Enterprise Account Executive

3 months ago
Full time role
Remote · San Francisco, CA, US... more
Remote · San Francisco, CA, US... more

Job Description

At SINAI we believe sustainability is value creation. We’re on a mission to help every company implement and execute its sustainability strategy. Our differentiated platform helps companies manage, track, analyze, and forecast emissions and emission reduction initiatives in a cost-effective way. Whether a company is taking the first steps on its decarbonization journey or far down its path with financially modeling complex reduction initiatives, we’ve got a solution to help!

As an Enterprise AE at SINAI, you’ll be a critical part of our GTM team. You’ll own your territory, creating the outbound strategy to drive pipeline and generate net new and expansion sales. We are looking for someone with a proven track record of success at our stage and operating as a full-cycle AE (new logo and expansion). Strong communication is a must since you’ll work with marketing, sales, and customer experience while selling to companies with an international footprint.

Your days will be exciting! You’re going to be responsible for:

  • Develop and own your territory plan, including sales strategy, account selection and mapping, outreach strategy, and messaging to drive pipeline growth
  • Own the full sales cycle from open to close by running discovery, demo, negotiation, contracting, and account expansion meetings
  • Create and iterate your sales pitch to match market, industry, and buyer needs
  • Work with Customer Experience to identify high-priority expansion accounts to grow revenue
  • Work with marketing to develop messaging for multiple campaign types (demand creation, demand generation, ABM)
  • Work cross-functionally to provide real-time feedback on prospects’ problems and reception of our product to inform roadmap and messaging
  • Become an expert on our market, industries, buyers, and product
  • Make sure we’re engaging in relevant industry events, publications, and associations

You’ll excel in this role if you embody these traits:

  • Have a competitive spirit and desire to be the best version of yourself
  • Take ownership, being creative and resourceful to hit and exceed targets
  • Enjoy challenges and change, adapting to both quickly without missing a step
  • A strong bias toward action
  • High IQ & EQ with the ability to make complex topics simple and connect with buyers
  • Have strong written and verbal communication skills
  • Detail-oriented with strong time management skills
  • You’re curious and seek to understand by asking questions that go well below the surface
  • Desire to grow and are coachable
  • Able to receive and implement feedback; as well as give it
  • Humble confidence, believing in yourself and controlling executive conversation without an ego

You should have the following experience:

  • 5+ years of enterprise sales experience, selling five and six-figure at early-stage companies (Seed - Series B preferred)
  • Experience selling complex enterprise solutions to VP and C-Level executives
  • Experience building alignment with large buying committees and across business units within an organization
  • Proven ability to continually hit net new sales targets as a quota-carrying seller
  • Creating and iterating on sales pitches in response to market feedback
  • Experience with Challenger, GAP, Value Selling, Consultative Selling, or MEDDPICC
  • Experience with HubSpot is a plus
  • Experience with inside and outside selling motion
  • Experience in sustainability is a plus

What we’ll offer

The final compensation package for this role will be determined during the interview process and is based on a variety of factors, including, but not limited to: geographic location, internal equity, skill set, experience and training. This role is also entitled to receive commission or other variable compensation through SINAI's incentive compensation program, which is not listed in the salary range below.

For this role, the estimated base salary is between $115,000 - $175,000. This range is a guideline and representative of skill levels within the role. You should not expect to be at the top of the range unless you have complete mastery in all skills required for this role. The base salary range for this role may be modified.

We offer our team a comprehensive benefits package including equity, healthcare reimbursement, 401k, paid parental leave, unlimited PTO, an end-of-year company shutdown period, quarterly wellness days, work from home reimbursement, and an annual wellness stipend.

SINAI Technologies provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age or disability.

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