Senior Account Executive

Prospecta Software; United States; On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Competitive base salary

Uncapped commission

Medical insurance

401(k) plan

Generous PTO

Annual events

Job summary

Prospecta is seeking a Senior Account Executive for the Americas to join a rapidly growing SaaS data management organization. This role owns the full sales cycle for large enterprise accounts and focuses on hunting new logos and expanding named strategic accounts, working with SAP and other partners to position Master Data Management solutions alongside ERP and supply chain programs.

The position emphasizes value-based selling, discovery calls, and demonstrations to senior stakeholders.

Qualifications

• 8+ years of B2B enterprise software sales, including 6+ years in a quota-carrying SaaS or solution sales role managing large enterprise accounts.
• Experience selling within or alongside the SAP ecosystem (e.g., SAP S/4HANA, Supply Chain Management, Master Data Governance) is strongly preferred.
• Domain knowledge of Master Data Management, Supply Chain Management, or data management solutions, ideally within asset-intensive or public sector industries (e.g., Energy and Utilities, Oil and Gas, Mining, Manufacturing, Pharmaceuticals, Infrastructure).
• A hunter with a demonstrated track record of exceeding or meeting quarterly and annual targets in complex, multi-stakeholder sales cycles.
• Proven ability to build pipeline from the ground up and well-versed in outbound prospecting and sales engagement tools (e.g., Outreach, CRM).
• Ability to articulate value, run discovery calls using structured sales methodologies (e.g., SPIN Selling, MEDDICC), and deliver a first-level demo.
• Understanding of a customer's decision-making process, goals, strategies, and business objectives.
• Commitment to staying current on product knowledge and industry trends.
• Strong communication and collaboration skills; a 'bridge builder' who can align cross-functional teams and stakeholders to drive positive outcomes.
• Bachelor's degree in Business, International Management, or a related field; certifications in supply chain management or sales methodology are an advantage.

Responsibilities

• Expands sales with new and named strategic accounts while building relationships with key decision makers across business and IT.
• Develops and executes a strategic and comprehensive business plan for each account, including identifying core customer requirements and mapping the benefits of Prospecta’s solutions to customer business requirements across supply chain and asset management in asset-intensive industries such as Energy and Utilities, Oil and Gas, Mining, Infrastructure, Pharmaceuticals, and Manufacturing.
• Leads value-based solution selling, translating complex data management and process terminology into clear business outcomes and driving consensus across operations, procurement, IT, and finance stakeholders.
• Develops and manages alliances/channels (including some large global SIs) within your region to drive revenue from alliance partners.
• Builds trusted relationships with partners like SAP and others, including co-selling with SAP account teams to source and accelerate opportunities.
• Maintains timely, accurate CRM records of customer and activity data.
• Accountable for accurate forecasting, achieving quarterly targets, and the implementation of agreed account and business plans.
• Drives the continuity and expansion of business within existing accounts, ensuring solutions are adopted and value is realized to support renewals and upsell.
• Collaborates with extended internal teams (marketing, alliances, presales, etc.) to develop an effective plan for the assigned client base, including account plans and territory marketing activities.
• Promotes Prospecta’s products, maximizes brand recognition and mindshare, and publicizes success stories.
• Delivers product demonstrations to business stakeholders.
• Responds to RFPs/RFIs and drafts proposals and SOWs.
• Prospects new customers and adopts a 'foot in the door' approach to open new logos.
• Provides customer feedback to internal stakeholders for product, systems, and process improvements.
• Sells to and engages executive-level decision makers, up to CXO level.
• Mentors Business and Sales Development Representatives and junior Account Executives on prospecting, qualification, and deal strategy.

Skills

Enterprise software sales

SaaS sales

Quota carrying

SAP ecosystem knowledge

CRM & outbound prospecting

Negotiation & presentation

Education

Bachelor's degree in Business or related field

Tools

Outreach

CRM

Job description

Founded in 2002 in Sydney, Australia, with additional offices in India, the United States, Canada, and a local presence in Europe, the UK, and Southeast Asia, Prospecta began with a mission to provide top-tier data management and automation software for enterprise clients. Over the years, we have grown into a leading data management software company. Our flagship product, MDO (Master Data Online), is an enterprise Master Data Management (MDM) platform that facilitates comprehensive data management processes—from creating accurate, compliant, and relevant master data to efficient data disposal. We have established robust processes in asset-intensive industries such as Energy and Utilities, Oil and Gas, Mining, Infrastructure, and Manufacturing.

