As a Senior Sales Enterprise Account Executive at Grid, your responsibilities will center around managing and acquiring enterprise-level accounts. You’ll engage in the entire sales cycle, develop strategic relationships with C-suite executives, and leverage consultative selling techniques. You will also collaborate closely with teams across the organization, manage a sales pipeline, and provide insights on market trends to align strategies effectively.

To qualify for the Senior Sales Enterprise Account Executive role at Grid, candidates should have a Bachelor’s degree in Business, Marketing, or a related field, with an MBA preferred. A minimum of 7 years of enterprise software sales experience is crucial, alongside a strong record of sales success in B2B environments. Familiarity with fraud prevention and the ability to communicate with technical and non-technical stakeholders are also essential.

Grid supports its Senior Sales Enterprise Account Executives by fostering a collaborative work environment and providing access to necessary resources including professional development budgets, CRM tools like Salesforce, and cross-functional support from marketing and customer success teams. Additionally, the role offers unlimited PTO, wellness reimbursements, and flexibility to ensure a balanced professional life.

The primary industries targeted by the Senior Sales Enterprise Account Executive at Grid include finance, e-commerce, and other high-risk sectors. These industries require robust identity verification and fraud prevention solutions, making them ideal for the offerings provided by Grid.

Grid offers a comprehensive benefits package for its Senior Sales Enterprise Account Executive, including medical, dental, and vision insurance, a professional development budget, home office stipends, and unlimited PTO with manager approval. Additionally, employees can enjoy mental health days off and an annual company offsite for team bonding.

When building relationships with large enterprise clients, I focus on understanding their unique challenges and needs. I prioritize active listening, nurturing open communication, and ensuring that I provide tailored solutions that resonate with their specific goals. This consultative approach has been effective in establishing trust and fostering long-term partnerships.

In my previous roles, I have leveraged consultative selling by first identifying clients' pain points and business objectives. I engage them in discussions that uncover their needs and then position our SaaS solution as the best-fit choice. By providing value throughout the sales process, I have consistently achieved high conversion rates.

To stay informed, I actively read industry publications, attend relevant webinars, and engage with professional networks. I prioritize continuous learning and often discuss emerging trends with customers and colleagues, which not only enhances my knowledge but also helps me adapt my sales strategies to current market dynamics.

I utilize CRM tools such as Salesforce for effective pipeline management, keeping detailed notes on interactions, tracking progress, and setting reminders for follow-ups. Additionally, I employ lead scoring and segmentation strategies to prioritize high-value leads and allocate resources efficiently throughout the sales process.

In a recent negotiation, I focused on establishing a clear understanding of the client’s goals while articulating how our solution could meet those needs. I explored creative options that benefited both parties, such as discounted pricing for longer commitments. The key was maintaining open communication, which led to a win-win agreement and a strengthened relationship.

I identify key enterprise accounts by analyzing industry trends, focusing on organizations that are expanding or at risk for fraud. I leverage LinkedIn and market research to gather insights, ensuring my targeting aligns with our ideal customer profile. This targeted approach enables me to connect with decision-makers more effectively.

When faced with objections, I remain calm and listen carefully to the concerns raised. My strategy involves empathizing with the client, asking clarifying questions, and providing well-informed responses that address their reservations. By validating their concerns and reinforcing the value of our solution, I can often turn objections into opportunities.

I measure success through a combination of metrics, including quota attainment, customer retention rates, and the speed of closing deals. I also focus on qualitative measures, such as client feedback and the strength of relationships built, as these often indicate long-term success in the enterprise sales space.

I ensure effective collaboration by scheduling regular meetings and maintaining open lines of communication. I share valuable insights from the field with the marketing and product teams to align our strategies and messaging. This collaborative approach ensures that we present a unified front to our prospective clients.

In a previous role, I identified additional needs within an existing client’s organization, which were being unmet. By proactively discussing these challenges and presenting tailored solutions, I successfully expanded our footprint and increased our revenue from that account significantly over the next quarter.