Enterprise Account Executive (U.S. - East Coast)

As an Enterprise Account Executive at Karat, your primary responsibilities include developing and executing comprehensive go-to-market strategies, building and maintaining a pipeline of qualified enterprise opportunities, and leading complex sales cycles from opportunity identification through contract negotiation. You'll act as a trusted advisor, presenting the value of the Karat platform through tailored demonstrations and strategic executive presentations.

Karat seeks candidates with at least 8 years of enterprise SaaS sales experience and a proven track record of exceeding quota targets. Experience closing complex enterprise deals, familiarity with navigating procurement processes, and expert-level proficiency in enterprise sales methodologies are essential. A strong understanding of technical recruiting and engineering operations is also beneficial for success in this role.

The compensation for the Enterprise Account Executive role at Karat includes a competitive base salary that ranges from $120,000 to $150,000 USD, depending on various factors like location and experience. Additionally, the position may include commissions, bonuses, and equity, providing a lucrative earning potential as you achieve or exceed your sales targets.

This role involves up to 20% travel, which allows you to engage in strategic face-to-face meetings with enterprise prospects and attend industry events. This travel aspect is essential for building deep, personal connections with key stakeholders in your client organizations and understanding their specific needs.

Karat is committed to building fair, predictable, and enjoyable hiring experiences, making it a unique workplace. Our culture focuses on collaboration, innovation, and impactful partnerships, ensuring that as an Enterprise Account Executive, you'll not only meet substantial revenue goals but also contribute to a mission that has a real impact on the future of technical hiring.

When approaching enterprise sales cycles, first, I prioritize extensive research to understand the client's unique needs and industry challenges. I've found that building relationships and engaging in consultative selling is vital, ensuring I address all decision-makers' concerns throughout the sales process.

In my previous role, I consistently exceeded my quota by developing targeted strategies based on industry analysis and competitor insights. I leveraged a consultative approach to tailor solutions for each prospect, ensuring I met their specific needs and ultimately drove substantial revenue.

I utilize a multi-channel approach to prospecting, including research on potential clients through LinkedIn and industry events, using CRM tools to track engagement and follow-ups. This process ensures I maintain a robust pipeline of qualified opportunities.

Navigating complex procurement processes requires understanding each stakeholder's interests and concerns. I often conduct pre-sale meetings to gather insights, allowing me to tailor my proposals and address specific compliance and security requirements upfront.

I have extensive experience presenting to C-level executives, focusing on strategic alignment with their business goals. I tailor presentations to highlight the value of solutions based on concrete data and real-world case studies, ensuring relevance to their strategic initiatives.

I am well-versed in several sales methodologies, including MEDDIC, Value Selling, and the Challenger Sale. These frameworks have helped me engage clients effectively by uncovering their needs and positioning solutions that drive measurable outcomes.

Maintaining relationships with key clients requires ongoing communication, regular check-ins, and understanding their evolving needs. I ensure consistent engagement post-sale, which fosters trust and opens doors for upsell and referral opportunities.

I rely on a mix of market research, industry reports, and real-time data from customer feedback to gather competitive intelligence. This information enables me to refine our value proposition and identify strategic advantages when engaging prospects.

Teamwork is crucial in my sales process. Collaborating with cross-functional teams—such as marketing, product, and customer success—ensures that we're aligned in our messaging and can provide a comprehensive solution to meet client needs.

When handling objections, I actively listen to the client's concerns and seek to understand the root of their hesitations. This approach allows me to address objections directly, providing tailored information that alleviates their fears and reinforces the benefits of our solution.