Enterprise Account Executive
Loft Labs
full-time
Posted on:
Location Type: Remote
Location: California • United States
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Salary
💰 $140,000 - $170,000 per year
About the role
- Strategic Territory Management: Own a dedicated patch of Enterprise accounts. Build a comprehensive territory plan to uncover new opportunities and expand existing footprints.
- Full-Cycle Execution: Manage the entire sales lifecycle from prospecting and discovery to negotiation and close. You are a "Hunter" who enjoys the thrill of the chase but executes with the precision of a consultant.
- Multi-Threaded Selling: Navigate complex organizations to build consensus across technical champions (Dev/Ops/Security practitioners) and executive economic buyers (CTO, CIO, CISO, CFO).
- Value Engineering: Move beyond feature/function selling. articulate a clear "Business Value Assessment" (BVA) that ties our technical capabilities to the customer's top-line revenue or bottom-line efficiency.
- Methodical Forecasting: Maintain hygiene in Salesforce/CRM. Utilize MEDDPICC or Command of the Message methodologies to provide accurate weekly, monthly, and quarterly forecasts.
Requirements
- Experience: 7+ years of quota-carrying field sales experience, with at least 3+ years selling specifically to the Enterprise ($100k - $1M+ ACV).
- Technical Aptitude: You don’t need to code, but you must be "technically fluent." You can hold your ground in a conversation with a VP of Engineering or a Chief Architect about their tech stack, workflow, and pain points.
- Methodology Master: You live and breathe sales methodology. You can clearly explain how you use MEDDPICC/MEDDIC to qualify deals and de-risk your pipeline.
- Consistency: A documented history of performing in the top 10-20% of your cohort. We want to see President’s Club awards and consistent quota over-achievement.
- Start-Up Grit: Experience working in a high-growth environment (Series B to IPO phase). You are comfortable with ambiguity and are willing to build the playbook, not just read it.
Benefits
- Competitive Salary: We offer a competitive compensation package, including equity.
- Platinum-Level Insurance: Health, dental, vision, and life Insurance, including plans for you and eligible dependents (benefits vary depending on country).
- Flexible Working Schedule: You have a doctor’s appointment or need to head to the supermarket to get groceries at 2pm? We won’t have an issue with that. To us, results matter more than clocking in and out at the same time every day.
- Workplace Flexibility: We’re very flexible about where you work. We know things can change in life and we’re happy to adjust the work environment for you along the way.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
sales lifecycle managementprospectingnegotiationforecastingMEDDPICCCommand of the MessageBusiness Value Assessmentquota-carrying salestechnical fluencyEnterprise sales
Soft skills
strategic planningmulti-threaded sellingconsensus buildingconsultative sellingadaptabilitygritperformance consistencycommunicationrelationship managementproblem-solving