Senior Account Executive

emnify; Massachusetts; A distancia; USD 120.000 - 170.000; Jornada completa

Descripción de la vacante

emnify is seeking a high-performing enterprise sales professional for a remote role in the US. You will own the full sales cycle—from prospecting to close—for new enterprise accounts in your territory, collaborating with Solutions Engineering, Product, Marketing and Legal.

You will build a data-driven pipeline, forecast reliably, and develop relationships with decision-makers across business units, ensuring a strategic, value-based selling approach in a lean, collaborative team.

Formación

• Proven track record closing complex enterprise/upper mid-market deals.
• Experience with challenger brands or where brand recognition isn’t strong.
• Ability to navigate multi-stakeholder buying processes and long sales cycles.
• Fluency in structured sales methodologies (MEDDIC, Challenger, SPIN, etc.).
• Proficiency with CRM tools and sales software (Salesforce, LinkedIn Navigator).
• Proven self-generated pipeline: outbound, account planning, partner/events prospecting.

Responsabilidades

• Own the full sales cycle—from prospecting and qualification to close—for new enterprise accounts in your territory.
• Collaborate with Solutions Engineering, Product Management, Marketing and Legal to mobilize resources for each deal.
• Build and manage a disciplined, data-driven pipeline with strong CRM hygiene.
• Coordinate internal resources to move deals forward and forecast reliably.
• Develop trusted relationships with decision-makers across Line of Business, Product, Operations, and Procurement within target accounts.
• Establish a sustainable territory strategy with proactive prospecting and a future-focused pipeline.

Conocimientos

Closing complex deals

Enterprise sales

Challenger selling

MEDDIC/SPIN methodology

CRM proficiency

Educación

Bachelor’s degree or equivalent

Herramientas

Salesforce

LinkedIn Sales Navigator

Descripción del empleo

emnify is a leading cloud-native IoT connectivity provider helping businesses connect and manage devices globally through a single, modern platform. Our technology powers connected products across industries including mobility, logistics, energy, healthcare, and security — enabling enterprises to scale IoT faster, more securely, and with greater flexibility.

Built for the cloud era, emnify combines global cellular connectivity, network intelligence, and seamless API integrations into one platform that simplifies how businesses deploy and manage connected devices worldwide.

With strong international growth and increasing momentum in the U.S. market, emnify is helping redefine what modern IoT connectivity looks like.

Your Role

This is a remote role within a small US sales team reporting directly to the VP of Sales, North America. You will own the full sales cycle — from prospecting and qualification through to close — for new enterprise accounts in your territory. You will work closely with Solutions Engineering, Product Management, Marketing, and Legal to bring the right resources to bear at the right moments in each deal.

Why emnify

IoT connectivity is moving from fragmented, carrier-dependent infrastructure toward cloud-native platforms — and emnify is at the front of that shift. The US market is a genuine growth priority, not an afterthought, and this territory represents real, buildable opportunity. You will be selling a product with strong technical differentiation into a buyer community that is actively looking for a better answer than what legacy telcos offer. The deals are complex and meaningful, the internal team is lean and collaborative, and the company has hit a series of significant milestones that signal strong commercial momentum. If you want a role where your territory performance is visible and your contribution matters, this is it.

Your First 6 Months

In your first few weeks, the priority is depth over activity. You will complete onboarding, work through product and technical training, and develop a solid grasp of emnify's ideal customer profile, buyer personas, pricing model, and competitive positioning.

By month two or three, you will be prospecting independently — running outbound alongside inbound follow-up, conducting your own discovery calls, and qualifying opportunities against emnify's framework. You will start building pipeline and learning which messages and objections resonate with our buyers. Expect to be generating meetings and managing early-stage opportunities with increasing independence.

By the halfway mark, you should own a live set of opportunities at multiple stages of the funnel. You will be running complete discovery and demo cycles, coordinating Solutions Engineering and other internal resources, producing a reliable forecast, and progressing late-stage deals toward close. Depending on sales-cycle length, this is when first wins typically become possible.

The broader arc is becoming a repeatable, forecastable contributor — someone with a clear territory strategy, consistent prospecting habits, strong internal relationships, and a sharp understanding of why deals are won or lost.

Your Impact

• Drive new enterprise revenue across your territory, owning every stage of the sales cycle from first contact to signed contract
• Build a disciplined, data-driven pipeline using a structured qualification framework and rigorous CRM hygiene, so your forecast is reliable and your activity is repeatable
• Own commercial negotiations — pricing, competitive positioning, business case development, and contracting — coordinating internal stakeholders to move deals forward
• Develop trusted relationships with decision-makers and influencers across Line of Business Management, Product, Operations, and Procurement within target accounts
• Establish a sustainable territory strategy: a clear account prioritisation plan, consistent prospecting motion, and a pipeline that covers future quota periods, not just the current quarter

What We Expect

• A proven track record of closing complex deals in the SaaS technology space at the enterprise or upper mid-market level, with consistent quota attainment
• You have experience in working for a challenger brand, or with companies where you dont have the benefit of brand recognition
• Experience managing and closing enterprise level or upper mid-market deals, including navigating multi-stakeholder buying processes and extended sales cycles
• Fluency in a structured sales methodology — MEDDIC, Challenger, SPIN, or similar — and the discipline to apply it consistently rather than selectively
• Comfort operating in a value-based selling motion: you build business cases, you quantify ROI, and you sell outcomes rather than features
• Proficiency with CRM and sales tools (Salesforce, LinkedIn Sales Navigator, or equivalents) and a genuine preference for a data-driven approach to managing your territory
• Proven self-generated pipeline: outbound, account planning, partner and event-led prospecting
• Coachability — we want someone who is excited to grow with us

Why It Might Not Be a Match

• If you prefer a highly structured, process-heavy environment with clearly defined playbooks at every step, you may find emnify's pace and degree of self-direction uncomfortable — we are still building, and we expect this person to help shape how things are done, not just follow an established script
• If you are most comfortable managing a high volume of smaller, transactional deals, the complexity and longer timelines of enterprise IoT sales cycles may not suit your natural rhythm
• If you need a large, well-resourced support organisation around you before you feel confident going to market, this role will feel underpowered — the team is lean, which means high ownership and real impact, but also real ambiguity