Upmarket Account Executive
New
O
Otter.aiSoftware
RemoteFull-TimeSenior
SalaryOTE Range: $240,000 to $270,000 USD per year (potential inclusive of commission)
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Job Details
- Experience
- 5+ years
- Required Skills
- Salesforce
Requirements
- 5+ years of enterprise sales experience, specifically as an Account Executive carrying quota for 2,000+ employee accounts.
- Documented history of closing multiple six-figure deals and at least one seven-figure transaction.
- Proven track record of building and sourcing own pipeline.
- Experience with complex, multi-stakeholder sales cycles (security, legal, procurement, executive).
- Outbound-first mentality with strong prospecting instincts.
- Proficiency with AI tools like ChatGPT or Claude for research and messaging.
- Strong account planning capability, including territory and stakeholder mapping.
- Exceptional written and verbal communication skills with executive presence.
- Ability to work collaboratively with SDRs, SEs, and CS teams.
- Disciplined approach to forecasting and pipeline hygiene.
Responsibilities
- Own a named enterprise territory and develop comprehensive account plans.
- Drive outbound prospecting alongside SDR partners to generate net new pipeline.
- Run full-cycle enterprise sales from initial discovery through contract execution.
- Manage multi-threaded relationships across VP and C-suite stakeholders.
- Close six and seven figure deals with discipline around qualification and forecasting.
- Partner with Customer Success to ensure seamless handoffs and identify expansion opportunities.
- Leverage AI-native tools to accelerate research and manage pipeline.
- Represent the voice of the enterprise customer to shape roadmap priorities.
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