Opal

Account Executive

• Strategically develop and close new business opportunities to meet quota objectives within your assigned region.
• Collaborate with Customer Success to build expansion plans for Opal’s top enterprise accounts. Develop and close growth opportunities to meet quota objectives within your assigned region.
• Master the positioning of Opal capabilities and solutions to demonstrate differentiated value to prospects and customers.
• Strategically engage prospects and customers with well-researched, value-focused insights that address their unique business situation.
• Maintain a clear understanding of the market and your book of accounts, continuously adapting to changing dynamics.
• Embrace and master the Opal sales operating rhythm including consistent and effective discovery, internal communication, collaboration, reporting, and forecasting.

Senior Enterprise Account Executive

• Define and execute sales strategies to meet and exceed assigned quota
• Manage the full sales cycle through prospecting, qualifying, managing POVs, and closing opportunities
• Partner with your CSM and SE counterparts to build strong partnerships, deliver continuous value, identity upsell opportunities, and ensure timely renewals for our customers
• Acquire and maintain knowledge of the access management industry and emerging competitive landscape
• Collaborate with the GTM team on sales best practices, key learnings of the industry and trends, and iterations of messaging and sales assets for pipeline generation and management
• Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization
• Document your results and maintain accurate data across all sales systems

Enterprise Account Executive

Solutions Engineer

• Architect and oversee Proof-of-Value (POV) engagements, ensuring customers can effectively assess how Opal integrates into their enterprise environment and addresses their unique needs.
• Translate complex customer use cases and security objectives into actionable solutions, advising on best practices for seamless implementation while maximizing value.
• Act as a senior technical advisor, balancing strategic thought leadership with hands-on guidance to address technical challenges and foster long-term trust.
• Partner with sales teams to drive deal progress, engage key stakeholders, and ensure alignment between technical solutions and business outcomes.
• Capture and synthesize customer feedback and pain points, and partner with Product Development and Engineering to influence roadmap decisions and prioritize market-relevant features.
• Lead nuanced discussions around customer-specific needs and product design tradeoffs, helping Opal remain scalable while meeting enterprise demands.

Customer Success Manager

• Own Engagement at Partner Schools
• Build a Student Movement
• Amplify Student Voices
• "Vibe code", automate, scale

Youth Advocacy & Success Manager

Recruitment

• Create an effective, creative sourcing strategy that actually converts LinkedIn DMs to recruiter calls
• Become a true partner to our hiring managers: truly get to know their team, develop an opinion on who should join the team next, and help to continually evolve our interview process
• Bring Opal to IRL.. go to events, go to meetups, bring engineers to our office for pizza and Mario Kart
• Help build the infrastructure around how we hire — market maps, employer brand, and how Opal shows up to candidates before they ever apply
• Manage the candidate experience from sourcing through close!

Senior Enterprise Account Executive

Enterprise Account Executive

Solutions Engineer

Youth Advocacy & Success Manager

Recruiter, GTM – Engineering