Bay Area, CA

This position is a senior sales representative role focused on driving revenue and new customer acquisition.


The Account Executive is responsible for managing a 120+ days sales cycle from start to finish. The majority of sales will be done via phone and web meetings. This role includes approximately 30% travel to prospects/customers, marketing events and attending various functions. A typical sales cycle will start with a self-generated lead or a Sales Development Rep lead. The next step of the cycle is to move into an initial discovery presentation and demonstration. A sales engineer (technical resource) will assist in a full technical evaluation/POC and ultimately the Account Executive will negotiate T&C’s to close the opportunity.

Role Description

Lead Qualification / Discovery Calls / Presentations and Demos

  • Prospect through cold calling, networking, social media and other various digital marketing channels
  • Identify and qualify prospects that meet our definition of an ‘ideal’ prospect
  • Introduce the ‘What We Do’ presentation including giving a high-level product demo to potential customers

Call on technical and business executives

  • Understand customer specific business issues; describing how our product functionality supports an ROI
  • Understand the technical aspects of our market, i.e. vendors and their technology relative to our products and how they interoperate and/or compare to each other

Negotiate Terms and Conditions

  • Drive negotiations with prospects; prepare pricing quotes, ROI’s, and specific proposals
  • Understand standard terms of our ELA and intermediate between prospect and our legal team to help communicate the ‘business spirit’ of the terms
  • Manage communication between legal teams, reiterating the ‘business spirit’ to translate appropriate language in the ELA

Activity / Performance

  • Record activity, pipeline progress, maintain data quality in our customer relationship management system (SFDC) and our marketing automation system (Hubspot)
  • Accurately forecast business understanding: revenue sensitivity, impending events, decision maker’s hot buttons, ROI, and our key differentiators as it relates to the prospects use case
  • Build, present, and manage a business plan relative to exceeding the required quota


  • BA/BS Education – business related degree preferred
  • Minimum of 5 years field sales experience selling technology
  • Experience selling to IT and business executives
  • Experience selling data base and/or BI technology
  • Experience giving presentations and hands on demonstrations
  • Proven track record of exceeding sales goals
  • Experience with revenue quota / goal over 1m USD
  • Experience with average sales price around 100k USD
  • Experience selling subscription license model
  • Proficient in using Microsoft Office Suite and SFDC
  • Enthusiastic, outgoing, challenge driven, good organizational skills, able to put in long hours as required and to produce results and new business; passionate about being successful in the role


  • Pleasanton, CA (walking distance from the BART train) potentially moving to San Francisco later in the year


  • Compensation is a combination of base salary plus commissions related to components such as: closed revenue and number of new customers
  • Competitive compensation and equity relative to industry and previous earnings history; candidate will provide last 3 years of earnings history

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