Enterprise Account Executive

3 weeks ago

Seattle, Washington, United States Axio Full time

Who we are

Axio helps security and business leaders protect what matters most to their business. We're building a next-generation cyber risk platform that empowers security and business leaders to make more informed decisions about their cybersecurity program. Our platform, Axio360, allows security teams to capture and quantify their cyber risks in dollar terms, which helps business leaders prioritize and plan cybersecurity initiatives and investments. Some of the largest energy, critical infrastructure, and financial services companies in the world rely on Axio360 to establish a single source of truth about their organizational risk posture and cybersecurity readiness.

Role Description

As an established Account Executive, you know how to navigate through large organizations. You're knowledgeable about your clients' specific challenges and business objectives. You understand how to align your software offering to build a custom solution that your clients can't live without. You understand what it means to sell a value-based solution to and engage with C-suite Executives. You've made massive contributions to your product roadmap by collecting customer feedback and requests and delivering those to internal teams. Your storytelling skills are unmatched so presenting to business line owners across multiple departments won't be a problem for you. You excel in dynamic environments so shifting gears at a moment's notice and providing excellent customer service is what you consistently deliver. Axio has a positive, diverse, and supportive culture—we look for people who are curious, inventive, and work to be a little better every single day. In our work together we seek to be smart, humble, hardworking and, above all, collaborative.

What does success look like?

Success will be measured by overall performance in bringing in net new clients and expanding existing accounts, all while delivering an exceptional customer experience.

  • Drive revenue and lead the full cycle sales process including prospecting new leads, navigating the C-suite and business line owners, negotiating contracts, and closing new and renewal business with Tech customers
  • Provide recommendations based on a customers' business needs and usage patterns
  • Balance inbound customer communication and prioritize/call out issues appropriately including: billing, legal, security, and technical inquiries
  • Collaborate with different members of the Sales team (Solutions Engineers, Customer Success Managers, Leadership, etc.) to build strategic adoption plans for customers
  • Educate customers on the value of Axio's platform
  • Serve as the voice of the customer and collect feedback to drive continuous improvement across all areas including Product

Experience

  • You have 6+ years of full cycle SaaS closing experience
  • You've sold SaaS software that can be used across multiple departments (preferably company-wide) and across every industry
  • You've engaged multiple stakeholders throughout the sales cycle including Legal, IT, Security, Finance, and Procurement
  • You have experience (and should enjoy) collaborating with internal sales teams like Solutions Engineers and Custom Success Managers
  • You've built engagement across multiple lines of business and broadened product support within an organization
  • You are an adept storyteller, effectively developing relationships with senior managers and the C-suite
  • Large Enterprise/Strategic Account Experience
    • Ability to navigate larger, more complex deal cycles
    • Ability to collaborate across multiple teams to get things done
  • Solid career longevity, companies
  • Understands what an account plan/mutual close plan and how it leads to success
  • Solid business acumen around forecasting
  • Track record of success
  • Degree or equivalent relevant experience required. Experience will be evaluated based on the core competencies for the role
  • Strong understanding of Challenger and MEDDIC methodologies is a plus

Across all sales teams, we are looking for the following attributes

  • Grit
  • Business Acumen / Problem Solver
  • Humble / Learner
  • Engaging Communicator
  • Strategic customer influence
  • Collaborative Team Seller
  • Curious

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