Strategic Account Executive, Select Accounts

Mixpanel; San Francisco (CA); Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Medical, Vision, Dental care

Mental wellness benefits

Generous vacation policy & holidays

Parental leave

Volunteer time off

401(k) and pre-tax benefits

Job summary

Mixpanel is seeking an Account Executive to own its most strategic enterprise accounts, leading renewal, expansion, and new logo motions. You will manage multi-year plans, map key relationships, and present go-forward strategies to leadership.

In this role, you will mentor colleagues on deal strategy, build scalable account plans, and drive pipeline across multiple sourcing channels while partnering with Customer Success to demonstrate value post-sale. 25% travel possible.

Qualifications

• Extensive track record owning the largest, most complex enterprise SaaS accounts.
• Closed seven-figure-plus deals with long sales cycles.
• Built relationships at VP and C-suite across multiple stakeholders.
• Used MEDDPICC as a coaching tool for others.
• Mentored or coached other Account Executives.
• Strong written and verbal communication for senior audiences.

Responsibilities

• Build and execute account plans connecting Mixpanel's capabilities to customer priorities.
• Develop multi-threaded relationships from practitioner to C-suite.
• Run regular business reviews to surface growth opportunities.
• Forecast accurately and keep pipeline clean in Salesforce.
• Identify and close expansion opportunities within your book.
• Prospect and close net new logos from your target list.
• Operate with a disciplined MEDDPICC-driven sales process.
• Collaborate with Solutions Engineers on demos and proofs of concept.
• Build pipeline across self-generated outbound, BDR, channel, and inbound.
• Collaborate with Customer Success to ensure customer value post-sale.
• Bring customer and market insights back to Product and leadership.
• Set standards for playbooks on account planning and forecasting.

Skills

Enterprise SaaS

Seven-figure deals

Executive relationships

MEDDPICC

Deal strategy

Account planning

Mentoring

Communication

Travel up to 25%

Job description

About Mixpanel

Mixpanel is the leading product intelligence and analytics platform, trusted by more than 29,000 companies to help understand how people use the products they build. By combining powerful analytics with AI that knows your business, Mixpanel helps teams see what's working, diagnose what's not, and decide what to build next. Learn more at mixpanel.com .

About the Team

Our Select Accounts team owns Mixpanel's most strategic accounts. We're a small group of experienced enterprise sellers who run the full motion: protect the base, expand within it, and open net new logos from a defined target list. We don't split farmers and hunters here - everyone does both, and everyone is measured the same way: deep account relationships, disciplined pipeline, and quarter-over-quarter growth in their book.

About the Role

You'll own Mixpanel's most complex and highest-value accounts - a mix of existing enterprise customers and net new target logos - running renewal, expansion, and new logo motions in parallel. This is a role for someone who has done this before at scale: you solve ambiguous, multi-year account problems by distilling them into a clear, scalable plan, and you set a standard for how the team approaches account strategy, forecasting, and executive engagement. You'll mentor other Account Executives on deal strategy and multi-threading, and your account plans and playbooks will shape how the broader team operates. In your first 90 days, you'll build a territory plan covering your full account list, map the key relationships and growth opportunities in each account, and present your go-forward strategy to leadership.

Responsibilities

• Build and execute account plans that connect Mixpanel's capabilities to each customer's business priorities, anticipating multi-year account trajectory


• Develop multi-threaded relationships from the practitioner level through the C-suite, creating durable champions at every layer


• Run regular business reviews that show what's working and surface the next growth opportunity


• Forecast accurately and keep pipeline clean in Salesforce - no sandbags, no surprises


• Identify and close expansion opportunities within your book - new teams, new products, upgraded tiers


• Prospect and close net new logos from your named target list alongside your existing account motion


• Run a disciplined sales process using MEDDPICC; qualify hard and close on time


• Partner with Solutions Engineers on product demonstrations and proofs of concept that accelerate deals


• Build pipeline across all four sourcing channels: self-generated outbound, BDR, channel partners, and inbound


• Collaborate with Customer Success to make sure customers realize value after the sale


• Bring customer and market signals back to Product - you're closest to the problem


• Set the standard for team playbooks on account planning, forecasting, and executive engagement, and mentor other Account Executives on deal strategy

We're Looking For Someone Who Has

• An extensive track record owning the largest, most complex accounts in an enterprise SaaS book, across renewal, expansion, and net new motions


• Closed seven-figure-plus deals with sales cycles of 6-12 months or longer


• Built and sustained relationships at the VP and C-suite level across multiple stakeholder groups


• Used MEDDPICC as a coaching tool for other reps, not just a personal qualification framework


• Solved ambiguous, multi-year account problems by building a clear, repeatable plan others can follow


• Mentored or informally coached other Account Executives on deal strategy or account planning


• Clear written and verbal communication that makes a complex product story land for any audience, from practitioner to boardroom


• A track record of improving how a sales team operates - playbooks, processes, or shared standards that outlasted any single deal


• Willingness to travel up to 25% for on-site customer meetings, QBRs, and field events

Bonus Points For Experience

• Experience selling analytics, data, or other technical products


• Experience selling to product, engineering, or data teams


• A history of building sales playbooks or enablement content adopted beyond your own book


• Familiarity with land-and-expand motions in a product-led or PLG-adjacent business


• Experience representing a vendor's point of view in executive-level strategic partnerships

Benefits and Perks

• Comprehensive Medical, Vision, and Dental Care


• Mental Wellness Benefit


• Generous Vacation Policy & Additional Company Holidays


• Enhanced Parental Leave


• Volunteer Time Off


• Additional US Benefits: Pre-Tax Benefits including 401(K), Wellness Benefit, Holiday Break


• *please note that benefits and perks for contract positions will vary*

Culture Values

• Make Bold Bets: We choose courageous action over comfortable progress.


• Innovate with Insight: We tackle decisions with rigor and judgment - combining data, experience and collective wisdom to drive powerful outcomes.


• One Team: We collaborate across boundaries to achieve far greater impact than any of us could accomplish alone.


• Candor with Connection: We build meaningful relationships that enable honest feedback and direct conversations.


• Champion the Customer: We seek to deeply understand our customers’ needs, ensuring their success is our north star.


• Powerful Simplicity: We find elegant solutions to complex problems, making sophisticated things accessible.

Why choose Mixpanel?

We're a leader in analytics with over 9,000 customers and $277M invested from prominent investors: like Andreessen-Horowitz, Sequoia, YC, and, most recently, Bain Capital. Mixpanel's pioneering event-based data analytics platform offers a powerful yet simple solution for companies to understand user behaviors and easily track overarching company success metrics. Our accomplished teams continuously facilitate our expansion by tackling the ever-evolving challenges tied to scaling, reliability, design, and service. Choosing to work at Mixpanel means you'll be helping the world's most innovative companies learn from their data so they can make better decisions.

Mixpanel is an equal opportunity employer supporting workforce diversity. At Mixpanel, we are focused on things that really matter - our people, our customers, our partners - out of a recognition that those relationships are the most valuable assets we have. We actively encourage women, people with disabilities, veterans, underrepresented minorities, and LGBTQ+ people to apply. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity or expression, sexual orientation, age, marital status, veteran status, or disability status. Pursuant to the San Francisco Fair Chance Ordinance or other similar laws that may be applicable, we will consider for employment qualified applicants with arrest and conviction records. We've immersed ourselves in our Culture and Values as our guiding principles for the impact we want to have and the future we are building.