Growth Enterprise Account Executive

Cousera Internal Rehire Job Board•Mountain View, CA

1d•$196,000 - $245,000•Remote

About The Position

Account Executives on the Growth Enterprise team prospect, consult, and sell to companies with 1,250–5,999 employees across industries within a specified geographic territory. The role involves taking ownership of a territory, developing sales plans and strategies, identifying opportunities, and converting them into long-term pipeline and revenue. The position manages the full sales cycle, from discovery through negotiation, and sells both transactional and multi-year six-figure deals. It builds pipeline with prospects and customers, expands existing client relationships, develops outbound tactics, and delivers accurate forecasts. The role uses AI tools to research accounts, map stakeholders, inform deal strategy, prepare tailored messaging, and deliver outcome-focused pitches to senior decision-makers. This is a remote role based in the United States. The role is eligible for equity and uncapped OTE in addition to base salary.

Requirements

At least 5 years of closing experience with department leaders and C-suite buyers at mid-size businesses with 1,000 or more employees.
B2B SaaS sales experience.
Experience with an enterprise-style go-to-market playbook that includes value-based selling and leveraging Value Engineers or Solution Engineers in presales.
Experience partnering with other Account Executives in an overlay specialist sales model.
Proven prospecting and territory management experience.
Experience using modern AI tools to improve complex enterprise deal execution, including generative AI and sales technology for account research and stakeholder mapping.
Proficiency in creating tailored messaging using effective prompts and interpreting AI-driven insights about business priorities, risks, and opportunities.
Ability to apply AI insights to shape deal strategy, build executive narratives, and deliver compelling, outcome-focused pitches to senior decision-makers.
Strong writing, strategic thinking, and planning skills.
Ability to adapt, learn, and operate with a growth mindset.

Responsibilities

Manage the full sales cycle from discovery to negotiation, selling both transactional and multi-year six-figure deals.
Build pipeline with prospects and customers by setting meetings with HR/L&D and executives, and multithreading into leaders across other lines of business.
Grow and expand the client base by understanding current use cases and identifying expansion opportunities, independently and with Customer Success counterparts, including mid-term and renewal upsells.
Develop new sales tactics and outbound campaigns, and share results and successful approaches with Growth Enterprise colleagues.
Use modern AI tools, including generative AI and sales technology, for comprehensive account research and stakeholder mapping in complex enterprise deals.
Apply AI-driven insights about account priorities, risks, and opportunities to shape deal strategy and build compelling executive narratives.
Create tailored messaging with effective prompts and prepare for high-value customer conversations using AI-enhanced research.
Deliver outcome-focused pitches to senior decision-makers using AI-driven account intelligence and strategic sales methodologies.
Create accurate sales forecasts through strong pipeline management.
Collaborate with the sales team to share best practices and innovate.
Team-sell with partners in Sales Development, Customer Success, Professional Services, Sales Engineering, Marketing, Content, Product, and executive teams.