Stardog - Enterprise Account Executive
Requirements
• 7+ years of enterprise software sales experience, ideally in data infrastructure, analytics, integration, or adjacent domains. • Hunter acquisition mindset with proven success sourcing, creating, and closing entirely new logos in enterprise accounts (not just managing or upselling existing customers). • Experience selling enterprise-scale technologies whether deployed on-premise or cloud-based as hosted or Software-as-a-Service (SaaS). • Consistent record of exceeding $1M+ annual quota in complex, multi-year deals. • Experience selling enterprise-scale business applications, including ERP, CRM or analytics, as well as MDM, data quality, data integration or data management technologies. • Skilled in selling to both technical and business leaders (CTO, CIO, CDO, VP Data/Architecture). • Strong understanding of enterprise IT landscapes, data management, and analytics trends. • Cultivate and leverage mutually beneficial relationships with strategic alliance partners – GSIs, ISVs and channel partners. • Background in consultative frameworks (MEDDICC, Challenger, etc.). • Willingness to travel as needed (estimated to be 25%). • Excellent communication, negotiation, and presentation skills. • A successful candidate will enjoy learning and being challenged. • Applicants must be authorized to work for ANY employer in the U.S. We are unable to sponsor or take over sponsorship of an employment Visa at this time. • Experience with graph databases, semantic technology, data fabric, or knowledge graph solutions. • Familiarity with strategic accounts in highly regulated industries. • Consistent over-achievement in past roles while carrying $1MM+ (ACV) quotas with high average deal sizes. • Previous Sales Methodology training (Challenger, Complex Sales, Force Management, Miller Heiman, TAS, et al), CRM experience (Salesforce.com preferred), and strong customer references preferred. • Successfully organized, conducted and/or participated in field marketing campaigns and events. • Demonstrated leadership ability and success in mentoring new pre-sales and sales peers. • Strong personal productivity computer skills and applications, including Salesforce.com, Google, and Microsoft. • Self-motivated, with the ability to thrive in a dynamic, startup environment.
Responsibilities
• Identify, qualify, and win new enterprise customers in target industries (financial services, pharma, manufacturing, government, etc.). • Own multi-stakeholder, complex sales cycles from first call to signed contract. • Articulate the value of Stardog’s Knowledge Graph platform to business and technical audiences. • Collaborate with Solutions Engineering and Customer Success to design and deliver tailored demos, proof-of-concepts, and ROI models. • Build a strategic territory plan, including account prioritization, relationship mapping, and partner engagement. • Accurately forecast pipeline and revenue using CRM best practices. • Work closely with Marketing, Product, and Partner teams to align messaging, qualify opportunities, and feed market insights back into product strategy. • Strong organization skills with the ability to manage multiple tasks in parallel, a keen attention to detail and a focus on efficiency. • Strong communication skills, including in email. • Self-starter and self-motivated person who excels in a fast-paced professional environment. • $140 - $160 a year • $140-160K Base/$280-320K OTE
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