About the Job:

Position: Senior Account Executive

Role Summary: Prospecta is seeking a Senior Account Executive for the Americas to join our team in a rapidly growing SaaS Data Management organization. Senior Account Executives own the full sales cycle for large enterprise accounts and are expected to prospect, build, and close revenue, which is primarily subscription-based. The role will work across customers and our strategic partners like SAP and other Service Partners in the region, positioning Prospecta’s Master Data Management solutions alongside ERP and supply chain programs. This is a growth role focused on hunting new logos and expanding named strategic accounts, driven by a strong sense of urgency to build pipeline and close deals.

Must Have:

• 8+ years of B2B Enterprise Software sales experience, including 6+ years in a quota-carrying SaaS or solution sales role managing large enterprise accounts.
• Experience selling within or alongside the SAP ecosystem (e.g., SAP S/4HANA, Supply Chain Management, Master Data Governance) is strongly preferred.
• Domain knowledge of Master Data Management, Supply Chain Management, or data management solutions, ideally within asset-intensive or public sector industries (e.g., Energy and Utilities, Oil and Gas, Mining, Manufacturing, Pharmaceuticals, Infrastructure).
• A hunter with a demonstrated track record of exceeding or meeting quarterly and annual targets in complex, multi-stakeholder sales cycles.
• Proven ability to build pipeline from the ground up and well-versed in outbound prospecting and sales engagement tools (e.g., Outreach, CRM).
• Ability to articulate value, run discovery calls using structured sales methodologies (e.g., SPIN Selling, MEDDICC), and deliver a first-level demo.
• Understanding of a customer's decision-making process, goals, strategies, and business objectives.
• Commitment to staying current on product knowledge and industry trends.
• Strong communication and collaboration skills; a 'bridge builder' who can align cross-functional teams and stakeholders to drive positive outcomes.
• Bachelor's degree in Business, International Management, or a related field; certifications in supply chain management or sales methodology are an advantage.

Key Responsibilities:

• Expands sales with new and named strategic accounts while building relationships with key decision makers across business and IT.
• Develops and executes a strategic and comprehensive business plan for each account, including identifying core customer requirements and mapping the benefits of Prospecta’s solutions to customer business requirements across supply chain and asset management in asset-intensive industries such as Energy and Utilities, Oil and Gas, Mining, Infrastructure, Pharmaceuticals, and Manufacturing.
• Leads value-based solution selling, translating complex data management and process terminology into clear business outcomes and driving consensus across operations, procurement, IT, and finance stakeholders.
• Develops and manages alliances/channels (including some large global SIs) within your region to drive revenue from alliance partners.
• Builds trusted relationships with partners like SAP and others, including co-selling with SAP account teams to source and accelerate opportunities.
• Maintains timely, accurate CRM records of customer and activity data.
• Accountable for accurate forecasting, achieving quarterly targets, and the implementation of agreed account and business plans.
• Drives the continuity and expansion of business within existing accounts, ensuring solutions are adopted and value is realized to support renewals and upsell.
• Collaborates with extended internal teams (marketing, alliances, presales, etc.) to develop an effective plan for the assigned client base, including account plans and territory marketing activities.
• Promotes Prospecta’s products, maximizes brand recognition and mindshare, and publicizes success stories.
• Delivers product demonstrations to business stakeholders.
• Responds to RFPs/RFIs and drafts proposals and SOWs.
• Prospects new customers and adopts a 'foot in the door' approach to open new logos.
• Provides customer feedback to internal stakeholders for product, systems, and process improvements.
• Sells to and engages executive-level decision makers, up to CXO level.
• Mentors Business and Sales Development Representatives and junior Account Executives on prospecting, qualification, and deal strategy.

Growth Path:

At Prospecta, your career journey is one of growth and opportunity. Here, you can accelerate your professional development in a dynamic environment where your experience is valued. Your success is our priority, and as you demonstrate your abilities and achieve results, you'll have the chance to advance into a Sales Manager or Regional Sales Leadership role. We're committed to helping you elevate your experience and skillsets, providing you with the tools, support, and opportunities to reach new heights in your career.

• Competitive base salary plus uncapped commission;
• Medical insurance and 401(k) plan (US-based roles);
• Generous paid time off;
• Annual company events and workshops.