Enterprise Account Executive
Vanta
Cyber Security
Account Executive, CST/EST, Remote, United States
M-Files
full-time
Posted on:
Location: 🇺🇸 United States
Visit company websiteJob Level
Mid-LevelSenior
About the role
- Prospecting, qualifying, and closing new logo opportunities within assigned territories or verticals
- Identifying upsell and cross-sell opportunities within existing customer accounts
- Conducting discovery conversations to understand customer challenges and align M-Files solutions accordingly
- Delivering compelling product demonstrations and lead consultative sales discussions
- Building and managing a strong sales pipeline using CRM tools (e.g., Salesforce)
- Partnering with internal teams (Sales Engineering, Customer Success, Marketing, etc.) to deliver high-quality customer experience
- Generating proposals, leading contract negotiations, and closing deals with multiple stakeholders
- Staying informed on product capabilities, competitive positioning, and market trends
- Traveling for key customer meetings, industry events, or onsite presentations as needed
- Direct Sales team members
- Sales Engineers
- Business Development Representatives
- Professional Services
- Customer Success
- Product Management
- Marketing
Requirements
- Bachelor's degree and/or equivalent work experience as outlined
- 3 - 5 years of full-cycle B2B SaaS sales experience, preferably in information management, enterprise software, or content/document management.
- Demonstrated success in both new business acquisition and account expansion
- Strong communication and presentation skills, both written and verbal
- Consultative selling skills and ability to lead technical discoveries
- Experience navigating complex sales cycles and working with multiple stakeholders
- Highly motivated, organized, and results-driven
- Proficient in Salesforce or similar CRM platforms
- Familiarity with solution selling frameworks (e.g., SPICED, MEDDIC, Challenger)
- Experience selling to mid-market or enterprise accounts
- Background in Energy, Utilities, Professional Services, or other knowledge work industries
- Experience working in a fast-paced, high-growth SaaS environment
