Enterprise Account Executive

Anaplan; San Francisco (CA); On-site; USD 114,000 - 153,000; Full time

Job summary

Anaplan seeks a results-driven Enterprise Account Executive to lead new logo acquisition and expansion within a diverse set of Fortune 2000 accounts. You will hunt for opportunities while growing existing customer relationships, guiding digital transformation and end-to-end sales cycles.

You will engage with CFOs, CROs, and senior leaders across Supply Chain, Finance, and HR, using AI-powered planning to demonstrate measurable business value.

Qualifications

• AI literacy and experience using AI to optimize sales workflows.
• Consultative selling across complex SaaS platforms.
• Familiarity with multi-threaded buying centers and enterprise deals.

Responsibilities

• Engage with consumer-focused prospects to identify broken processes and show Anaplan’s value.
• Articulate business value across the sales cycle and align stakeholders.
• Present to C-suite leaders (CFOs, CROs) and senior executives across functions.
• Run data-driven outbound campaigns using AI and digital tools.
• Own opportunity management from start to finish across targets.
• Apply value-based selling and accurate forecasting throughout the process.
• Identify expansion opportunities within accounts through cross-sell and up-sell.

Skills

AI literacy

Consultative selling

Challenger selling

Multi-LOB selling

Hunter mindset

Job description

At Anaplan, we are a team of innovators focused on optimizing business decision-making through our leading AI-infused scenario planning and analysis platform so our customers can outpace their competition and the market.

What unites Anaplanners across teams and geographies is our collective commitment to our customers’ success and to our Winning Culture.

Our customers rank among the who’s who in the Fortune 50. Coca-Cola, LinkedIn, Adobe, LVMH and Bayer are just a few of the 2,400+ global companies who rely on our best-in-class platform.

Our Winning Culture is the engine that drives our teams of innovators. We champion diversity of thought and ideas, we behave like leaders regardless of title, we are committed to achieving ambitious goals, and we love celebrating our wins – big and small.

Supported by operating principles of being strategy-led, values -based and disciplined in execution, you’ll be inspired, connected, developed and rewarded here. Everything that makes you unique is welcome; join us and let’s build what’s next - together!

Anaplan is seeking a results-driven Enterprise Account Executive to join our dynamic sales team. In this role, you will leverage your proven track record of selling sophisticated SaaS solutions to represent an incredibly versatile and powerful platform. We’re looking for a competitor with a hunter mindset who loves to win. You will be a catalyst for our continued growth by leading digital transformation and helping industry leaders end siloed decision-making.

This role reports directly to the Regional Vice President (RVP) and manages a territory consisting of both greenfield opportunities and existing Anaplan customers. This requires a unique individual who can hunt for and secure new logos while also identifying and growing opportunities within our current customer base. You will embody our core values (Innovative, Accountable, Collaborative, Transparent, Resilient, Empathetic, Authentic, Learner) as you help customers achieve their immediate goals and prepare their business for the future.

Your Impact

• Engage with targeted consumer-focused organizations prospects to identify broken business processes and position Anaplan’s unique ability to solve the problem.
• Build and communicate Anaplan’s business value throughout the selling engagement, navigating complex prospect environments to align stakeholders around the Anaplan solution.
• Conduct highly effective, consultative presentations to key C-suite level decision-makers, including CFOs, CROs, and senior leaders across Supply Chain, Finance, and HR.
• Leverage modern AI tools and digital platforms to execute targeted, data-driven outbound sales campaigns and effectively position the business value of Anaplan’s AI-powered planning capabilities to prospective clients.
• Develop and own opportunity management from start to finish across multiple customer targets and functions.
• Apply Anaplan’s value-based selling methodology to manage a robust sales process and accurately forecast your business.
• Employ outstanding account leadership skills to identify expansion opportunities by cross-selling and up-selling within your targeted accounts.
• Collaborate effectively with a matrixed team of Sales Development Reps, Marketing professionals, Solution Consultants, and Customer Success partners to ensure customer success.

Your Qualifications

• Ideally 10-15 years of direct, consultative sales experience, with a consistent track record of overachieving quota in a competitive market.
• Extensive experience selling complex SaaS solutions (enterprise resource planning, supply chain management and/or human capital management) into Fortune 2000 companies.
• Strong AI literacy, including hands-on experience using AI technologies to optimize sales workflows and a proven ability to consultatively sell complex AI/predictive analytics software features.
• Proven success selling into multiple Lines of Business (LOBs) and navigating complex, multi-threaded buying centers.
• A demonstrated history of career stability.
• Mastery of outcome-based sales methodologies such as Challenger selling, TAS, MEDDPICC or Miller Heiman.
• Demonstrated experience selling into Consumer (e.g. FMCG, F&B, Apparel, Retailer) accounts.
• Demonstrated understanding of the pressing business challenges faced by consumer-facing enterprises today.

The Ideal Candidate

• You are a humble, hungry and collaborative team player with a strong hunter mindset bringing grit and competitiveness while thriving in a team environment.
• Strong business acumen and a naturally curious, consultative approach to understanding and solving customer challenges.
• You embody our I ACT REAL values: you are an Innovative, Accountable, Collaborative, Transparent, Resilient, Empathetic, Authentic Learner.

Base Salary Range

$114,000 - $153,000 USD

Our Commitment to Diversity, Equity, Inclusion and Belonging (DEIB)

We believe attracting and retaining the best talent and fostering an inclusive culture strengthens our business. DEIB improves our workforce, enhances trust with our partners and customers, and drives business success. Build your career in a place where diversity, equity, inclusion and belonging aren’t just words on paper – this is what drives our innovation, it’s how we connect, and it contributes to what makes us a market leader. We believe in a hiring and working environment where all people are respected and valued, regardless of gender identity or expression, sexual orientation, religion, ethnicity, age, neurodiversity, disability status, citizenship, or any other aspect which makes people unique. We hire you for who you are, and we want you to bring your authentic self to work every day!

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, perform essential job functions, and receive equitable benefits and all privileges of employment. Please contact us to request accommodation.