Account Executive, Strategic Enterprise

Sprout Social

4d•$252,000 - $315,000•Remote

About The Position

Sprout Social is hiring an Account Executive for its Strategic Enterprise sales team. The role focuses on growing a select group of named customer accounts while building new pipeline and converting opportunities in assigned prospect accounts. The Account Executive manages complex enterprise purchasing processes, partnering with stakeholders such as procurement, legal, and security, and is responsible for consistently meeting and exceeding quota. The position calls for a customer-centric, highly driven and tech-savvy seller with strong business acumen. The Account Executive will build deep, multi-threaded relationships across customer organizations, including executive and VP-level decision makers as well as end users. The role involves close collaboration with a BDR, Professional Services, Customer Success, and other sales resources, and may include representing Sprout at conferences and trade shows. Sprout provides onboarding and role development, including product and sales-process training, call shadowing, platform and messaging education, and certifications. The anticipated first-year progression includes building customer relationships and account plans, developing pipeline, establishing C-level connections, meeting revenue and activity targets, and mentoring a BDR and sharing best practices. Timelines 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 current hiring range is $252,000–$315,000 OTE annually, consisting of base salary and incentives at target performance. Compensation varies by geographic zone, experience, skills, and performance.

Requirements

At least 8 years of software sales experience, with most of that experience in a closing role.
Proven success selling complex enterprise solutions.
Consistent overperformance in previous roles, placing in the top 5% of the company.
Strong business acumen and a customer-centric approach to growing customer accounts.

Nice To Haves

Experience establishing deep relationships and presenting and selling to C-suite decision makers across multiple functions.
Experience in a team-selling environment and managing a team of supporting account resources.
Ability to accurately forecast and manage pipeline on a monthly and quarterly basis.
Strong passion for the impact social media can have on large enterprises.
Tech-savvy approach to enterprise sales.

Responsibilities

Develop growth strategies for a select group of named customer accounts and build net-new pipeline in assigned prospect accounts.
Manage enterprise purchasing processes within global organizations, coordinating with procurement, legal, security, and other partners.
Meet and exceed assigned quota, revenue, pipeline, and activity goals.
Build deep, multi-threaded relationships across accounts, including with executive- and VP-level stakeholders and end users.
Collaborate with BDR, Professional Services, and Customer Success teammates to build account and territory plans and coordinate business generation and expansion opportunities.
Research customers’ brands, cultures, KPIs, partners, and success metrics to provide value and become a trusted advisor.
Understand customer contract terms and identify opportunities to expand into business units or increase platform utilization.
Monitor customer transitions and mitigate churn risk.
Represent Sprout at conferences, trade shows, and events to engage potential leads and build the customer base.
Mentor and develop a BDR and share sales best practices across the organization.

Benefits

Medical, dental, and vision insurance for employees and eligible dependents.
Free access to Modern Health mental health coaching, therapy sessions, and digital wellness resources for employees and dependents.
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 $50 monthly internet stipend.
16 hours of paid volunteer time annually and a $100 annual charitable donation match.
Pre-tax commuter benefits.
Subsidized child and elder care through Care.com.
Discounted pet insurance through Figo.
No-cost personalized financial wellness support through Your Money Line.