Opkey · 1 week ago
Enterprise Account Executive
Pittsburgh, PA
Full-time
Hybrid
Mid, Senior Level
4+ years expOpkey is a company that empowers enterprises to maximize their ERP investments through AI-powered automation. They are seeking an experienced Enterprise Account Executive to identify and close revenue opportunities for their SaaS platform, focusing on enterprise digital transformation and automation.
Artificial Intelligence (AI)Penetration TestingSoftware
Responsibilities
Run a Full-Cycle Enterprise Sales Motion: Own the entire sales lifecycle - from prospecting and multi-threading, to business case development, to contract negotiation and close - with a focus on mid-six to seven-figure ARR opportunities
Pipeline Creation & Discipline: Develop pipeline through outbound prospecting, channel collaboration, referrals, and ABM inputs. Maintain accurate, data-driven forecasting in CRM and operate with high deal hygiene
Drive Enterprise ERP Ecosystem Sales: Engage stakeholders within the Oracle Cloud and Workday ecosystem, including business leaders, IT owners, system integrators, and transformation partners
Master Consultative & Value-Based Selling: Lead discovery, identify compelling pain sequences, articulate transformation value, shape solution fit, and tailor positioning to customer priorities and processes
Navigate Complex Buying Committees: Multi-thread across business, IT, finance, procurement, and risk stakeholders to advance deals, neutralize obstacles, and accelerate closure
Partner Cross-Functionally: Collaborate with marketing, solutions engineering, product, and customer success to win deals, support POCs, and ensure successful handoffs and long-term expansion
Champion Sales Methodology: Apply frameworks including MEDDPICCR, SPICED, or similar to qualify deeply, build mutual action plans, manage evaluation criteria, and ensure predictability of outcomes
Qualification
Required
4+ years of B2B enterprise sales experience, ideally in SaaS, services, or automation
Consistent success closing six- and seven-figure enterprise deals
Understanding of enterprise transformation, business process automation, or ERP modernization
Mastery of sales methodologies including MEDDPICCR, SPICED, or comparable frameworks
Skilled in multi-threading, objection handling, and competitive positioning
Strong business case development and executive presentation skills
CRM discipline and forecasting accuracy (HubSpot, Salesforce, or similar)
Collaborative mindset with a bias toward preparation, learning, and iteration
Comfortable commuting to Pittsburgh office + traveling to enterprise clients as needed
Preferred
Experience selling into Oracle Cloud (Fusion) and/or Workday ecosystems strongly preferred
Bachelor's degree preferred
Company
Opkey
Opkey is an AI test automation platform to help organizations continuously test finance, HR, and enterprise resource planning software.
201-500 employees
Funding
Current Stage
Growth StageTotal Funding
$57MKey Investors
PeakSpan CapitalVertica Capital PartnersUST
2024-08-22Series B· $47M
2022-08-28Series A· $8M
2020-07-29Corporate Round· $1M
Leadership Team
Avinash Tiwari
Co-Founder
Lalit Jain
Co-Founder - COO
Recent News
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