Smallstep · 5 hours ago

Sr. Enterprise Account Executive

United States

Full-time

Remote

Mid, Senior Level

$100K/yr - $150K/yr

3+ years exp

Maximize your interview chances

Identity ManagementNetwork Security

Insider Connection @Smallstep

Discover valuable connections within the company who might provide insights and potential referrals.
Get 3x more responses when you reach out via email instead of LinkedIn.

Responsibilities

Outbound Prospecting: (25%)

Multichannel prospecting techniques (Cold Call, Email, Linkedin inmail)

Booking monthly quota of meetings with ICP prospects from Target Account list

Identify net-new opportunities w/ ICP prospects

End-to-end Deal Lifecycle: (65%)

Qualifying in/out inbound leads via MEDDIC sales methodology

Progressing opportunities mid-funnel through sales stages

Working with Sales Engineer to provide a contextual, tailored demo

Create value-based proposals

Account Management: (10%)

Maintaining a portfolio of 10+ customers

Identify product usage gaps and Cross-sell new products and services

Support escalation (when needed), information and guidance

Align Smallstep technical colleagues with customer stakeholders to gain trust, provide product support and help close upsells

Prepare quarterly business reviews (as needed)

Revenue Operations:

Weekly Sales Forecasting

Maintaining clean Hubspot records

MEDDIC Sales Methodology

Quarterly territory plan

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

SaaS sales experienceEnterprise sales experienceMEDDIC sales methodologyData-driven mentalityHubspot proficiencySaaS Security productsSales forecastingOutbound prospectingSequencing softwareCross-sellingQuarterly business reviewsSales quotasTechnical buyer engagement