Enterprise Account Executive

• You will own the Southeast and Mid-Atlantic territory, focused on companies up to $500M in revenue across manufacturing, retail, and construction
• These are complex, multi-stakeholder deals that require you to create momentum from scratch, build alignment across an organization, and lead customers through ambiguity
• You are responsible for creating pipeline through outbound, partner relationships, and field presence. Our inbound engine is designed to supplement your efforts
• The AEs who win here are not reactive. They open cold accounts, earn trust across the business, and turn interest into committed deals
• Create demand through outbound prospecting, sequencing, and targeted account strategies
• Develop and execute a focused territory plan across high-priority accounts
• Generate pipeline through attendance at trade shows and events, and via in-market presence
• Every deal is closed on partner paper as part of a deliberate channel-first motion
• Build relationships with partners who actively bring you into deals and position Spot AI as a premium solution
• Use partners to expand reach, accelerate trust, and increase deal velocity
• Lead multi-threaded deals across 3 to 6 month cycles for accounts ranging from $100M-$500M in revenue, building alignment across diverse stakeholder groups
• Drive rigorous discovery grounded in metrics, economic impact, and clear business cases
• Map and influence the buying committee, identifying champions and engaging economic buyers early
• Navigate decision criteria and processes with precision, proactively addressing risks and objections
• Operate with a disciplined approach to deal qualification and progression using MEDDPICC
• Maintain clean pipeline, accurate forecasting, and clear next steps at every stage
• Structure and advance complex, longer-term agreements across operational and executive stakeholders

Benefits

• Long-term career growth and achievement opportunity
• Medical, dental and vision coverage
• 401K with employer match
• 14 weeks of paid parental leave
• Learning and development opportunities
• Remote flexibility
• Work from home stipend to set-up home office
• Unlimited PTO

• You’ve got a consultative approach to sales and have successfully navigated long cycles and multiple stakeholders
• You are a proven prospector; you love the thrill of the hustle it takes to build pipeline rather than waiting for it to come to you
• You enjoy meeting with customers, and are willing to travel up to 25% of the time
• You embrace channel and partner-led sales motions
• You are able to run multithreaded deals and engage confidently with operations leaders and executives
• You’ve got a 3+ year track record of success (you don’t just meet quota, you crush it!) in full-cycle B2B sales
• You’re an especially strong candidate if you have sold into manufacturing, construction, or retail; have co-sold on partner paper; or have built a territory playbook from scratch at a high-growth company
• Treat outbound as a core part of your identity as a seller
• Thrive in autonomy and take ownership of outcomes
• Enjoy solving real operational problems with customers
• Prefer building a territory over inheriting one