Responsibilities
- Lead and mentor a growing team of enterprise account executives, starting with four and expanding to eight to ten by year-end through targeted recruitment from personal networks and the broader market.
- Implement and maintain a rigorous sales process grounded in MEDDPICC methodology, including structured deal reviews, pipeline evaluations, and forecast meetings to ensure team accountability.
- Coach sales representatives using Challenger and JOLT frameworks, conducting deal playback sessions via Gong to identify obstacles and improve effectiveness in engaging champions and economic buyers.
- Manage the complete talent lifecycle, from recruitment and onboarding to performance development and, when necessary, performance-based transitions, prioritizing the retention of top-tier sales professionals.
- Drive key performance metrics such as time-to-ramp, quota achievement distribution, pipeline generation per representative, and activity-to-results ratios.
- Hold accountability for achieving new-logo annual recurring revenue targets in North America, ensuring performance across various deal sizes and product offerings.
- Enforce pipeline coverage standards by defining stage-specific criteria based on MEDDPICC, setting expectations for coverage ratios, and ensuring pipeline totals reach three to four times committed revenue.
- Deliver reliable sales forecasts by clearly differentiating between Commit, Most Likely, and Upside scenarios, with forecast integrity serving as a measure of leadership credibility.
- Engage directly in high-stakes opportunities, guiding account executives through complex enterprise sales cycles involving procurement, legal, and executive stakeholders.
- Track and enhance win rates, average selling price, and sales cycle duration as key indicators of team performance and operational effectiveness.
- Articulate product strengths into compelling value propositions tailored to enterprise decision-makers, including Chief Data Officers and technical leaders who require deep domain expertise.
- Use Challenger-based techniques to create urgency by focusing on critical business challenges in data quality, reliability, and governance rather than product features.
- Maintain up-to-date competitive intelligence on data observability, data quality, and data management solutions to guide positioning and strategic decisions in active deals.
- Collaborate with Product teams to convey enterprise customer needs, roadmap priorities, and competitive gaps to influence product development.
- Work with Marketing to refine target account strategies, enhance ideal customer profiles, and develop content and events that generate qualified enterprise pipeline.
- Ensure smooth transitions to Customer Success teams to safeguard future expansion revenue and establish strong account foundations from the outset of the sales process.
- Act as a strategic advisor within company leadership, contributing insights on go-to-market strategy, pricing models, and long-term organizational direction.
Compensation
Up to 100% employer-paid benefits for health, dental, and vision for specific plans
Work Arrangement
Distributed team environment with high accountability and over-communication
Team
Leadership role managing a growing enterprise sales team with direct reporting and cross-functional collaboration
Other
- Must be available to travel up to 50% for customer engagements, team meetings, industry events, and trade shows.
- Must be based in the United States and capable of thriving in a distributed work environment with strong communication habits and personal accountability.
- Offers a flexible paid time off policy.
- Provides health, dental, and vision benefits with employer coverage of up to 100% for selected plans.
- Access to discounted services and products from major vendors through the company’s PEO partnerships.
- Equipment provided includes an Apple MacBook Air.
- Complies with equal employment opportunity standards, inclusive of job history, disability, gender identity, religion, race, color, caste, marital or parental status, veteran status, and other protected categories.
Not specified
