Senior Account Executive, Vertical Accounts

Accountabilities:

• • Drive net-new enterprise pipeline within an assigned industry vertical, including prospecting, qualification, acquisition of new customers, and expansion into additional business units or subsidiaries.
  • Manage the complete enterprise sales cycle from initial engagement through close, applying MEDDPICC or a comparable sales methodology to qualify opportunities and maintain deal discipline.
  • Partner with Renewal Managers and Customer Value Managers to identify and execute expansion opportunities within existing accounts.
  • Develop strong expertise in the vertical's terminology, buyer personas, business challenges, use cases, and competitive landscape, translating this knowledge into effective discovery and sales messaging.
  • Build and continuously refine vertical-specific sales playbooks, including messaging, discovery questions, competitive intelligence, and repeatable deal patterns.
  • Conduct credible technical discovery around prospects' data environments, analytics maturity, existing tools, and business requirements.
  • Collaborate with Sales Engineering on tailored demonstrations, technical discovery, validation, and solution positioning.
  • Maintain accurate CRM pipeline information and provide reliable forecasts, proactively identifying risks and changes in deal status.
  • Work with Marketing and Product Marketing to validate vertical campaigns and messaging against market feedback and customer needs.
  • Analyze deal volume, win rates, competitive trends, and other field signals to inform the development of the vertical go-to-market strategy.
  • Partner with Enablement to support vertical training and onboarding as the sales motion develops.
  • Build trusted relationships with business and technical stakeholders while contributing market insights that strengthen the broader sales organization.

  Requirements:

  • Demonstrated success in full-cycle sales, including net-new customer acquisition and expansion, within SaaS environments ranging from SMB through enterprise.
  • Experience selling into a defined industry vertical, or a strong ability to rapidly develop deep industry and buyer expertise.
  • Proven ability to operate effectively in ambiguous, evolving environments and create processes, approaches, and playbooks rather than relying solely on established frameworks.
  • Strong discovery, qualification, negotiation, and consultative selling capabilities, with experience using MEDDPICC or a similar structured methodology.
  • Experience selling analytics, data, software, or other technical products, with the ability to conduct meaningful technical discovery and engage credibly with technical decision-makers.
  • Excellent verbal and written communication skills, with the ability to establish trust and influence both business and technical stakeholders.
  • Strong commercial judgment, forecasting discipline, pipeline management, and CRM proficiency.
  • Demonstrated ability to transform customer and market insights into repeatable sales strategies and enablement materials.
  • Experience collaborating closely with Sales Engineering on technical validation and customer demonstrations is an advantage.
  • Experience influencing go-to-market strategy or helping shape how a sales organization approaches a market is a plus.
  • Experience mentoring or informally developing peers within a sales organization is beneficial.
  • Advanced familiarity with Salesforce and sales forecasting tools is preferred.
  • A collaborative, customer-focused mindset and the ability to work effectively across functions are essential.

  Benefits:

  • Remote position within the United States.
  • Comprehensive medical, dental, and vision coverage.
  • Mental wellness benefit.
  • Generous vacation policy and additional company holidays.
  • Enhanced parental leave.
  • Volunteer time off.
  • 401(k) and other pre-tax benefits.
  • Wellness benefit and additional holiday break.
  • Opportunity to work in a highly collaborative, data-driven environment with cross-functional exposure.
  • Significant autonomy to influence vertical sales strategy, develop playbooks, and help shape an evolving go-to-market organization.
  • Opportunity to grow expertise in enterprise sales, analytics, data-driven products, and industry-specific solutions.