Account Executive (Enterprise)

As an Account Executive (Enterprise) at Linear, your primary responsibilities include becoming a product expert to assist customers in maximizing their use of Linear. You will guide prospects through the trial and evaluation phase and generate a strong sales pipeline to exceed quarterly sales targets. Building relationships with key stakeholders within accounts and advocating for customers by surfacing any product or adoption challenges to the product team are also crucial aspects of your role.

To qualify for the Account Executive (Enterprise) position at Linear, you will need at least 5 years of experience in a quota-carrying sales role. Experience selling to a technical audience is essential, and having experience with collaboration or developer tools is a bonus. Familiarity with SaaS environments and the ability to adapt to high-paced, flexible work settings are also desired qualifications.

Linear offers a competitive package for its Account Executives, including a salary and equity options with employee-friendly terms. You'll enjoy work-life balance with 5 weeks of paid vacation, paid parental leave, and benefits such as health, dental, and vision insurance for US employees. Additionally, Linear provides paid lunch during workdays and a co-working space allowance, along with engaging team events and offsites throughout the year.

As an Account Executive at Linear, you’ll start by familiarizing yourself with our product, ensuring you can effectively guide customers during the trial and evaluation phases. Your role involves generating leads and building a sales pipeline, handling sales calls and meetings with potential clients, and navigating the technical discussions that arise during the sales process. Collaboration with the product team is key to ensure customer feedback influences our tools and services.

The work culture at Linear is collaborative, supportive, and centered around empowerment. As an Account Executive (Enterprise), you'll be part of a diverse team that values quality, innovation, and continuous improvement. Remote work is the norm, encouraging flexibility and autonomy while maintaining a strong sense of community through regular team events and engagement activities, ensuring a balanced and productive work environment.

In interviews for the Account Executive (Enterprise) role, you should articulate your consultative sales style. Discuss how you identify client needs, build relationships, and guide prospects through product evaluations, ensuring you highlight any metrics or targets you have successfully achieved in the past.

Effective objection handling is crucial, so describe your strategy for addressing customer concerns. Share examples of how you actively listen, empathize with the client's perspective, and provide tailored solutions that align the benefits of Linear with their unique requirements.

For this question, summarize your background with technical sales, specifically focusing on any experience with collaboration or developer tools. Discuss how this experience has equipped you to communicate effectively with technical audiences and understand their needs.

Discuss your systematic approach to lead prioritization, whether by potential value, engagement level, or urgency. Highlight any customer relationship management (CRM) tools or techniques you use to organize and track your interactions effectively.

Share a specific instance where you not only met but surpassed your sales targets. Emphasize your strategies, the challenges you faced, and the innovative methods you implemented to close deals and drive revenue growth.

This is an opportunity to showcase your interpersonal skills. Explain your techniques for building rapport, such as understanding client needs, personalizing your communication, and maintaining follow-ups to stay engaged throughout the sales process.

In your response, emphasize your commitment to continuous learning. Discuss resources such as industry blogs, webinars, and networking with peers that you leverage to stay informed about market dynamics relevant to the Account Executive role at Linear.

Convey how you would capture customer feedback and insights and communicate them effectively to the product team at Linear. Describe your approach to advocating for customer needs and ensuring that they drive product improvements and innovations.

Demonstrate your knowledge of Linear by discussing its mission, products, and the unique value it provides to product teams. Share insights about its rapid growth and any specific features of its tools that appeal to you as an Account Executive.

Reflect on your motivation for joining Linear, emphasizing your excitement for its mission and your desire to contribute to the company's growth. Discuss how your skills align with the role and how you envision making a meaningful impact on the team.