Enterprise Account Executive - Washington, D.C.

The Enterprise Account Executive in our Washington, D.C. location is responsible for prospecting within Fortune 1000 firms, negotiating pricing terms, and ensuring customer satisfaction while maximizing sales. This role also requires a deep understanding of customer business drivers, achieving sales targets, and facilitating effective communication with C-level stakeholders.

The ideal candidate for the Enterprise Account Executive role should have a proven record of exceeding sales targets of $1M+, preferably with experience selling solutions to large commercial enterprises. While a bachelor's or master's degree is preferred, relevant experience in navigating complex sales processes is equally valuable.

As an Enterprise Account Executive, you'll directly contribute to our growth by driving sales bookings through the successful positioning of Managed Security Services and expanding our footprint within the assigned territory. Your ability to close deals while ensuring high forecasting accuracy will play a crucial role in our success.

The base salary for the Enterprise Account Executive position ranges from $137,500 to $160,000 per year, with total estimated on-target earnings between $275,000 and $320,000, which includes commission. Additionally, there’s a potential grant of stock options, pending board approval.

Our Enterprise Account Executive will enjoy robust support from the sales team and marketing department, facilitating lead generation and effective communication strategies. Ongoing training and development resources are also available to further enhance your sales skills and product knowledge.

In answering this question, it's important to highlight specific instances where you've successfully navigated sales processes within large organizations. Discuss your approach to understanding their needs and how you tailored your sales strategy to meet those demands.

Explain the techniques you utilize to address objections, such as active listening, empathizing with the client’s concerns, and providing factual data to counter doubts. A real-life example can add credibility to your response.

You might mention using a mix of cold calling, networking events, and social selling to identify potential new clients. Discuss how you research and map out prospects to actively engage with them.

Describe your negotiation approach, emphasizing the importance of understanding the value you offer compared to competitors. Provide a specific example of a successful negotiation that resulted in a win-win deal.

Discuss the systems or methods you use to track sales opportunities and their stages in the pipeline. Mention the importance of regular updates and transparent communication with your team to maintain accuracy.

Share your techniques for closing deals, such as establishing strong relationships with key stakeholders, understanding critical business drivers, and being able to navigate and manage internal politics within organizations.

It’s beneficial to mention specific sources you follow, such as industry publications, webinars, conferences, or professional networks. Showing that you actively seek knowledge reflects your commitment to your role.

Provide a specific example detailing the actions you took that led to surpassing your targets, including how you managed your time and resources effectively throughout the sales process.

Detail your experiences working with marketing teams, discussing how you utilize their insights on market trends and campaigns to fine-tune your sales strategies and enhance lead quality.

Discuss your philosophy on relationship-building based on trust, transparency, and consistently delivering value. Share how you maintain communication and follow-ups to ensure lasting partnerships.