Commercial Account Executive

You will own and grow a portfolio of mid-market commercial accounts. You will generate and qualify pipeline, lead discovery and negotiations, close new business, and manage forecasts and opportunity data. You will build executive-level customer relationships, coordinate with internal partners, present value to customers, and coach fellow account executives.

Responsibilities

• Own and grow a book of mid-market commercial accounts.
• Generate and qualify pipeline through outbound prospecting.
• Lead discovery, negotiation, and closing to create new annual recurring revenue.
• Meet or exceed quota and act as the primary contact for commercial opportunities.
• Articulate platform value in relation to customer business outcomes, productivity goals, and security needs.
• Document buying criteria, processes, next steps, and owners; maintain accurate opportunity information.
• Create quarterly forecasts through regular pipeline and deal reviews.
• Collaborate with partners, Sales Development, Customer Success, Renewals, and Solutions Architects to drive business, adoption, and expansion.
• Represent the organization in customer meetings and events through presentations, proposals, and reports.
• Apply MEDPICC and Command of the Message to opportunities.
• Mentor and coach fellow Commercial Account Executives.
• Meet on-site with key customers to strengthen executive-level relationships.

Requirements

• Drive complex B2B software sales cycles with commercial and mid-market customers.
• Learn and sell complex SaaS or DevSecOps platforms.
• Use Salesforce and Clari or similar CRM and forecasting tools for deal management and forecasting.
• Manage and close larger, complex Commercial-segment deals using multi-threading, negotiation, and executive coverage strategies.
• Perform territory account planning and execute quarterly and annual KPIs.
• Drive new business acquisition and expansion through consultative, multi-stakeholder sales motions.
• Mentor and coach peers and contribute to team-level responsibilities.
• Communicate value effectively across customer organizational levels.

Benefits

• Health, financial, and well-being benefits.
• Flexible paid time off.
• Team Member Resource Groups.
• Equity compensation and an Employee Stock Purchase Plan.
• Parental leave.