Enterprise Account Executive

Opto Talent Ltd; Washington, Baltimore (District of Columbia, MD); Hybrid; USD 150,000 - 170,000; Full time

Job summary

Opto Talent Ltd. is seeking a Senior Account Executive to lead complex, multi-stakeholder deals of $1M+ in a hybrid role based in DC or nearby New York/Philadelphia.

You will own the full sales cycle, build pipelines, and craft compelling use cases from our data platform for pharma, life sciences, and enterprise marketing customers. Ideal candidates have 7+ years of enterprise sales, a history of hitting $2M+ annual quotas, and strong discovery/closing discipline.

Qualifications

• 7+ years of enterprise sales experience with $1M+ deals.
• Proven track record closing multi-stakeholder deals.
• Experience selling data/analytics/AI products into pharma, enterprise marketing, or government.

Responsibilities

• Own the full sales cycle from pipeline to close.
• Map complex buying processes and identify economic buyers.
• Translate a data platform into concrete use cases.
• Lead negotiation and contracting to signature.
• Collaborate with solutions engineers and SMEs on implementation.
• Build repeatable sales motions for new markets.
• Share market insights with product and leadership.

Skills

Enterprise sales

Pipeline development

Negotiation

Discovery skills

SPIN/MEDDICC

Travel readiness

Tools

CRM systems

Job description

• Senior, full-cycle hunter role at a fast-growing AI and data company
• Complex deals of $1M+ over 12–18 month sales cycles
• Join a team of eight while the business doubles its eight-figure ARR over two years
• Base salary of $150,000–$170,000 plus commission
• Hybrid, based in DC or in New York or Philadelphia

About The Company

We are working with a fast-growing AI and data company based in the Washington, DC area. Using machine learning and novel data sources, they produce census-like data on what people in local communities across the world are like, what they think and how they behave. Governments, global marketing teams, pharmaceutical companies and leading foundations rely on that data to decide where to act, who to reach and how to message.

About the Role

We are hiring Senior Account Executive.

• US Commercial: pharma and life sciences marketing teams, plus large enterprise marketing and consumer insights functions

OR

• Public Sector & Impact: civil federal agencies, state and local government, foundations and international development organisations

In this role you will:

• Own the full sales cycle: find your own pipeline, qualify, run discovery, build the business case and close.
• Map complex buying processes, working out who holds the budget and connecting champions and end users to the economic buyer.
• Turn a sophisticated data platform into concrete, compelling use cases for each customer.
• Lead negotiation and contracting, and drive deals to signature rather than another pilot.
• Work alongside solutions engineers and subject-matter experts who lead implementation, then own renewals and expansion.
• Help build repeatable sales motions for new markets, supported by new marketing-led data products that feed your pipeline.
• Share market insight with product and leadership to shape how the company goes to market.

About the Candidate

• 7+ years of enterprise sales experience, closing complex, multi-stakeholder deals of $1M+.
• A proven track record against $2M+ annual quotas, with a strong history of winning new logos.
• Experience selling data, analytics, AI or insight products into at least one of:
• pharma, life sciences or healthcare
• enterprise marketing or consumer insights
• civil federal or state and local government
• foundations or international development
• You speak your customer’s language, whether from selling to them, consulting for them or working in the industry.
• Strong discovery skills (SPIN, MEDDICC or similar) and real discipline in closing.
• You’re collaborative, curious and comfortable with ambiguity, and you thrive working closely with others rather than in isolation.
• You’re based in or near DC, or in New York or Philadelphia and happy to travel to customers.

About the Package

• Base salary of $150,000–$170,000
• Commission on new business
• Hybrid working: in office Tuesday and Wednesday in DC, with flexibility for New York or Philadelphia
• The chance to shape commercial strategy in new markets and build a team around your success