintain strict CRM hygiene and provide accurate, timely forecasts
• Meet or exceed monthly, quarterly, and annual activity, pipeline, and revenue targets
• Share market and competitive feedback with product and leadership
• Ensure CRM is consistently up to date with prospect engagement information and the path forward with the prospect is clearly mapped out

What We're Looking For

• 5+ years of successful B2B enterprise sales experience in a SaaS environment
• Proven history of consistently meeting or exceeding quota and closing complex deals for enterprise organizations
• Demonstrated success closing complex, multi-stakeholder deals with long sales cycles
• Strong grasp of SaaS business models and the ability to communicate value to both technical and non-technical buyers
• Experience building and defending ROI and business cases with executive-level stakeholders
• Proficiency with a structured sales methodology such as MEDDICC, Challenger, or Sandler
• Demonstrated comfort selling and positioning AI-enabled enterprise solutions
• Excellent communication, negotiation, and presentation skills
• Self-motivated, goal-oriented, and comfortable in a fast-paced, high-growth environment
• Bachelor's degree or equivalent experience
• Salesforce CRM, including pipeline management, reporting, and forecasting
• LinkedIn Sales Navigator for prospecting and account research
• Microsoft Office Suite, Microsoft Teams and Zoom video conferencing

Preferred

• Conversation intelligence (Gong or Chorus)
• Prospecting and data tools (6sense)
• Forecasting tools (Clari or other)
• Comfortable leveraging AI and creating prompts

Nice to Have

• Experience selling into legal, procurement, or operations functions
• Familiarity with contract lifecycle management (CLM) or adjacent legal tech
• Experience selling to SaaS or high-growth tech companies specifically
• Background working alongside solutions engineers or solution consultants in a team-selling model
• Ability to leverage intent models through 6sense

What We Offer

• Structured onboarding and ongoing sales enablement
• A collaborative team and a clear path to growth