Enterprise Account Executive

Securithings, Inc.; United States; On-site; USD 120,000 - 180,000; Full time

Job summary

SecuriThings empowers operations and IT professionals to automate the management of physical security devices, ensuring compliance and security across organizations. We seek an Enterprise Account Executive to prospect and close opportunities with large enterprise accounts, navigating multi-stakeholder ROI processes to meet quarterly goals.

You will own the sales cycle from qualification to negotiation, collaborating with Solutions Engineering, Customer Success, and Marketing to source qualified

Qualifications

• 5+ years of enterprise SaaS sales with major accounts.
• Proven ability to close large deals and manage long sales cycles.
• Experience with MEDDIC/CHAMP is a plus.

Responsibilities

• Develop effective and specific account plans to ensure revenue targets are achieved.
• Become a trusted advisor by understanding customers' needs and requirements.
• Effectively teach and communicate our solution's value tailored to the prospect's needs.
• Understand a prospect's technology footprint, challenges and strategy.
• Manage a comprehensive enterprise sales cycle using established enterprise sales methodologies.
• Leading meetings and presentations throughout the sales cycle including qualification, technical decision making, business decision making, and procurement.
• Managing negotiations with a variety of customer personas.
• Develop and deliver a comprehensive business plan to address customer's priorities and needs.
• Apply Strategic Value Assessments, benchmarking and Return on Investment data to support decision process
• Identify growth and expansion opportunities within the existing customer base.
• Regularly present forecast reviews and account plans to peers and leadership.

Skills

Enterprise SaaS sales

Account planning

Prospecting & closing

Stakeholder management

Forecasting & metrics

Tools

Salesforce.com

Job description

Founded by leading security and IoT experts, SecuriThings empowers operations and IT professionals to automate the management of physical security devices, ensuring full compliance and security across their organization. Trusted by Fortune 100 companies across tech, manufacturing, finance, airports, logistics, healthcare, and more, our platform connects to Video Management Systems (VMS) and other physical security infrastructure deployed in customer environments - delivering real-time visibility, firmware management, password rotation, and compliance enforcement at scale.

About the Position:

We are seeking an Enterprise Account Executive (EAE) who will be responsible for prospecting and closing new business with large, enterprise accounts. You will identify, develop and close opportunities with both new and existing customers. This role is multifaceted and entrepreneurial focused on accelerating our go-to-market (GTM) success and continued growth. You will engage organizations with large, physical security IoT ecosystems, identify the challenges prospect's have in managing these systems, map our solution to their needs, and navigate multi-stakeholder approval and financial justification processes to meet quarterly goals.

In this role, you will manage the sales process from qualification, initial engagement, decision making, and negotiation for a given territory/assignment. In collaboration with other go-to-market teammates (Solutions Engineering, Customer Success Managers, Marketing/BDRs) you will ensure activities to source highly qualified opportunities for a healthy sales pipeline and results.

What you will do:

• Develop effective and specific account plans to ensure revenue targets are achieved.
• Become a trusted advisor by understanding customers' needs and requirements.
• Effectively teach and communicate our solution's value tailored to the prospect's needs.
• Understand a prospect's technology footprint, challenges and strategy.
• Manage a comprehensive enterprise sales cycle using established enterprise sales methodologies.
• Leading meetings and presentations (primarily via web conference) throughout the sales cycle including qualification, technical decision making, business decision making, and procurement.
• Managing negotiations with a variety of customer personas.
• Develop and deliver a comprehensive business plan to address customer's priorities and needs.
• Apply Strategic Value Assessments, benchmarking and Return on Investment data to support decision process
• Identify growth and expansion opportunities within the existing customer base.
• Regularly present forecast reviews and account plans to peers and leadership.

Requirements

• Strong interpersonal and communication skills
• Experience in evangelizing cutting-edge, category-creating, enterprise SaaS software
• Strong collaboration skills as a member of a cohesive GTM team including BDRs, SEs, Channel and other stakeholders.
• Management of channel pipeline metrics, reports, and dashboards via Salesforce.com and other tools
• 5+ years of enterprise SaaS software sales experience with major accounts
• 5+ years of direct sales quota carrying experience meeting and exceeding sales goals
• Challenger/Mobilizer, MEDDIC, CHAMP Sales methodology experience a plus