Enterprise Account Executive- West USA - job 1 of 2

As an Enterprise Account Executive at Moveworks, your main responsibilities include prospecting and managing large enterprise accounts with over 5,000 employees, developing a deep understanding of each customer's business, and establishing champion relationships within your target accounts. You'll also negotiate favorable deals, forecast revenue goals accurately, and work closely with customer success teams to enhance product adoption and drive further engagement within the assigned territory.

The ideal candidate for the Enterprise Account Executive role at Moveworks should have at least 5 years of experience in closing complex software deals, preferably within SaaS or IT infrastructure. A proven track record of exceeding annual sales goals of 1M+, the ability to cultivate new business relationships, and familiarity with value selling methodologies such as MEDDPIC or Challenger are essential qualifications for success in this role.

Moveworks prioritizes personal development and team success, making it a great place for career-oriented individuals. As an Enterprise Account Executive, you will benefit from ongoing training, mentorship from experienced sales professionals, and the chance to work in a collaborative environment focused on shared achievements. We foster a culture where continuous learning and improvement are encouraged, allowing you to reach your full potential.

Moveworks offers a competitive compensation package for the Enterprise Account Executive position that includes a base salary starting at $150,000, along with variable pay and equity options. The final offers may vary based on geographic location, candidate experience, and role complexity, making it essential for candidates to discuss expectations during the interview process.

Moveworks emphasizes a strong value-selling methodology for its Enterprise Account Executives, focusing on frameworks such as MEDDPIC, Force Management, and Challenger approaches. This structured methodology helps sales professionals clearly articulate the value and ROI of Moveworks' AI-driven solutions, ensure effective negotiations, and drive successful outcomes in their customer engagements.

When discussing your experience with closing complex software deals, provide specific examples that demonstrate your ability to navigate multi-step sales processes, build relationships, and tailor solutions based on customer needs. Highlight any specific methodologies you have employed and the results you achieved, such as revenue outcomes or customer satisfaction improvements.

In answering this question, outline your systematic approach to territory planning, including market analysis, identifying potential customers, and creating targeted outreach strategies. Discuss how you prioritize your accounts, set goals, and measure success over time to ensure you're meeting your sales targets in a structured manner.

To effectively build and maintain relationships with C-level executives, focus on establishing trust and proving value in your interactions. Share specific strategies you use, such as personalized communication, regular check-ins, providing valuable insights, or showcasing how your solutions can impact their business goals. Building a mutually beneficial relationship is key.

Describe your methods for pipeline generation, emphasizing the importance of proactive prospecting, leveraging existing relationships, and utilizing various tools and platforms to nurture leads. Discuss your commitment to maintaining a robust pipeline through regular follow-ups and strategic networking.

When discussing your experience in developing business cases, focus on your ability to gather and analyze data to support recommendations for new software purchases. Talk about how you present this information to stakeholders, demonstrating the expected ROI, cost-benefit analysis, and alignment with their business strategy.

Your approach to overcoming objections should reflect a deep understanding of your product and the needs of your clients. Share how you listen to the client's concerns, empathize, and then tailor your response to address their pain points effectively, ultimately steering them back towards the value of your solution.

Discuss the metrics you focus on to track your sales performance, including revenue generated, closed deals, and the effectiveness of your outreach strategies. Highlight any tools or software you use to keep track of your progress and analyze data to inform future strategies.

Highlight your collaborative efforts with colleagues in the sales team and other departments, such as marketing or customer success. Discuss how these collaborations enhanced your sales process, improved customer experiences, and led to successful outcomes as a unified team.

When negotiating sales deals, emphasize the importance of understanding client needs, establishing a win-win mentality, and focusing on value rather than price. Discuss how you prepare for negotiations by researching the client’s business and having clear objectives while remaining flexible to find common ground.

In answering this question, share your enthusiasm for both the company and its innovative products. Talk about how Moveworks' mission resonates with your personal values and career aspirations, and express your desire to contribute significantly to the team while growing alongside a forward-thinking organization.