Enterprise Account Executive

Teal Communications, Inc.•Kirkland, WA

About The Position

Teal Communications, Inc. (“Teal”) is a high-growth technology company that builds cloud-native network software to connect Physical AI & IoT devices to data networks globally. Teal has been recognized by Inc. 5000 and Deloitte's Fast 500 as one of the fastest growing private companies in the United States (#1 in Seattle-Metro and #9 Software Company in the United States). Teal is seeking an experienced Enterprise Account Executive (EAE) to acquire and grow relationships with large global enterprises, OEMs, and connected-device manufacturers. This is a senior, full-cycle sales role for someone who has successfully sold complex technology or telecommunications solutions into very large organizations over extended sales cycles. The ideal candidate brings an established network of enterprise relationships, credibility with senior decision-makers and a demonstrated ability to develop opportunities from initial introduction through technical validation, commercial negotiation and signed multiyear agreement. This individual must be comfortable selling strategic business value (not simply connectivity pricing) and navigating deals involving product, engineering, operations, security, procurement, finance, legal and executive stakeholders.

Requirements

Candidates should understand, or be able to quickly develop fluency in, the following: IoT and M2M connectivity: How connected devices use cellular networks to transmit data across large, distributed deployments.
eSIM and eUICC: Technology that allows connectivity profiles to be remotely downloaded, activated and changed without replacing the physical SIM.
SGP.02 and SGP.32: GSMA standards supporting remote SIM provisioning and lifecycle management for connected devices.
Carrier and MVNO models: How mobile network operators, roaming providers and connectivity platforms deliver and price cellular service.
Native and roaming profiles: The commercial, regulatory and performance differences between direct carrier access and roaming connectivity.
LTE, 5G and LTE-M: Cellular technologies used across low-data IoT, mobility and high-bandwidth applications.
Global coverage and compliance: The operational and regulatory considerations involved in deploying devices across multiple countries.
Private networking: Private APNs, VPNs, Static IP, IPsec and other methods used to securely connect devices with customer infrastructure.
Connectivity lifecycle management: Provisioning, activation, suspension, profile changes, usage monitoring and device deactivation.
APIs and platform integration: How customers integrate connectivity management into their products and operating systems.
Fixed Wireless Access: Cellular connectivity used as a primary or backup internet connection for locations and high-bandwidth devices.
Connectivity economics: Platform fees, network access fees, data rates, pooled usage, minimum commitments and volume-based pricing.
Experience selling to connected-device manufacturers in telematics, mobility, robotics, energy, healthcare, security, industrial technology or transportation.
Relationships with global OEMs, carriers, hardware manufacturers, systems integrators or enterprise technology partners.
Experience displacing incumbent carriers or IoT connectivity providers.
Familiarity with factory-direct deployments and global supply chains.
Experience working in a high-growth startup where processes and responsibilities continue to evolve.
Minimum 5-7 years’ experience

Nice To Haves

The right candidate is a proven enterprise hunter who already understands how large organizations buy complex technology.
They bring the relationships, patience and discipline required to manage long sales cycles, while maintaining the urgency and accountability expected in a growth-stage company.

Responsibilities

Build and close a pipeline of large enterprise and global OEM opportunities.
Use established customer relationships and industry connections to open doors with senior decision-makers.
Develop account plans for customers with significant connected-device and global connectivity requirements.
Manage complex sales cycles that involve multiple business units, countries and stakeholders.
Lead executive discovery to understand the customer’s products, deployment plans, operational challenges and commercial objectives.
Work closely with Solutions Engineering, Product, Operations, Finance and Legal throughout technical validation, pricing and contract negotiations.
Position Teal around operational simplicity, global scalability, network reliability and lifecycle control— not solely price.
Build business cases using device forecasts, deployment schedules, expected usage, revenue potential and customer economics.
Negotiate multiyear agreements with credible volume commitments, pricing protections and performance expectations.
Develop relationships across the customer organization, including executives, product leaders, engineering, operations, procurement and legal.
Maintain accurate pipeline, opportunity stages, next steps, close dates and forecasts in HubSpot.
Apply disciplined enterprise qualification practices such as MEDDICC.
Coordinate a clear transition from contract signature through onboarding, activation and initial revenue realization.
Represent Teal at customer meetings, industry events and partner engagements.