Strategic Enterprise Account Exec - New Logo, Remote

IBM; Boston (MA); On-site; USD 120,000 - 180,000; Full time

Job summary

IBM is seeking an Account Executive to lead net-new logo acquisition for Confluent’s data streaming platform within an Enterprise territory. You’ll prospect, qualify, design solutions, negotiate, and close deals, building a strong pipeline and engaging with senior stakeholders.

You will drive value propositions, collaborate with Solutions Engineers, and apply structured methodologies to forecast and close. Travel to customer sites will be required as needed.

Qualifications

• Experience in quota-carrying B2B sales.
• Demonstrated success in a consultative, solution-selling environment within tech — SaaS, cloud, big data, or open-source.
• Experience applying structured sales methodologies (MEDDPICC, Challenger, SPIN).
• Track record of meeting or exceeding quota in fast-paced, competitive markets.
• Excellent communication and storytelling skills — written, verbal, and visual.
• Strong organizational and time management skills; able to balance multiple priorities across complex deals.
• Team-first mindset, high integrity, and inclusive culture.
• Willingness to travel to customer sites as required.

Responsibilities

• Own the full sales cycle for net-new logos in your Enterprise territory — from prospecting to discovery, solution design, negotiation, and close.
• Proactively identify, qualify, and engage prospects, building a strong and healthy pipeline.
• Develop and present compelling value propositions tailored to customer needs and business outcomes.
• Partner with Solutions Engineers and Services teams to design effective solutions and ensure a seamless transition post-sale.
• Drive the use of MEDDPICC to build a deal structure, forecast accurately, and close with confidence.
• Build and nurture relationships with C-level and senior stakeholders to establish trust and credibility.
• Collaborate with marketing, business development, and channel teams to maximize territory potential.
• Stay informed about Confluent’s offerings and the broader data infrastructure landscape.
• Travel as needed to engage customers and progress deals.

Skills

Quota-carrying sales

Consultative selling

MEDDPICC

Challenger

SPIN

Quota attainment

Communication skills

Travel-ready

Education

Bachelor's degree

Master's degree preferred

Job description

IBM is seeking an Account Executive to lead net-new logo acquisition for Confluent’s data streaming platform within an Enterprise territory. You’ll prospect, qualify, design solutions, negotiate, and close deals, building a strong pipeline and engaging with senior stakeholders.

You will drive value propositions, collaborate with Solutions Engineers, and apply structured methodologies to forecast and close. Travel to customer sites will be required as needed.