Enterprise Account Executive
O
Observe.AIContact center AI
Remote-USFull-TimeMiddle
SalaryThe on-target earnings (OTE) for this role are $270,000-$300,000 with a target 50/50 split between base and variable, plus equity in the form of options.
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Job Details
- Experience
- 8 or more years in enterprise SaaS with complex, technical sales cycles.
- Required Skills
- CRM
Requirements
- 8 or more years in enterprise SaaS with complex, technical sales cycles.
- A record of closing six- and seven-figure net-new deals, with ACVs of $250K or more, in the last three years.
- Experience selling AI/ML, automation, workflow, infrastructure, security, or contact center technology, including CCaaS, workforce, or quality management.
- Credibility with technical buyers, including the ability to discuss architecture, security, and integration and to know when to bring in an engineer.
- A record of self-sourced pipeline in a greenfield or lightly covered territory.
- Mastery of MEDDPICC or an equivalent framework, and the discipline to use it when it slows a deal down.
- Comfort with usage-based and committed-spend pricing models.
- Agentic AI experience is a strong plus.
Responsibilities
- Build and run a territory plan for enterprise accounts that fit the company profile.
- Source pipeline through multi-threaded outreach to operations leaders and executives, and run outbound campaigns.
- Navigate large, matrixed organizations with technical and business stakeholders.
- Sell to contact center operations teams and technology and finance executives.
- Explain voice and chat AI agents and copilots, including guardrails, data handling and residency, integrations, and performance measurement.
- Run proof-based evaluations with Solutions Engineers and forward-deployed engineers, including technical and security evaluations.
- Build ROI cases tied to cost per contact, containment, quality, and agent productivity.
- Run deals using MEDDPICC and the Five Wins gates, and keep CRM and deal records current.
- Develop account plans and expansion strategies, and take pricing through the deal desk and discount tiers.
- Turn successful sales approaches into repeatable plays, mentor Enterprise AEs, and participate in executive roundtables and customer events.
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