Enterprise Account Executive
Title: Enterprise Account Executive
Department: Revenue
Reports To: Senior Manager, Growth Sales
FLSA Status: Exempt
Job Summary:
Prove Enterprise Account Executive oversees sales activities, and participates in strategic reviews. The ideal candidate will have previously sold into banking and financial services and have experience in the Identity, Authentication, Fintech or Security industries.
Key Responsibilities:
Become a trusted partner selling Prove strategic solutions that meet/exceed the business needs of the client/prospect
Routinely meet or exceed sales quotas: ACV bookings and in-year revenue
Build and maintain relationships with enterprise level clients, understanding the organization’s strategic initiatives in digital identity and authentication
Develop a deep knowledge of how Prove solutions meet the client/prospect’s use case
Independently build and manage your direct sales pipeline in assigned accounts and/or a geographic region
Develop a deep knowledge of the prospect's organizational structure and buying process
Conduct discovery sessions to clearly understand the prospect’s business needs, priorities, budget, timing and key KPIs
Translate data study results to an executive summary that clearly articulates how Prove met the data study business objectives
Prepare prospect proposals, negotiate business terms, and manage the overall contractual process
Communicate effectively with internal stakeholders and set realistic external expectations
Utilize internal resources efficiently and effectively to drive the sales process with clear thought leadership
Keep the company informed on market intelligence regarding the identity verification and authentication markets
Promote, maintain and enhance our cultural values of humility, passion, inclusion and leadership
Exhibit a strong passion for learning about our products and markets through in-house and external training.
Qualifications and Experience:
3 to 5 years of quota-carrying experience selling complex SaaS based solutions with a strong track record of closing enterprise-level deals over $250k in ACV/ARR
Experience and relationships with fintech, insurtech or retail companies
Sales hunter mentality and an entrepreneurial spirit
Strong history of quota attainment
Possesses the ability to communicate simply, articulately while exuding confidence and humility
Must have the ability to tell a compelling business story, deeply understand the prospects business goals and lead a sales process
Desire to understand and communicate the underlying technology to business prospects
Understanding of the security ecosystem with a focus on Identity
Strong prospecting, qualifying, and negotiating skills; consultative sales approach with a business solution centric mindset
A self-starter. Need to have a roll-up-your-sleeves mentality with an ability to work independently in a fast-paced, high-growth environment
Experience in cybersecurity, fintech, or fast-growing startups is required
Experience in a high-growth tech startup growing from $50m to $200m in ARR
Promote, maintain and enhance our cultural values of humility, passion, inclusion, and leadership.
Strong passion for learning about our products and markets through in-house and external training.
Experience in high-growth /pre-IPO Technology companies
The anticipated salary pay range for Metro 2 areas for this role is $150,000K - $165,000 plus sales incentive plan.
The anticipated salary pay range for Metro 3 areas for this role is $130,000 - $140,000 plus sales incentive plan.
Offered salary will be determined by the applicant's experience, knowledge, skills, geo-location and abilities as well as internal equity and alignment with market data.