Senior Account Executive

Role Summary

The Senior Account Executive (SAE) is responsible for driving net-new and expansion revenue through complex, consultative sales cycles. This role owns the full sales lifecycle from prospecting through close, serving as a trusted advisor to senior-level customer stakeholders. The SAE operates with a high degree of autonomy, consistently meets or exceeds quota, and contributes to sales strategy, deal coaching, and pipeline health.

Core Responsibilities

Revenue Generation & Quota Ownership:

- Own and consistently achieve or exceed annual revenue targets

- Drive net-new business and strategic upsell/cross-sell opportunities

- Manage complex, multi-stakeholder sales cycles

Pipeline Development & Deal Management:

- Build and maintain a healthy pipeline aligned to revenue goals

- Lead discovery, solution positioning, pricing, negotiation, and contract execution

- Maintain accurate forecasting and CRM records

Customer Engagement & Value Selling:

- Conduct deep discoveries to understand customer needs and objectives

- Position solutions tied to customer outcomes and ROI

- Build long-term executive-level relationships

Cross-Functional Collaboration:

- Partner with Marketing, Product, Legal, and Customer Success teams

- Ensure smooth handoff from sale to implementation

Sales Leadership & Mentorship:

- Serve as a role model for best sales practices

- Coach junior sales team members and contribute to sales enablement

Key Performance Indicators (KPIs)

- Quota attainment

- Pipeline coverage and conversion rates

- Forecast accuracy

- Deal size and win rate

- Customer retention and expansion

Required Experience & Skills

- 6–10+ years of B2B sales experience (SaaS or technology preferred)

- Proven success selling complex, high-value solutions

- Experience selling to Director, VP, and C-level stakeholders

- Strong negotiation, presentation, and communication skills

- CRM proficiency (Salesforce, HubSpot, or similar)

- Strategic, data-driven, and self-directed

Behavioral Competencies

- Consultative and customer-focused mindset

- Strong business acumen

- Resilience and adaptability

- Collaborative and accountable

Senior-Level Expectations

- Consistent overperformance against quota

- Ownership of complex and strategic deals

- Minimal supervision required

- Positive influence on team performance and sales strategy