Enterprise Account Executive (East)

The Enterprise Account Executive at Matterport will be responsible for developing an Enterprise Account Plan for strategic accounts, managing the sales process from prospect to close, forecasting sales revenue accurately, and engaging with Fortune 1000 accounts across various industries. Additionally, they will prepare RFI, RFQ, and RFP responses, develop relationships with prospects and existing customers, and maintain Salesforce.com CRM to exceed sales quotas.

To qualify for the Enterprise Account Executive position at Matterport, candidates should have at least 5 years of enterprise-specific experience and 7 years of overall sales experience. They need expertise in managing multi-stakeholder sales cycles, closing large deals, and delivering accurate sales revenue forecasts. Exceptional communication skills, a friendly demeanor, and a solid background in related industries such as real estate or construction are also essential.

Matterport's Enterprise Account Executive will target a variety of industries, including commercial and residential real estate, travel and tourism, retail, as well as construction and manufacturing. This diverse industry engagement will help the executive leverage Matterport's innovative products and services effectively.

The role of Enterprise Account Executive at Matterport requires candidates to be able to travel up to 50% of the time, depending on business needs. This travel is crucial for establishing and nurturing face-to-face relationships with clients and attending relevant trade shows.

The salary range for the Enterprise Account Executive position at Matterport in the U.S. is between $209,760 and $288,420, depending on the individual’s location, skills, experience, and training. This position also offers comprehensive benefits, including health plans and 401k.

When developing an account plan for large enterprise clients, it's essential to conduct thorough research on the client’s industry and specific pain points. Use data-driven insights to outline clear objectives and strategies while incorporating a tailored value proposition that addresses the client's unique needs.

The MEDDPICC sales methodology is vital for managing complex sales cycles. I emphasize understanding metrics, economic buyer, decision criteria, decision process, paper process, identify pain, champion, and competition. By applying these elements, I ensure a clear pathway towards closing deals and fulfilling client needs.

Maintaining relationships throughout the sales process involves regular communication and follow-ups. I prioritize building rapport by understanding client needs and providing updates, using CRM tools to schedule reminders for check-ins, and always being available for any questions or concerns that arise.

Effective sales revenue forecasting requires analyzing historical data, sales trends, and current pipeline status. I always involve team insights and stay updated with market trends to create reliable forecasts. Utilizing tools like Salesforce.com helps in providing a more accurate projection.

Handling objections effectively is about listening carefully and empathizing with the client's concerns. I address objections by clarifying misunderstandings, providing evidence-backed solutions, and showing how our offerings align with their goals and pain points.

To prepare for RFI, RFQ, and RFP responses, I start by gathering insights from cross-functional teams to ensure our response aligns well with the client's needs. Customizing each response with a focus on the client's challenges and our solutions helps present a compelling case.

When a sales cycle stalls, I initiate proactive communication with the prospect to understand their hesitations. I offer additional resources, insights, or even involve a higher-level contact to reignite interest and navigate through any roadblocks.

I find CRM systems like Salesforce.com invaluable for managing my sales pipeline. They help me track leads, manage tasks, and analyze customer interactions, allowing me to move opportunities through the pipeline systematically.

Successfully closing a large deal involves thorough preparation and understanding client needs. I recall a time when I engaged with a significant prospect, provided tailored solutions, and navigated their decision-making process through persistent follow-ups and value demonstrations, ultimately leading to a successful close.

To stay informed on market trends, I regularly read industry reports, follow thought leaders on social media, attend trade shows, and participate in webinars. Engaging in these activities ensures I remain ahead of the curve and can better serve my clients' evolving needs.