Enterprise Account Executive

Deque Systems; Ann Arbor (MI); Remote; USD 125,000 - 150,000; Full time

Job summary

Deque Systems is a leading accessibility software company seeking a driven SaaS sales professional in Ann Arbor, MI. You will own land-and-expand growth, targeting commercial and mid-market accounts with a focus on net-new logo opportunities.

Responsibilities include quota attainment, pipeline generation, and articulating business value to executives, while collaborating with Customer Success on renewals. Remote-friendly role in a fast-growing organization.

Qualifications

• 3+ years of successful SaaS software sales experience in Commercial or Mid-Market segments.
• Proven ability to meet or exceed sales targets.
• Excellent communication, negotiation and closing skills.
• Experience navigating complex organizations and multi-deal environments.

Responsibilities

• Achieve quota for Net-New Logo acquisitions in high-velocity Commercial and Mid-Market segments.
• Develop and execute a pipeline plan with 4x coverage and self-sourced opportunities.
• Articulate business value, ROI, and risk mitigation to decision-makers.
• Manage multiple accounts concurrently and drive rapid land plus expansion.

Skills

Communication

Negotiation & closing

Target-driven

Education

BA/BS or equivalent

Job description

If you are unable to complete this application due to a disability, contact this employer to ask for an accommodation or an alternative application process.

FULL TIME Ann Arbor, MI, US

9 days ago Requisition ID: 1067

Salary Range: $125,000.00 To $150,000.00 Annually

People come to work for Deque because of what we do: enable businesses and organizations to make their sites and apps accessible to everyone, including people with disabilities. The personal fulfillment employees feel here is unparalleled. In addition to the altruistic nature of our jobs, the organizational structure is extremely flat and welcoming. Women-owned and operated, Deque CEO Preety Kumar is internationally revered for her down-to-earth personality and work ethic. Deque's core values are central to our culture of customer satisfaction. Do you share them?

• Innovation with results that matter
• Deliver what you promise
• We practice humility

At Deque, you’ll work with the best and brightest minds in the industry, sharing best practices, tackling new issues and uncovering new approaches. Accessibility Consultants at Deque also love their jobs because of the support systems in place.

Deque experts regularly contribute to W3C Accessibility Working Groups and collectively hold more CPACC, WAS, & CPWA certifications issued by the IAAP than any accessibility testing company in the world.

Position Description

You are the dedicated hunter for Deque, responsible for driving rapid Net-New Logo Acquisition within the high-velocity Commercial and Mid-Market segments (accounts generally under $1B in annual revenue). While you will partner with Customer Success on renewals, your core mandate is to aggressively prospect and close new business (Land) and, secondarily, identify and execute immediate Expansion opportunities within those new accounts.

Primary Responsibilities

• Quota Attainment & New Logo Focus: Consistently achieve monthly, quarterly, and annual quota objectives, with a primary focus on securing Net-New Logo business.
• Pipeline Generation: Develop and execute a strategic plan that leads to creating and maintaining a robust sales pipeline, ideally maintaining 4x coverage , driven heavily by self-sourced new logo opportunities .

Consultative Value Articulation: Create and articulate compelling value conversations with decision-makers to justify the initial land deal and identify immediate cross-sell/upsell Expansion potential.

Create & articulate compelling value conversations, moving beyond feature discussions to focus on business value, ROI, and risk mitigation .

• Operational Excellence: Manage numerous accounts concurrently and strategically. Analyze sales and metrics data to evolve and optimize your new logo acquisition strategy continually.
• Relationship Building: Identify, qualify, and build strong relationships with key decision-makers to facilitate rapid land and swift initial expansion.

Requirements

• Experience: 3+ years of successful experience in SaaS software sales, specifically in the Commercial or Mid-Market segment (accounts under $1B in revenue).
• Performance: Proven track record of consistently meeting or exceeding sales targets.
• Skill Set: Excellent communication, strong negotiation, and closing skills are mandatory.
• Process Acumen: Demonstrated ability to manage numerous concurrent deals and strategically navigate complex internal and external organizations.
• Technical/Commercial Acumen: A solid grasp of SaaS commercial models and basic digital accessibility concepts.
• Education: College degree (BA/BS) or equivalent.
• Grit & Adaptability: Must thrive in a fast-paced, high-growth organization and be adaptable to change.

About Deque

Deque (pronounced dee-cue) is a web accessibility software and services company, and our mission is Digital Equality. We believe everyone, regardless of their ability, should have equal access to the information, services, applications, and everything else on the web.
We work with enterprise-level businesses and organizations to ensure that their sites and mobile apps are accessible. With over 475,000 extensions installed and over 5,000 audit projects completed, Deque is the industry standard. Join our growing family as we work to make the web a better place for everyone.

Job Location

Remote

Deque is committed to providing Equal Employment Opportunities. Reference and background checks will be required. The expected salary range is $125,000 – $150,000 but is subject to change based on the skills, abilities, and experience of each candidate. The values listed are not intended to guarantee a salary for candidates or current employees.

Thank you for your interest in joining our exciting company!