Senior Account Executive
Posted Updated
Description
- This is a remote role covering the West Coast territory, sitting within a US sales team of around 8-10 people and reporting directly to the VP of Sales, North America
- You will own the full sales cycle — from prospecting and qualification through to close — for new enterprise accounts in your territory
- You will work closely with Solutions Engineering, Product Management, Marketing, and Legal to bring the right resources to bear at the right moments in each deal
- Your First 6 Months:
- In your first few weeks, the priority is depth over activity. You will complete onboarding, work through product and technical training, and develop a solid grasp of emnify’s ideal customer profile, buyer personas, pricing model, and competitive positioning
- By month two or three, you will be prospecting independently — running outbound alongside inbound follow-up, conducting your own discovery calls, and qualifying opportunities against emnify’s framework
- You will start building pipeline and learning which messages and objections resonate with our buyers. Expect to be generating meetings and managing early-stage opportunities with increasing independence
- By the halfway mark, you should own a live set of opportunities at multiple stages of the funnel
- You will be running complete discovery and demo cycles, coordinating Solutions Engineering and other internal resources, producing a reliable forecast, and progressing late-stage deals toward close. Depending on sales-cycle length, this is when first wins typically become possible
- The broader arc is becoming a repeatable, forecastable contributor — someone with a clear territory strategy, consistent prospecting habits, strong internal relationships, and a sharp understanding of why deals are won or lost
- Your Impact:
- New customer acquisition, driving new revenue and managing the entire customer life cycle
- Develop territory and meet annual recurring revenue targets
- Become a trusted advisor for your customers and manage the entire sales cycle including pricing, competitive differentiation, solution design and contracting process
- Work with your customers’ decision-makers and influencers in Line of Business Management, Development and Product Management, Operations and Procurement
- Leverage other emnify stakeholders in solution engineering, product management and marketing
- Create a winning culture in an exciting growth market
- IoT connectivity is moving from fragmented, carrier-dependent infrastructure toward cloud-native platforms — and emnify is at the front of that shift
- The US market is a genuine growth priority, not an afterthought, and this territory represents real, buildable opportunity
- You will be selling a product with strong technical differentiation into a buyer community that is actively looking for a better answer than what legacy telcos offer
- The deals are complex and meaningful, the internal team is lean and collaborative, and the company has hit a series of significant milestones that signal strong commercial momentum
- If you want a role where your territory performance is visible and your contribution matters, this is it
- Clear, confident written and verbal communication — you can adapt your message for a technical buyer, a procurement lead, or a C-suite sponsor
- Proficiency with CRM and sales tools (Salesforce, LinkedIn Sales Navigator, or equivalents) and a genuine preference for a data-driven approach to managing your territory
- Experience managing and closing deals, including navigating multi-stakeholder buying processes and extended sales cycles
- Comfort operating in a value-based selling motion, you build business cases, you quantify ROI, and you sell outcomes rather than features
- Coachability — we want someone who is excited to grow with us
- Direct experience and solid knowledge of IoT products within the connectivity space
- Fluency in a structured sales methodology — MEDDIC, Challenger, SPIN, or similar — and the discipline to apply it consistently rather than selectively
- A proven track record of closing deals at the enterprise level, with consistent quota attainment
- Application Review:
- Our Talent Partners will review your application and skills for the current role and future opportunities
- Talent Interview:
- A 45-minute chat with one of our Talent Partners to learn about your skills, motivation and achievements
- Department Interview:
- A 1-hour discussion with your Hiring Manager, who will evaluate your skills and expertise. Let your skills shine and show us how you can contribute!
- Functional Assessment:
- Be ready to demonstrate your skills through tasks like case studies, presentations, panel discussions, or coding challenges (depending on the role)
- Final interview:
- Get to know your team and stakeholders. Discuss your fit and culture- add with us, and how we can grow together!