Enterprise Account Executive - Delphix

Perforce Software; Burlington (MA); On-site; USD 140,000 - 150,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

Retirement benefits

Life insurance

Wellness programs

Total time off

Job summary

Perforce Software in the United States is seeking an Enterprise Account Executive to lead strategic, high-value client relationships across the central and eastern US territory. You will manage key Fortune 500/1000 accounts, craft complex sales strategies, and close major enterprise contracts with independence and discernment.

Ideal candidates bring a track record of exceeding quotas, deep MEDDPICC expertise, and experience selling data, data infrastructure, and SaaS solutions.

Qualifications

• 5+ years of Enterprise Sales experience.
• Experience with MEDDPICC framework.
• Experience selling into Fortune 500/1000 organizations.
• Experience with data, data infrastructure, data networking, or SaaS is highly desirable.

Responsibilities

• Develops strategies and executes sales plans. Outside sales focus.
• Responsible for all net new revenue and gross margin targets in assigned territory.
• Represents Perforce at events and shows, promoting products and services.
• Demonstrates products and tailors messages for buyers.
• Drives market and product feedback to development and product management.
• Manages the full sales cycle and closes enterprise contracts.
• May support additional products/brands as required.

Skills

MEDDPICC

Enterprise sales

Quota achievement

Fortune 500/1000

SaaS

Job description

Perforce is a community of collaborative experts, problem solvers, and possibility seekers who believe work should be both challenging and fun. We are proud to inspire creativity, foster belonging, support collaboration, and encourage wellness. At Perforce, you'll work with and learn from some of the best and brightest in business. Before you know it, you'll be in the middle of a rewarding career at a company headed in one direction: upward.

With aglobal footprint spanning more than 80 countries and includingover 75% of the Fortune 100, Perforce Software, Inc. is trusted by the world's leading brands to deliver solutions for the toughest challenges. The best run DevOps teams in the world choose Perforce.

Position Summary

Our sales leader, for the Delphix team at Perforce is searching for an Enterprise Account Executive to join the team in our US central/east territory. The Enterprise Account Executive at Perforce will demonstrate a high level of expertise in the sales field, particularly in managing significant and complex client relationships, including those with prominent organizations. This role requires a deep understanding of various sales theories, concepts, principles, and methodologies, enabling the Executive to effectively tackle multifaceted sales challenges. The ideal candidate will be capable of independently overseeing key client accounts and implementing sophisticated sales strategies. Additionally, the Enterprise Account Executive will contribute to the company's overall sales success and may mentor and guide less experienced team members.

Responsibilities

• Develops strategies and executes sales plans. The AE role will be focused on outside sales.
• Responsible for all net new revenue and gross margin targets in assigned territory.Meets or exceeds annual revenue goals.
• Keeps informed of new products, upgrades, and the industry at large.
• Act as a representative at events and shows, promoting products and services to potential and existing customers.
• Demonstrates our products and tailor messages for buyers.
• Drives market and product feedback to development and product management.
• Responsible for taking control of the sales cycle, leveraging appropriate resources, and closing new enterprise-level business/contracts.
• May be required to support additional products/brands as required.

Requirements

• Experienced with MEDDPICC.
• Experience with data/data infrastructure, data networking, and/or SaaS highly desired
• Proven top performer (consistently overachieves quota) selling into the Fortune 500/1000
• Experience selling into financial services, insurance and/or telco's preferable
• Experience leveraging SIs, VARs, and Alliance partners to deliver solutions with a proven track record of success
• 5+ years of experience in Enterprise Sales or a related field.

AI Fluency

Level 2: Skilled Prompter (Advanced Foundation / Early Proficient) - Crafts effective, outcome-oriented prompts, iterates to improve quality and speed, and validates AI outputs against business context and expectations.

Additionally, this position is eligible for benefits including, but not limited to, medical, dental, vision, retirement benefits, life insurance, wellness programs, total time off, and other employee perks that may be offered by Perforce from time to time. The actual offer will depend on a number of factors including, but not limited to, a candidate's education, skills, qualifications, depth of experience and other relevant business considerations. Perforce reserves the right to amend or modify employee perks and benefits at any time.

All employees are expected to demonstrate AI fluency appropriate to their role and level, including responsible use of AI tools, sound judgment, and adherence to company AI governance and security policy standards.

Our team members are valued for their contributions, introduced to new opportunities, and rewarded well. Perforce combines the experience and rewards of a start-up with the security of an established and privately held profitable company.

If you are passionate about the technology that impacts our day-to-day lives and want to work with talented and dedicated people across the globe,

www.perforce.com

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

The base pay range targeted for this role is $140,000 - $150,000 USD. This position will be eligible for a Sales Commission Plan.