Account Executive - Enterprise Sales (New Logos)

The Account Executive - Enterprise Sales (New Logos) at New Relic focuses on achieving over-quota sales by acquiring new logos. Responsibilities include strategizing to build a robust pipeline, cultivating relationships within target accounts, navigating complex organizational structures, and collaborating closely with internal teams to provide tailored solutions that meet customer needs.

To qualify for the Account Executive - Enterprise Sales (New Logos) position at New Relic, candidates should have at least 5 years of experience in field sales, preferably selling software to Fortune 1000 companies. A deep understanding of enterprise solutions, consultative selling experience, and exceptional communication skills are essential for success in this role.

Yes, having previous experience with Observability solutions can be beneficial for candidates applying for the Account Executive - Enterprise Sales (New Logos) role at New Relic. This knowledge enhances your ability to understand customer needs and position New Relic’s offerings effectively, thus improving your chances of successfully closing deals.

A successful Account Executive - Enterprise Sales (New Logos) at New Relic is characterized by a track record of exceeding sales quotas, strong relationship-building skills, exceptional business acumen, and a consultative approach to selling. This individual is not only driven and ambitious but also collaborates effectively with internal teams to achieve positive business outcomes for clients.

New Relic offers a competitive benefits package for Account Executives in the Enterprise Sales (New Logos) role, which includes healthcare, dental, vision insurance, a 401(k) plan with matching, flexible paid time off, and volunteer time off. They also provide mental health support, educational resources, and an inclusive work environment that values diversity and individual contributions.

When building a sales pipeline as an Account Executive, I focus on identifying and targeting new logos through research and networking. I complement marketing campaigns with my own prospecting efforts to establish connections with C-level executives and key stakeholders, ensuring I understand their needs to tailor my approach accordingly.

In consultative selling, I prioritize understanding the client’s unique challenges and business objectives before proposing solutions. This approach has proven effective as it builds trust and aligns our offerings with their needs, leading to successful long-term partnerships.

To engage multiple decision-makers, I first map out the organizational structure and identify key stakeholders involved in the decision-making process. I then tailor my communication and value propositions to address their specific concerns, fostering collaboration among them to facilitate consensus.

When facing objections, I listen carefully to understand the concern and validate it. Then, I respond with well-researched information, case studies, or testimonials that demonstrate how our solutions have successfully addressed similar challenges in the past.

I once closed a multi-year deal with a Fortune 500 company by establishing rapport and ensuring a deep understanding of their operational challenges. I used data-driven insights to present tailored solutions, followed up diligently, and leveraged support from our internal teams to provide additional demonstrations and address any last-minute concerns.

I rely heavily on Salesforce for tracking leads, managing my pipeline, and documenting sales activities. Additionally, I use tools for email automation and analytics to maintain consistent follow-ups and analyze the performance of my outreach efforts.

My forecasting process involves analyzing historical sales data, understanding market trends, and considering the current pipeline. I also collaborate with my team to refine our estimates and adjust forecasts based on ongoing engagement with prospects.

I continually educate myself on industry trends through webinars, industry publications, and networking within professional groups. Staying informed helps me offer unique insights to clients and positions me as a knowledgeable partner in their journey.

Teamwork is fundamental for an Account Executive. Collaborating with Solutions Consultants and Sales Development Representatives not only enriches the sales process but also ensures that we integrate diverse perspectives, leading to comprehensive solutions that better serve our clients’ needs.

I want to work at New Relic because of its commitment to innovation and customer success. The opportunity to work with cutting-edge Observability solutions and alongside talented professionals who share a mission of excellence aligns perfectly with my career ambitions and values.