Strategic Enterprise Account Executive, Majors- Media, Telco & Entertainment

Matillion

5d•Remote

About The Position

Matillion is the intelligent data integration platform, changing how the world works with data. They are looking for driven, curious people who think big and move fast. Matillion built the Data Productivity Cloud to supercharge data productivity and are shaping the future of data engineering with Maia, their AI-powered virtual data engineers. The company operates with a mission-first, collaborative approach where everyone works together to achieve significant goals. This role is for a Strategic Enterprise Account Executive based in the US, focusing on opening and growing relationships with the largest, most strategic customers. The role requires navigating large, complex organizations, working across various teams including architecture, procurement, and departmental needs. While maintaining a hunter mindset, the focus is on strategic account management and deepening customer partnerships rather than rapid acquisitions. Success requires technical understanding, executive influence, negotiation skills, and the ability to foster long-term collaborations.

Requirements

Extensive Sales Experience – full-cycle strategic sales experience, ideally in Data & Analytics, SaaS, or enterprise software.
Proven Success in High-Value Deals – Track record of exceeding $1M+ ARR quotas, closing six-figure deals, and managing seven-figure customer accounts.
Strategic Account Growth – Ability to navigate complex accounts, identify new use cases, and expand customer value through a consultative sales approach.
Sales Methodology & Negotiation – Expertise in sales frameworks like MEDDPICC, Force Management, or Value Selling, with strong negotiation and closing skills.
Pipeline Generation & Customer Engagement – Independently source, develop, and onboard new customers while maintaining a high level of client engagement (5+ meetings per week).
Entrepreneurial & Collaborative Mindset – Experience in both startup and enterprise environments, leveraging internal resources to drive success in a fast-paced setting.

Responsibilities

Manage and Grow Strategic Customers – Develop and execute strategic account plans for high-value accounts, addressing growth objectives and customer needs.
Build Deep Customer Relationships – Engage with key stakeholders, including architecture teams, buying committees, and procurement, to expand Matillion’s presence.
Drive New Business – Identify, research, and secure new strategic customers through targeted prospecting and engagement strategies.
Lead the Full Sales Cycle – Manage deals from discovery to onboarding, collaborating with Solutions Engineers and Customer Success teams for seamless execution.
Develop Partner Relationships – Work closely with technology and consulting partners, fostering strong seller-to-seller connections to drive joint opportunities.
Ensure Operational Excellence – Apply MEDDPICC principles for opportunity management, maintain accurate forecasting, and continuously refine sales techniques.