Enterprise Account Executive

Job Description

Job Description

Job Title: Enterprise Account Executive

Department: Sales

Reports to: CRO

Job Summary: An Enterprise Account Executive is responsible for managing and growing relationships with key clients, focusing on high-value accounts. They work to understand clients' business needs, develop tailored solutions, and drive revenue growth through strategic planning and consultative selling. This role involves coordinating with internal teams, negotiating contracts, and ensuring client satisfaction to foster long-term partnerships.

Responsibilities and Duties

• Responsible for acquiring new customers and driving growth within existing accounts.
• Manage deals ranging from $35K to $300K, with an average deal size of $75K and potential for larger opportunities. Sales cycles typically last 6-9 months.
• Assigned a specific geographic region with a defined Ideal Customer Profile (ICP). Identify and target approximately 200 key accounts within the region, collaborating with Sales Development Representatives (SDRs) to execute the plan.
• Oversee a small number of existing growth accounts, with a focus on identifying new opportunities within these accounts.
• Proficient in sales methodologies such as MEDDPICC, Command of the Message, Value Selling, and Challenger Sale.
• Experienced in co-selling with Sales Engineers, Professional Services, Channel Partners, and other teams.
• Demonstrates a strong ability to generate leads and engage in successful outbound sales efforts.
• Skilled in territory planning and accurate forecasting.

Qualifications

• Bachelor's degree in sales or a related field, or equivalent experience.
• 5-7 years of sales experience preferred, with a proven track record of handling deals of similar size and complexity.
• A blend of experience in both start-ups/scale-ups and established companies like Salesforce, Oracle, or SAP.
• Focused experience in regions such as Chicago, Texas, and the New York metro area (including New Jersey, New York, Connecticut, and Pennsylvania).
• Preferred experience in selling Supply Chain or Data Management Platforms, particularly to industries like Food & Beverage, Consumer Packaged Goods (CPG), and manufacturing.

Specright is a leading software company specializing in Specification Data Management (SDM) solutions. Founded in 2014 by Matthew Wright, the company is headquartered in Tustin, California. Specright's innovative platform enables businesses to digitize, organize, and manage critical specification data related to products, packaging, ingredients, and raw materials.

By providing a centralized repository for specification data, Specright helps companies like Amazon, Costco, Albertsons, Tyson, Keurig Dr. Pepper, Colgate-Palmolive, Georgia Pacific, Taylor Farms, Johnson & Johnson and many more improve supply chain efficiency, ensure compliance, accelerate product development, and reduce costs associated with errors and miscommunications. Their solutions cater to a wide range of industries, including consumer packaged goods, retail, food and beverage, and manufacturing.

Specright has garnered recognition for its transformative approach to data management, and was named one of Fast Company's Most Innovative Companies for 2023, had three executives honored as Supply & Demand Chain Executive Pros to Know in 2023 and won Food Logistics' 2022 Top Software & Technology Provider award. With over 100 reviews and a 4.5/5 star rating on G2 Crowd, Specright is fostering a growing community of users committed to driving operational excellence through precise specification management.

Culture

We are an energetic company with an entrepreneurial, informal, versatile, intelligent, and fast-paced culture. We promote an open and relatively flat organization with an emphasis on collaboration, sharing ideas and information. It's more important to innovate, then worry about making mistakes.

Perks

• Competitive salaries & equity packages
• Open vacation policy & flexible work hours
• Full benefits package that includes Medical, Vision, Life, Dental, 401k, etc