Enterprise Account Executive

Jobtailor; Denver (CO); On-site; USD 120,000 - 180,000; Full time

Job summary

Gravitee is seeking an accomplished enterprise sales professional to own new business across North America from discovery to close. You will engage technical and business stakeholders, position Gravitee's API management and related platforms, and drive value-driven conversations to secure multi-threaded deals.

The role requires navigating complex organizations, building Mutual Action Plans, and collaborating with Sales Engineers to validate solutions and design.

Qualifications

• 5+ years of enterprise new business or hunting sales experience.
• Proven track record of exceeding new business revenue targets.
• Experience selling to engineering, platform, or architecture stakeholders.
• Ability to manage complex, multi-threaded sales cycles.
• Strong discovery and qualification skills, with a focus on business value and outcomes.

Responsibilities

• Own and deliver against a new business revenue target across North America.
• Prospect into target accounts and generate pipeline through outbound, partner, and marketing channels.
• Lead full-cycle enterprise sales processes from discovery through close.
• Engage technical and business stakeholders to uncover strategic initiatives, challenges, and success metrics.
• Position Gravitee's platform across API management, access management, event streaming, and AI use cases.
• Run effective discovery, tailored demonstrations, and value-driven conversations aligned to customer outcomes.
• Build and manage Mutual Action Plans to drive deal progression and stakeholder alignment.
• Partner with Sales Engineering to execute technical validation, POCs, and solution design.
• Navigate complex organizations, procurement processes, and executive decision-making.
• Maintain accurate pipeline management, forecasting, and CRM hygiene.
• Collaborate with Account Management and Customer Success to ensure a strong transition from sale to delivery.

Skills

Enterprise sales experience

New business revenue generation

Complex sales cycle management

Discovery and qualification skills

Technical stakeholder engagement

Tools

API Management

AI Use Cases

Integration Platforms

Job description

• Own and deliver against a new business revenue target across North America
• Prospect into target accounts and generate pipeline through outbound, partner, and marketing channels
• Lead full-cycle enterprise sales processes from discovery through close
• Engage technical and business stakeholders to uncover strategic initiatives, challenges, and success metrics
• Position Gravitee's platform across API management, access management, event streaming, and AI use cases
• Run effective discovery, tailored demonstrations, and value-driven conversations aligned to customer outcomes
• Build and manage Mutual Action Plans to drive deal progression and stakeholder alignment
• Partner with Sales Engineering to execute technical validation, POCs, and solution design
• Navigate complex organizations, procurement processes, and executive decision-making
• Maintain accurate pipeline management, forecasting, and CRM hygiene
• Collaborate with Account Management and Customer Success to ensure a strong transition from sale to delivery

Requirements

• 5+ years of experience in enterprise new business or hunting sales roles
• Proven success in consistently exceeding new business revenue targets
• Experience selling to engineering, platform, or architecture stakeholders
• Ability to manage complex, multi-threaded sales cycles
• Strong discovery and qualification skills, with a focus on business value and outcomes
• Experience with AI, API management, integration platforms, or related technologies is a plus
• Comfortable navigating technical conversations while maintaining a focus on business impact
• Highly organized, proactive, and driven by measurable results
• Strong communication and interpersonal skills with the ability to influence at all levels
• Curiosity about APIs, cloud-native platforms, AI-enabled systems, or open source is a bonus

Core Competencies

Demonstrates expertise in enterprise sales with a focus on exceeding revenue targets, managing complex sales cycles, and engaging technical stakeholders. Proficient in pipeline management and collaboration with cross-functional teams to ensure successful transitions from sale to delivery.

Highest-signal resume keywords

• Enterprise Sales Experience
• New Business Revenue Generation
• Complex Sales Cycle Management
• Strong Discovery and Qualification Skills
• Technical Stakeholder Engagement

Hard Skills

• Sales Process Management
• Pipeline Management
• Forecasting
• CRM Hygiene
• Value-Driven Conversations
• Technical Validation
• Solution Design
• API Management
• AI Use Cases
• Integration Platforms

Soft Skills

• Strong Communication Skills
• Interpersonal Skills
• Organizational Skills
• Proactive Attitude
• Curiosity

Industry Keywords

• Enterprise Sales
• Outbound Sales
• Partner Channels
• Customer Success
• Cloud-Native Platforms
• Open Source