Senior Enterprise Account Executive (majors)

We are now looking to add an Enterprise Account Executive to #TeamGreen based Remotely in the US, ideal candidates will be based in San Francisco, CA.

The Senior Enterprise Account Executive is responsible for attracting, engaging, onboarding and delighting net new customers, as well as growing Matillion’s footprint with existing customers. 

The role is responsible for driving CARR (Contracted Annual Recurring Revenue) growth through direct sales and partnership development within a defined geographic territory.  

What you will be doing;

Direct Sales

• Develop a territory plan and associated outbound (phone first, email second) prospecting strategy to drive new logos
• Responsible for outbound prospecting to affect pipeline generation in addition to validation of inbound leads, free trials, and conversion/upsell of pay-as-they-go customers who sign on each month
• Manage all customer communication including early touches with discovery calls and demos through to POC support and technical support sessions alongside our SE/SA teams.
• Overcome objections, and contractual hurdles, and maximize the opportunity with customers
• Manage opportunities to MEDDIC principles
• Growth mindset first and always. The Matillion sales team is a learning culture, focused on digesting and putting into practice new ideas and techniques wherever possible. Successful Matillion sellers are life-long learners.

Partner Relationship Development

• Foster strong relationships with our technology and consulting partners in an aligned region
• Enable seller-to-seller relationships to drive new business
• Educate partners on value of Matillion to their business

What we are looking for - Essential Skills

• 5+ years of full cycle enterprise/strategic sales experience with preferably an emphasis on ETL, Cloud Data Warehousing, Business Intelligence, Analytics SaaS/SW technologies

• Experience hitting quota of $1m+ ARR per year and experience of averaging 5+ client meetings per week

• Proven track record of independently source, manage, develop and on-board new customers

• Proven ability to navigate complex accounts for cross-selling and up-selling

• Ability to manage multiple opportunities simultaneously at various stages of the buying process

• Proven negotiation and closing skills

• Experience of following robust sales methodologies and process, e.g. account planning, MEDDIC, Command of the Message and accurate forecasting

• Highly motivated to identify all key uses cases and buying centres in an opportunity to increase the impact of Matillion in an organisation

What we are looking for - Essential Skills

• 5+ years of full cycle enterprise/strategic sales experience with preferably an emphasis on ETL, Cloud Data Warehousing, Business Intelligence, Analytics SaaS/SW technologies
• Experience hitting quota of $1m+ ARR per year and experience of averaging 5+ client meetings per week
• Proven track record of independently source, managing, develop and on-board new customers
• Proven ability to navigate complex accounts for cross-selling and up-selling
• Ability to manage multiple opportunities simultaneously at various stages of the buying process
• Proven negotiation and closing skills
• Experience in following robust sales methodologies and processes, e.g. account planning, MEDDIC, Command of the Message and accurate forecasting
• Highly motivated to identify all key uses cases and buying centres in an opportunity to increase the impact of Matillion in an organisation