Enterprise Account Executive

Jobtailor; San Francisco (CA); On-site; USD 180,000 - 260,000; Full time

Job summary

Jobtailor in San Francisco seeks a Senior Enterprise Sales Lead to own a defined set of enterprise accounts, driving upsell and expansion and building trusted executive relationships. You will develop strategic account plans, identify growth pathways, and articulate ROI for Operations Cloud in a multi-product context.

The role requires 8+ years in B2B SaaS sales, proven quota attainment, and experience selling to C-level executives.

Qualifications

• 8+ years of experience in B2B sales, account management, or expansion roles.
• Proven success managing a quota in complex, long-cycle enterprise sales.
• Demonstrated experience selling to and influencing C-level executives.
• Proficiency with Salesforce for pipeline management and forecasting.
• Bachelor’s degree or equivalent experience.
• Prior enterprise sales expertise leveraging MEDDPICC & Value Selling.
• Experience managing high-value accounts.
• Track record of success with multi-product sales and solution-based selling models.
• Strong understanding of enterprise software ecosystems, Operations Cloud, or DevOps environments.
• Candidates must reside in an eligible location.

Responsibilities

• Own and grow a defined set of enterprise accounts by driving upsell, cross-sell, and expansion opportunities
• Build and maintain trusted executive relationships through regular in-person engagement and consultative selling
• Develop and execute strategic account plans to identify growth areas, expansion pathways, and competitive positioning
• Drive adoption of PagerDuty’s Operations Cloud by articulating clear business value and ROI
• Execute complex, multi-product sales motions and partner with Solution Consultants for technical validation and proof-of-concept activities
• Maintain accurate forecasts and a disciplined pipeline in Salesforce using the MEDDICC framework
• Collaborate with Customer Success, Product Management, and Renewals teams to ensure customer satisfaction and long-term retention

Skills

B2B sales experience

Account management

Strategic account planning

Consultative selling

Sales forecasting

Influencing C-level executives

MEDDPICC & Value Selling

Multi-product sales

Relationship building

Education

Bachelor's degree

Tools

Salesforce

Operations Cloud

Job description

• Own and grow a defined set of enterprise accounts by driving upsell, cross-sell, and expansion opportunities
• Build and maintain trusted executive relationships through regular in-person engagement and consultative selling
• Develop and execute strategic account plans to identify growth areas, expansion pathways, and competitive positioning
• Drive adoption of PagerDuty’s Operations Cloud by articulating clear business value and ROI
• Execute complex, multi-product sales motions and partner with Solution Consultants for technical validation and proof-of-concept activities
• Maintain accurate forecasts and a disciplined pipeline in Salesforce using the MEDDICC framework
• Collaborate with Customer Success, Product Management, and Renewals teams to ensure customer satisfaction and long-term retention

Requirements

• 8+ years of experience in B2B sales, account management, or expansion roles within SaaS or cloud software
• Proven success managing a quota in complex, long-cycle enterprise sales
• Demonstrated experience selling to and influencing C-level executives
• Proficiency with Salesforce (SFDC) for pipeline management and forecasting
• Bachelor’s degree or equivalent experience
• Prior enterprise sales expertise leveraging MEDDPICC & Value Selling
• Experience managing high-value accounts
• Track record of success with multi-product sales and solution-based selling models
• Strong understanding of enterprise software ecosystems, Operations Cloud, or DevOps environments
• Candidates must reside in an eligible location

Core Competencies

Demonstrates expertise in B2B sales and account management within the SaaS and cloud software sectors, with a strong focus on strategic account planning, multi-product sales, and consultative selling to C-level executives. Proficient in utilizing Salesforce for pipeline management and forecasting while driving customer satisfaction and retention.

Highest-signal resume keywords

• B2B Sales Experience
• Account Management
• Salesforce Proficiency
• Enterprise Software Ecosystems
• MEDDPICC & Value Selling

Hard Skills

• Quota Management
• Strategic Account Planning
• Consultative Selling
• Multi-Product Sales
• Sales Forecasting

Soft Skills

• Relationship Building
• Collaboration
• Influencing C-Level Executives

Industry Keywords

• SaaS
• Cloud Software
• Enterprise Sales
• DevOps

Tools & Technologies

• Salesforce
• Operations Cloud