Enterprise Account Executive

Acquia; Boston (MA); On-site; USD 260,000 - 300,000; Full time

Job summary

Acquia, headquartered in Boston, MA, seeks an Enterprise Account Executive to lead go-to-market efforts, build a robust pipeline, and drive revenue with large Enterprises and system integrators. You will manage complex deals, negotiate terms, and mentor BDRs while advancing Acquia's Drupal-based DXP offerings.

The role offers a significant on-target earnings opportunity, with a base and commission structure aligned to performance, city of residence, and experience.

Qualifications

• Minimum of 5-7 years of experience in an Account Executive role at a SaaS company.
• Deep experience with SaaS technologies preferably around website development or Web Content Management.
• Understands value creation selling.
• Can demonstrate results from own pipeline generation; is a natural 'hunter'.
• Demonstrated ability to handle both direct and indirect opportunities.
• Experienced in a new business sales role ideally within a high growth organization.

Responsibilities

• Develop and execute a go-to-market strategy for Acquia's offerings, tailored to individualized customer business cases.
• Identify and establish relationships with key corporate C-level representatives through prospecting, marketing leads and expansion of existing contacts within accounts.
• Build and nurture a strong sales pipeline and forecast through discovery calls and meetings.
• Drive the sales process and lead the contract and approval process of new deals, including negotiating on price and getting approvals including contract terms.
• Meet or exceed set Quota targets and KPI's for sales based activities.
• Maintain meticulous data hygiene within Salesforce.com CRM.
• Act as coach and mentor to BDRs you work with on prospecting.
• Build awareness for Drupal and Acquia within large Enterprises and System Integrators.
• Build and maintain positive relationships with new and existing Acquia partners.

Skills

SaaS sales

Hunter mentality

Pipeline generation

Value selling

C-level prospecting

Tools

Salesforce

Job description

About Acquia

Acquia empowers the world's most ambitious brands to create digital customer experiences that matter. With open source Drupal at its core, the Acquia Digital Experience Platform (DXP) enables marketers, developers, and IT operations teams at thousands of global organizations to rapidly compose and deploy digital products and services that engage customers, enhance conversions, and help businesses stand out.

Headquartered in Boston, MA, Acquia is a Great Place to Work-CertifiedTM company, is listed as one of the world's top software companies by The Software Report, and is positioned as a market leader by the analyst community. We are Acquia. We are building for the future and we want you to be a part of it!

Career Exploration at Acquia

Our recruitment process is designed to empower you in making the most informed decisions. Acquia is committed to providing an inclusive, transparent, efficient, and educational interview experience that cultivates exploration into career opportunities at Acquia

You will discover the opportunity to grow your career here and learn from a global team that empowers you to exceed boundaries and achieve the extraordinary.

Enterprise Account Executive

The Enterprise Account Executive will play a key role in driving Acquia's business development and sales activities.

• Develop and execute a go-to-market strategy for Acquia's offerings, tailored to individualized customer business cases
• Identify and establish relationships with key corporate C-level representatives through prospecting, marketing leads and expansion of existing contacts within accounts
• Build and nurture a strong sales pipeline and forecast through discovery calls and meetings
• Drive the sales process and lead the contract and approval process of new deals, including negotiating on price and getting approvals including contract terms
• Meet or exceed set Quota targets and Key Performance Indicators (KPI's) for sales based activities
• Maintains accurate and realistic forecast
• Maintain meticulous data hygiene within Salesforce.com CRM
• Acts as coach and mentor to BDRs you work with on prospecting
• Build awareness for Drupal and Acquia within large Enterprises and System Integrators
• Build and maintain positive relationships with new and existing Acquia partners

You'll enjoy this role if you are/have...

• Highly motivated, over achiever, encouraging teammate, driven
• A high level of intensity to work with an experienced, motivated leadership team focused on creating a significantly sized company in a short timeframe
• A passion for excellence including an innate desire to build a metric driven business
• Open to mentorship
• Excellent thought leadership traits with the ability to successfully drive fundamental changes in web strategies
• Strong analytical and writing abilities
• Outstanding presentation skills
• Entrepreneurial spirit/attitude, flexibility toward multifaceted change

What you\'ll need to be successful...

• Minimum of 5-7 years of experience in an Account Executive role at a SaaS company.
• Deep experience with SaaS technologies preferably around website development or Web Content Management
• Understands value creation selling
• Can demonstrate results from own pipeline generation; is a natural "hunter"
• Demonstrated ability to handle both direct and indirect opportunities
• Experienced in a new business Sales role ideally within a high growth organization

We are an organization that embraces innovation and the potential of AI to enhance our processes and improve our work. We are always looking for individuals who are open to learning new technologies and collaborating with AI tools to achieve our goals.

Acquia is proud to provide best-in-class benefits to help our employees and their families maintain a healthy body and mind. Core Benefits include: competitive healthcare coverage, wellness programs, take it when you need it time off, parental leave, recognition programs, and much more!

This role includes a 50/50 split, the variable compensation is equal to the base salary. This structure results in On-Target Earnings (OTE) ranging from $260,000 to $300,000. Final compensation will be commensurate with your experience and will be determined by a variety of factors, including city of residence, relevant skillset, and job-related knowledge. This role is also eligible for variable compensation.

Acquia is an equal opportunity (EEO) employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veterans status or any other protected status or characteristic under federal, state or local law unrelated to the ability to perform the job.