Sr. Account Executive

Citrine Informatics

19d

About The Position

As we continue to grow our book of business and look to further our commitment to customer success for our strategic clients, Citrine is looking for a top-performing Sr. Account Executive with a value-based sales background in Product Development. In this role, you will ensure the continuation of healthy client relationships and work side-by-side with our clients and their internal stakeholders to develop strategic execution plans that drive measurable success, develop long-term client satisfaction, and expand contract values. As an Account Executive at Citrine, you will be an integral part of our growing team, collaborating closely with the Customer and Delivery, Data Science and Data Engineering, Product Design, Engineering, and Leadership teams. You will embody our company vision of applying technology to materials and chemistry R&D for societal good, and continue to build on our trajectory as the leader in bringing AI to the development of new materials.

Requirements

5+ years of proven success in technology-related sales or business development experience in a B2B environment
2+ years of account management or solution selling
Ability to learn technical language and concepts that bridge materials science and chemistry, artificial intelligence, and business value
Excellent interpersonal, presentation, and general communication skills with C-level clients and decision-makers
Excellent relationship-building skills to coordinate the involvement of a cross-functional team in order to advocate for customer needs
Functional consultative approach to selling
Excellent analytical thinking and problem-solving skills
High level of business acumen
Willingness and ability to learn more in-depth knowledge of Citrine’s products and services
Ability to demonstrate senior sales member leadership through coaching, mentoring developing other team members
Availability to travel 25-50% of the time

Nice To Haves

Past experience working in an early-stage start-up environment
Past experience selling a technical product
Familiarity with large enterprise sales techniques
Knowledge of chemistry/materials science and statistics
A healthy curiosity and interest in AI, and its impact on the future of civilization

Responsibilities

Build consensus and develop relationships at multiple levels – executive sponsors, influencers, decision-makers, and buyers
Develop customer-specific Business Cases for the investment in Citrine
Build strong client relationships by developing a deep understanding of your accounts and tailoring Citrine’s value proposition to meet their needs
Collaborate closely with our Customer Delivery and Data Science, and Engineering teams to ensure successful delivery for your accounts and shape product enhancements and go-to-market initiatives
Develop account-based plans and track key performance indicators to drive revenue and account expansion; make customers referenceable, generating various sales assets (Case Studies, Videos, etc.) with them co-presenting in a variety of forums (Webinars, Events, etc.) based on high level of deployment/adoption/results success
Identify customers at risk and provide the support necessary to retain and make them successful
Achieve (or exceed) personal revenue targets to drive growth for the company
Work in a fast-paced, results-oriented, collaborative environment
Maintain fluency in Citrine’s products and services to deliver value in the marketplace
Quota responsibility of $1 million+ of individual contract value within a territory of named client accounts
Manage the entire sales cycle from the customer adoption process, renewal, upsell and cross-sell
Lead the team in building proposals and handle complex negotiations