Account Executive, Enterprise

Sprout Social

8d•$182,400 - $301,000•Remote

About The Position

Sprout Social is hiring an Account Executive for its Enterprise Sales team. The role sells the Sprout social intelligence platform to enterprise businesses and is responsible for developing and closing opportunities with new and existing customers, growing customer accounts, building a productive pipeline, and achieving revenue targets. The Account Executive builds relationships across customer organizations, from end users to executives and senior decision makers, and works with internal partners to move opportunities forward and deliver value to customers. The role includes a structured onboarding and development timeline. During the first month, the hire completes training, learns Sprout’s products, sales processes, messaging and customer stories, shadows Account Executives, and aligns success metrics with the Director of Enterprise. By three months, the hire begins managing existing customers, researching their priorities, identifying expansion opportunities, building account and territory plans with cross-functional colleagues, and consistently pursuing activity goals. By six months, the hire is expected to develop C-level customer relationships, coordinate effectively with internal teams, travel locally or out of state to meet critical customers quarterly, become knowledgeable about Sprout and social media trends, and achieve monthly and quarterly revenue targets. Within 12 months, the hire is expected to mentor and develop a BDR, share best practices with peers, and consistently meet or exceed activity, pipeline, and new business metrics. The timeline may change based on business needs and manager discretion. Sprout supports remote work in many U.S. locations, though it is not set up in every state. The position is remote where available; an office requirement would be stated in the listing and offer letter. The role may require local or out-of-state travel to meet critical customers quarterly. The current hiring range is $182,400–$250,800 OTE annually, consisting of base salary plus incentives at target performance. Geographic salary bands are $200,600–$301,000 for Zone 1 (New York, California, Washington) and $182,400–$273,600 for Zone 2 (all other U.S. states). Individual pay depends on geographic zone, relevant experience, and skills.

Requirements

At least 4 years of closing experience in B2B sales.
Proven success selling to and cross-selling within enterprise organizations.
Ability to manage numerous prospective accounts, identify problems and opportunities, and consultatively provide solutions.
Strong business acumen and a customer-centric approach to growing customer accounts.

Nice To Haves

Experience building relationships, presenting, and selling to senior-level decision makers across multiple functions.
SaaS experience.
Experience working with internal partners and cross-functional stakeholders to increase deal momentum and exceed prospect and customer expectations.
Strong understanding of the Marketing Tech landscape.
Tech-savviness.

Responsibilities

Prospect, develop, and close sales opportunities with new and existing enterprise customers.
Meet and exceed prospecting and meeting activity goals to build a productive pipeline and consistently attain quota.
Build deep relationships across customer organizations, engaging executives and vice presidents as well as end users.
Manage existing customer accounts and identify opportunities to expand into new business units or increase platform utilization.
Conduct research into customers’ brands, cultures, KPIs, partners, and success metrics to add value and act as a trusted advisor.
Co-build account and territory plans with BDRs, Professional Services, Solutions Engineers, and Customer Success teammates.
Coordinate regularly with the BDR on communication and expansion opportunities.
Understand customer organizational transitions and mitigate churn risk.
Build strong working relationships with internal peers and partners, including Customer Success, Professional Services, Solutions Engineering, and Legal.
Travel locally or out of state to meet critical customers quarterly.
Achieve monthly and quarterly revenue targets and meet or exceed monthly activity, pipeline, and new business metrics.
Mentor and develop the BDR and share sales best practices with peers.

Benefits

Medical, dental, and vision insurance for employees and eligible dependents.
Free access to Modern Health mental health support, including coaching, therapy sessions, and digital wellness resources.
401(k) plan with a 50% company match on the first 6% of contributions.
Employer-paid life and disability insurance.
Flexible paid time off and company-wide Rest & Recharge days.
Up to 16 weeks of paid parental leave.
Annual $1,000 lifestyle spending account.
One-time $550 home office setup stipend and monthly $50 internet stipend.
16 hours of paid volunteer time annually and a $100 annual charitable donation match.
Pre-tax commuter benefits.
Subsidized child and eldercare through Care.com.
Discounted pet insurance through Figo.
No-cost personalized financial wellness support through Your Money Line.