Enterprise Account Executive

As an Enterprise Account Executive at Windsurf, your main responsibilities include sourcing and closing new business accounts, researching customer business objectives to drive effective outreach, and navigating complex organizational structures to identify key decision-makers. Additionally, you'll execute value-driven sales cycles, work closely with Deployment Engineers for Proof of Values, and help build executive-ready business cases. Collaboration with internal teams to ensure customer success and consistently hitting your ARR targets will also be crucial.

To qualify for the role of Enterprise Account Executive at Windsurf, candidates are expected to have at least five years of experience in SaaS sales, with a minimum of two years specifically working with large enterprises. A strong background in pipeline generation and operational rigor is essential. Candidates should possess technical aptitude to quickly learn about our product offerings and the software development lifecycle. Adaptability and a passion for the vibrant startup culture are also key traits we're looking for.

At Windsurf, we believe in the continuous development of our talent. Our Enterprise Account Executives benefit from world-class enablement programs designed to enhance individual skills and sales strategies. We provide a supportive environment where team members can learn from one another, share best practices, and collectively drive improvement through targeted training and mentorship. This commitment to growth not only strengthens our sales force but ensures that we’re all evolving together.

The hiring process for an Enterprise Account Executive at Windsurf typically involves several steps to ensure the right fit for both the candidate and our team. After submitting your application, you can expect an initial screening call with HR followed by interviews with key stakeholders within the sales team. During these interviews, your experience, qualifications, and fit with our company culture will be assessed. Additionally, candidates may undergo role-specific assessments to evaluate their sales techniques and technical understanding.

The work culture at Windsurf is dynamic, collaborative, and focused on achieving excellence. We operate with a high degree of trust and ownership, giving our team members the autonomy to pursue their goals while being part of a supportive community. We believe in teamwork, and our sales reps celebrate both our wins and losses together. Our office environment encourages open communication, innovative thinking, and a unified effort towards achieving our ambitious sales targets.

In answering this question, highlight a specific instance where you successfully navigated a complex sales cycle. Mention the challenges faced, your strategy for engaging stakeholders, and the ultimate results. Use metrics like ARR growth or customer retention to quantify your success.

Discuss your specific strategies for pipeline management. You might mention using CRM tools, setting performance metrics, and scheduling regular reviews to ensure you're focused on high-potential leads. Share examples of how this approach has led to closing deals effectively.

Answer this question by outlining your approach to cold outreach. Discuss research techniques that allow you to tailor your messaging, the importance of finding common ground, and your follow-up process. Including an example of a successful cold outreach would be impactful.

This question allows you to showcase your collaborative spirit. Talk about how you have worked closely with implementation teams and other departments to communicate customer needs and expectations effectively, ensuring both team alignment and customer satisfaction.

Here, it's beneficial to share concrete tactics you've applied. Discuss relationship-building with champions inside the company, understanding their unique challenges, and creating tailored business cases that resonate with high-level executives.

Indicate your ability to conduct industry research to tailor your pitch. Explain how you incorporate language or benefits that directly relate to the client’s specific pain points or goals. Providing an example from a previous role can enhance your answer.

Discuss metrics such as ARR, pipeline velocity, and customer retention rates. Mention the tools and methods you use for tracking these metrics, emphasizing how they guide your daily sales strategies and long-term planning.

Use this opportunity to showcase your adaptability. Describe a situation that required you to pivot your strategy due to changes in the market or a customer’s situation and how successfully navigating that led to a positive outcome.

Describe the technology tools you use to enhance your efficiency and effectiveness in sales. This includes CRM systems, data analytics tools, and communication platforms. Discuss how these help you better understand customer needs and maintain organization.

Here, emphasize resilience and positive mindset techniques. Discuss your personal strategies for staying motivated, such as setting smaller goals, seeking support from teammates, or leveraging past successes to maintain focus.