Account Executive (East Coast US)

Zema Global•New York, MA

2d•Remote

About The Position

We are seeking a results-oriented Account Executive to drive growth by selling our solutions to large, enterprise-level organizations. In this role, you will be responsible for managing new logo sales cycles, developing strategic relationships with key decision-makers, and ensuring a consultative approach to solving customer challenges. The ideal candidate has experience working with Fortune 1000 clients or similarly sized organizations and thrives in high-pressure, high-reward environments.

Requirements

Approximately 5+ years’ experience in B2B sales, including experience managing complex or enterprise level opportunities.
A demonstrable record of achieving or exceeding individual sales targets.
Experience selling SaaS, DaaS, software, data, analytics or other technology led solutions.
Professional exposure to energy and commodities
Experience generating new business and building pipeline through outbound prospecting.
Ability to manage the complete sales process, from initial engagement through negotiation and close.
Experience engaging multiple stakeholders across business, technical and leadership functions.
A consultative approach to understanding customer challenges and positioning solutions.
Experience using Salesforce or a comparable CRM to manage pipeline and forecasting.
Ability to work independently within a remote environment while collaborating effectively across teams.
Willingness to travel approximately 25–50%.
Only candidates with professional experience in the software/SaaS industry, the energy industry, or both will be considered for this role.

Nice To Haves

Experience selling energy market data, commodity analytics, curves, forecasting or risk management solutions.
Experience working with large enterprise or Fortune 1000 customers.
Familiarity with energy companies, utilities, commodity traders or financial institutions.
Experience creating proposals, business cases and responses to formal RFPs.
Bachelor’s degree in business, marketing, economics, energy or a related discipline.
Existing relationships or market knowledge within the East Coast energy and commodities sector.

Responsibilities

Identify and target enterprise accounts through prospecting and lead generation activities.
Build a pipeline of qualified opportunities by engaging with senior-level executives and stakeholders.
Creation of proposals, assist RFP responses, and communication of the value proposition to align solutions with client needs.
Achieve and exceed assigned sales quotas for Zema Global’s Data, Curves, and Analytic solutions.
Prospect and generate new leads within the target market (energy companies, utilities, financial institutions) in the assigned territory.
Conduct thorough discovery calls to understand client needs and demonstrate how Zema Global’s solutions can address their challenges and create value.
Collaborate with clients to understand their business needs and align our solutions to address them.
Develop and deliver compelling sales presentations and product demonstrations to prospective customers.
Manage the entire sales cycle from lead generation to close, including proposal development, contract negotiation, and hand-off to Relationship Management and Customer Success.
Collaborate closely with internal teams, including pre-sales, product, and customer success, to ensure a seamless customer experience.
Stay up-to-date on industry trends and competitor activities.
Develop customized proposals, presentations, and business cases for potential customers.
Accurately forecast sales opportunities and maintain a robust sales pipeline in CRM.
Represent Zema Global at industry conferences and events as required.
Establish and maintain long-term relationships with key decision-makers and C-suite executives.
Serve as a trusted advisor by offering strategic insights and recommendations that drive value for the client.
Ensure smooth handoffs to Customer Success and Account Management teams to foster client retention and growth.
Partner with internal teams, including Product, Marketing, and Solution Engineering, to create tailored solutions.
Maintain accurate sales forecasts and pipeline visibility within the CRM (e.g., Salesforce).
Report on sales performance metrics and progress toward targets to leadership.