As a Senior Account Executive (Sr. AE) at Ecosystems, you’ll be a critical driver of growth in strategic, enterprise accounts across target verticals (SaaS, business services, cybersecurity, high tech). You’ll lead both new logo acquisition and expansion within named accounts — balancing hunting and deepening relationships.
You will:
Own full-cycle sales responsibilities for your territory: from prospecting through close and post-sale expansion
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Split your time 70/30 between new business development (new logos) and expansion (upsell, cross-sell)
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Execute a strategic, value-based sales motion — leveraging business cases, ROI modeling, and executive-level conversations
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Partner closely with Value Consultants and Customer Success teams to ensure alignment on positioning, value delivery, and benefits tied to expansion opportunities
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Build and maintain a robust pipeline of opportunities, drive consistent qualification and forecasting rigor
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Penetrate named accounts, identify new opportunities, cultivate relationships with multiple stakeholders (CRO, CCO, Chief Partner Officer)
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Navigate complex deal cycles (often 6 months+) in enterprise environments
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Serve as a trusted advisor — guiding prospects and clients through change, articulating value, and advocating for outcomes
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Contribute to go-to-market strategy by sharing insights from the field (market trends, competitor intelligence, customer pain points)
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Experienced in enterprise SaaS sales or consulting / professional services with 7+ years in a similar high-value, strategic selling environment
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History of owning and closing six and seven figure deals in enterprise/strategic accounts
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Deep proficiency with value selling, MEDDPIC/MEDDPICC, Challenger, or similar methodologies
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Strong network with commercial leaders (CROs, CCOs, etc)
Excellent executive presence, storytelling ability, and ability to engage stakeholders at C-level
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Comfort with ambiguity and complexity and able to thrive in cross-functional settings
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Self-motivated, results-driven, with a bias toward action and ownership
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Analytical mindset — able to build and articulate ROI, TCO, and value drivers
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Strong communication skills (written, verbal, presentation) and ability to translate business objectives into technical or product alignment
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You will be measured on:
Pipeline creation / development (quality, size, coverage)
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Booked ARR / revenue attainment from both new logos and expansion
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Deal velocity, win rate, and average deal size
Ability to deepen relationships and expand footprint within named accounts
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You’ll be part of a mission-driven company that is redefining how value is sold and delivered
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You’ll be trusted with autonomy and responsibility — we value “freedom with accountability”
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You’ll collaborate with high-performing teams across value consulting, CS, product, and leadership
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You’ll grow your own impact and career as the commercial organization scales
