Enterprise Account Executive (East Coast)

Ketch • Boston, MA

12h • $140,000 - $175,000 • Remote

About The Position

We’re looking for an enterprise Account Executive (AE) with a solid track record of building strong customer relationships and beating sales quota. In this role, you will develop a deep understanding of potential customer challenges, appropriately map Ketch solutions to needs, understand organizational dynamics, quantify business value, shape the business case for action and close business. The successful candidate will work well with colleagues across other functions including marketing, customer experience, product management, legal, and finance. This is a remote role but we will be prioritizing candidates based in New York, NY and Boston, MA.

Requirements

• 7+ years of quota-carrying, consultative sales at a SaaS company in the data privacy and/or adtech/martech sectors
• 2+ years of average deal sizes in range from $150K to $500K
• 4 + years of proposal writing and pitch material development
• Demonstrated ability to translate a technical solution into measurable business value
• Results-driven mindset and proven ability to beat sales targets
• History of success in working as part of a virtual global team environment
• Exceptional time management and people alignment skills
• Bachelor’s degree or equivalent
• Able to legally work in the United States
• English language fluency (spoken and written).

Nice To Haves

• Ability to commute into Manhattan easily and regularly
• Second language fluency a plus

Responsibilities

• Pipeline Generation – Source and qualify new business opportunities that fit our ICP. Develop roughly 30% of your annual book of business. Advance inbound and partner generated opportunities. Maintain appropriate pipeline hygiene and coverage.
• Relationship Development – Gain a deep understanding of the target customer’s business, relevant processes and challenges. Ensure the right questions are being asked and answered. Bring unique value to every interaction. Develop relationships with multiple buying personas within the account.
• Value Framing – Connect a prospect’s business objectives (both functional and corporate) with the Ketch solution. Do the math. Construct a compelling business case. Pain the picture of a better future. Tell the story.
• Sales Execution – Conduct effective account discovery. Apply MEDDPICC throughout the sales cycle. Develop pitch and proposal material as appropriate. Make responsible, effective use of company assets. Handle objections. Document activities in Salesforce. Drive opportunities to Closed/Won.
• Product Knowledge – Develop high-level functional and technical understanding of Ketch products. Align product demonstrations to customer needs.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level