Enterprise Account Executive

As an Enterprise Account Executive at LeanData, you'll be responsible for achieving your quarterly and annual sales quotas by managing and developing key enterprise accounts. Your role will include active prospecting for new clients, upselling to existing customers, conducting demonstrations of LeanData's solutions, and utilizing sales tools like SFDC and Clari to keep on top of your sales activities. You'll collaborate with various internal teams to ensure a seamless customer experience and manage evaluations and proof of concepts for clients.

To qualify for the Enterprise Account Executive position at LeanData, candidates should have a minimum of five years of closing experience, specifically in a SaaS sales environment. Experience in selling B2B applications, strong negotiation skills, and a solid understanding of strategic sales methodologies like MEDDPICC and Challenger sales are highly preferred. A four-year degree is also required, and you're expected to have the ability to engage with senior management and C-level executives effectively.

LeanData is looking for candidates who have significant experience selling complex B2B or B2C applications, especially in roles that combine both hybrid and outside/field sales. While not mandatory, familiarity with selling CRM, SFA, ERP, or Marketing Automation software will give candidates an edge. A track record of being a top performer in a sales environment is essential for success in this role.

Yes, the Enterprise Account Executive role at LeanData is available for remote work in several states, including AZ, CA, CO, DC, FL, GA, IL, MA, NC, NV, NY, TX, UT, and WA. This flexibility allows you to balance your work-life commitments while being part of an innovative and growing organization.

The On-Target Earnings (OTE) for the Enterprise Account Executive role at LeanData ranges from $240K to $300K, dependent on skills, location, and experience, with 50% of that being performance-based. Additionally, LeanData offers comprehensive benefits, including stock options for all full-time employees, flexible PTO, a strong employee insurance program, and a 401K plan, making it a highly competitive compensation package.

When developing a sales strategy for assigned accounts, I first conduct thorough research to understand the account's unique challenges and opportunities. I align my approach with LeanData’s offerings to ensure they meet the client’s needs. Next, I create a tailored engagement plan that details how I will reach stakeholders and outline the value propositions. Continuous monitoring and adjustments ensure that the strategy evolves with ongoing interactions.

If a prospect isn't responding, I first ensure my outreach is strategic and relevant. Then, I might try a different approach—perhaps sharing a valuable resource or insight relevant to their business. Sometimes, I involve decision-makers or leverage mutual connections. Persistence is key, but I always respect their time and space.

In a previous position, I executed a successful sales process by first building a rapport with the client through personalized communication. I organized a series of discovery meetings to uncover their pain points, followed by tailored demonstrations that showcased how our solution could resolve their challenges. By securing stakeholder buy-in and providing excellent follow-up support, I was able to close a significant deal that met both their needs and our company’s sales targets.

When handling objections during a sales call, I listen carefully to the prospect’s concerns, affirming their feelings to show understanding. I then address the objection with factual information or case studies to alleviate their concerns, focusing on the value that LeanData can bring to their situation. It’s crucial to keep the dialogue open and positive, allowing prospects to feel comfortable discussing their hesitations.

Throughout my sales career, I’ve consistently utilized SFDC and Clari to manage my pipeline and sales forecasts effectively. I rely on SFDC for tracking my activities, opportunities, and customer interactions, while Clari aids in gaining insights into my sales process and ensuring I’m adapting strategies as needed. My expertise in these tools has been instrumental in optimizing my workflow and improving my overall productivity.

Aligning with cross-functional teams is essential for closing deals effectively. I prioritize communication and collaboration by scheduling regular check-ins to align on strategies and share updates on prospective clients. For example, I might work closely with the marketing team to tailor messaging or collaborate with technical support to ensure all aspects of the client's needs are addressed. This comprehensive approach ultimately leads to a smoother sales process and successful outcomes.

To qualify leads effectively, I use a combination of open-ended questions during discovery calls and analysis of their business needs and budget. Utilizing sales methodologies like MEDDPICC helps me assess their decision-making process and urgency. This way, I can focus my efforts on leads that have a genuine interest and capacity to invest in LeanData solutions.

Staying motivated in a competitive sales environment is essential. I set personal goals alongside my company targets, which pushes me to excel. I celebrate small victories and consistently remind myself of the larger mission of helping clients solve their challenges. Additionally, participating in sales training and team challenges keeps the energy high and encourages a supportive atmosphere that fuels motivation.

I believe the most important skill for an Enterprise Account Executive is the ability to build and nurture relationships. Connecting with stakeholders effectively fosters trust and paves the way for open communication. This, combined with strong negotiation skills and an understanding of the customer’s needs, is what drives successful sales cycles.

When selling LeanData to a large enterprise for the first time, I would conduct detailed research to understand the company’s specific challenges and pain points. I’d focus on personalized outreach highlighting how LeanData aligns with their objectives. I’d engage multiple stakeholders throughout the process, positioning LeanData not merely as a solution but as a partner in their growth strategy. By preparing tailored presentations and involving success stories, I can convey the tangible benefits our solutions offer.