Senior Account Executive (Majors)

GWI•New York, NY

22h•$110,000 - $120,000•Hybrid

About The Position

As our Account Executive, you’ll be part of our dynamic global Revenue team, reporting to the VP of Sales, US. You’ll be responsible for helping develop, drive, and execute an account plan to generate new business revenue, as well as year-over-year expansion and growth within your existing accounts, aligned with GWI’s growth strategy across your book of business. Working within your dedicated market segment, you will focus on winning new customers and driving growth and expansion within your assigned book of business. This role involves designing a GTM strategy for your assigned prospect and customer accounts to build a pipeline that enables you to meet and exceed your quarterly and annual sales quota. You will strategically map accounts to understand the full scope of each opportunity, work cross-functionally with internal teams to drive additional value in active opportunities, and lead the entire sales cycle with your clients, from opportunity creation through close. Establishing and building credibility with prospects from the outset, developing a deep understanding of their business challenges, and presenting needs-based solutions that align with their objectives are key. You will track all sales activity by managing opportunities and accurately forecasting revenue in Salesforce, and build strong collaboration with the CSMs assigned to your accounts to ensure customers drive value from GWI’s products and to identify and nurture additional growth and expansion opportunities. Additionally, you will stay informed about industry trends, the competitive landscape, and emerging technologies, utilizing market insights to refine sales strategies, differentiate our offerings, and maintain a competitive edge.

Requirements

Extensive experience in SaaS, subscription/licensing, API-based, or consumption sales, particularly closing business within large, complex enterprise accounts.
Ability to apply strategic thinking and consultative sales skills to align technology solutions with complex, multi-stakeholder business challenges.
Proven track record of consistently meeting or exceeding sales quotas.
Experience bringing innovative or market-defining products to market within a competitive landscape.
Success cross-selling multiple solutions to meet client needs (subscription vs. custom offerings).
Experience following the MEDD(P)ICC sales methodology to qualify opportunities and progress deals through the pipeline.
Experience in multi-threading and selling into buying committees to build consensus among key stakeholders.
Experience using Salesforce to manage the sales cycle, pipeline, and forecasting.
Excellent communication skills with the ability to convey complex ideas clearly and concisely.
A hunter mentality, with a strong focus on outbound prospecting to build and grow your own pipeline in addition to inbound leads.
Ability to engage and build relationships with C-level executives.
Experience working in a startup or scale-up environment.

Responsibilities

Develop, drive, and execute an account plan to generate new business revenue, as well as year-over-year expansion and growth within existing accounts.
Focus on winning new customers and driving growth and expansion within the assigned book of business.
Design a GTM strategy for assigned prospect and customer accounts to build a pipeline that enables meeting and exceeding quarterly and annual sales quotas.
Strategically map accounts to understand the full scope of each opportunity.
Work cross-functionally with internal teams to drive additional value in active opportunities.
Lead the entire sales cycle with clients, from opportunity creation through close.
Establish and build credibility with prospects, develop a deep understanding of their business challenges, and present needs-based solutions.
Track all sales activity by managing opportunities and accurately forecasting revenue in Salesforce.
Build strong collaboration with CSMs to ensure customers drive value from GWI’s products and to identify and nurture additional growth and expansion opportunities.
Stay informed about industry trends, the competitive landscape, and emerging technologies.
Utilize market insights to refine sales strategies, differentiate offerings, and maintain a competitive edge.