Enterprise Account Executive

Enterprise Account Executive

We're looking for an enterprise Account Executive (AE) with a solid track record of building strong customer relationships and beating sales quota. In this role, you will develop a deep understanding of potential customer challenges, appropriately map Ketch solutions to needs, understand organizational dynamics, quantify business value, shape the business case for action and close business. The successful candidate will work well with colleagues across other functions including marketing, customer experience, product management, legal, and finance. This is a remote role but we will be prioritizing candidates based on the West Coast.

Responsibilities

Pipeline Generation Source and qualify new business opportunities that fit our ICP. Develop roughly 30% of your annual book of business. Advance inbound and partner generated opportunities. Maintain appropriate pipeline hygiene and coverage.

Relationship Development Gain a deep understanding of the target customer's business, relevant processes and challenges. Ensure the right questions are being asked and answered. Bring unique value to every interaction. Develop relationships with multiple buying personas within the account.

Value Framing Connect a prospect's business objectives (both functional and corporate) with the Ketch solution. Do the math. Construct a compelling business case. Paint the picture of a better future. Tell the story.

Sales Execution Conduct effective account discovery. Apply MEDDPICC throughout the sales cycle. Develop pitch and proposal material as appropriate. Make responsible, effective use of company assets. Handle objections. Document activities in Salesforce. Drive opportunities to Closed / Won.

Product Knowledge Develop high-level functional and technical understanding of Ketch products. Align product demonstrations to customer needs.

Experience

• 7+ years of quota-carrying, consultative sales at a SaaS company in the data privacy and / or adtech / martech sectors
• 2+ years of average deal sizes in range from $150K to $500K
• 4 + years of proposal writing and pitch material development

Qualifications and Characteristics

$140,000 - $175,000 a year