Account Executive, Large Enterprise

Sprout Social

2h•$208,000 - $343,200•Remote

About The Position

Sprout Social is hiring an Account Executive for its Large Enterprise sales team. The role focuses on selling Sprout’s social intelligence platform to large enterprise organizations, developing and closing opportunities with both new customers and existing accounts. The Account Executive builds trusted relationships across customer organizations, from executives and vice presidents to end users, and manages a portfolio of prospective and existing accounts to drive pipeline and revenue. The successful candidate will combine strong business acumen and technology aptitude with a customer-centric approach and motivation to win new business. They will work closely with a BDR and cross-functional partners, including Customer Success, Professional Services, Solutions Engineering, and legal partners, to plan accounts and territories and move opportunities forward. The position includes local or out-of-state travel to meet with high-potential prospects and key customers on a quarterly basis. During onboarding, the Account Executive will learn Sprout’s products, positioning, sales processes, customer stories, and go-to-market messaging. Over time, they will build strategic customer relationships, develop a substantial net-new pipeline, meet monthly and quarterly revenue goals, and contribute to the team by mentoring their BDR and sharing sales practices. Sprout supports a remote workforce in many U.S. locations, though it is not set up to employ in every state. The current hiring range is $208,000–$260,000 OTE annually, consisting of base salary and incentives at target performance. Pay varies based on geographic zone, experience, and skills. The broader salary bands are $228,800–$343,200 in Zone 1 (New York, California, and Washington) and $208,000–$312,000 in Zone 2 (all other U.S. states).

Requirements

5+ years of closing experience in B2B sales.
Proven success selling or cross-selling to large enterprise organizations with 5,000 or more global employees.
Ability to manage a large number of prospective accounts, identify problems and opportunities, and consultatively provide solutions.
Strong business acumen and technology aptitude.
Customer-centric approach and motivation to find and close new business.

Nice To Haves

Experience building relationships with, presenting to, and selling to senior-level decision makers across multiple functions.
Experience working with internal partners and cross-functional stakeholders to increase deal momentum and exceed prospect and customer expectations.

Responsibilities

Prospect, develop, and close sales opportunities with new logos and existing customers in the large enterprise segment.
Meet and exceed prospecting and meeting activity goals to build pipeline and achieve quota.
Build relationships throughout the book of business through multi-threading, engaging executive- or VP-level stakeholders as well as end users.
Meet with existing customers and build relationships with key strategic stakeholders.
Identify and prioritize new-logo opportunities and research customers’ brands, culture, KPIs, partners, and success metrics.
Identify opportunities to expand customer offerings into new business units or increase platform utilization.
Co-build account and territory plans with BDR, Professional Services, Solutions Engineering, and Customer Success teammates.
Coordinate regularly with the BDR on net-new business generation and expansion opportunities.
Understand customers’ internal transitions and mitigate churn risk.
Travel locally or out of state quarterly to meet high-potential prospects and critical customers.
Achieve monthly and quarterly revenue targets and build net-new logo pipeline.
Mentor and develop the BDR and share best practices as a peer leader.

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.
$1,000 annual 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 eldercare, discounted pet insurance, and personalized financial wellness support.