Matillion - Strategic Enterprise Account Executive, Majors- Media, Telco & Entertainment
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Requirements
• Extensive Sales Experience – full-cycle strategic sales experience, ideally in Data & Analytics, SaaS, or enterprise software. • Proven Success in High-Value Deals – Track record of exceeding $1M+ ARR quotas, closing six-figure deals, and managing seven-figure customer accounts. • Strategic Account Growth – Ability to navigate complex accounts, identify new use cases, and expand customer value through a consultative sales approach. • Sales Methodology & Negotiation – Expertise in sales frameworks like MEDDPICC, Force Management, or Value Selling, with strong negotiation and closing skills. • Pipeline Generation & Customer Engagement – Independently source, develop, and onboard new customers while maintaining a high level of client engagement (5+ meetings per week). • Entrepreneurial & Collaborative Mindset – Experience in both startup and enterprise environments, leveraging internal resources to drive success in a fast-paced setting. • At Matillion, we are committed to providing compensation in line with market standards based on the role, job family, job level, and country. This role’s estimated annual salaried pay range for this position is $130,000-$150,000. Because this role is eligible for variable pay in the form of sales commissions, your total annual on-target annual earnings will be between $260,000-$300,000. The final salary will be based on your relevant skills, experience, and qualifications demonstrated in the hiring process. • At Matillion, we’re here to do something hard - change the way the world works with data, and build a great company along the way. Big, bold goals aren’t for the faint-hearted, and we don’t shy away from them. But we don’t do it alone. No egos, no politics - just great people working together, guided by our six core values; • Confidence without arrogance • Working with integrity • Customer obsessed • Innovate and demand quality • Bias for action • We operate a flexible working culture that promotes work-life balance, with benefits including: • Company Equity • 5 days paid volunteering leave • Health insurance • Life insurance • Access to mental health support
Responsibilities
• Manage and Grow Strategic Customers – Develop and execute strategic account plans for high-value accounts, addressing growth objectives and customer needs. • Build Deep Customer Relationships – Engage with key stakeholders, including architecture teams, buying committees, and procurement, to expand Matillion’s presence. • Drive New Business – Identify, research, and secure new strategic customers through targeted prospecting and engagement strategies. • Lead the Full Sales Cycle – Manage deals from discovery to onboarding, collaborating with Solutions Engineers and Customer Success teams for seamless execution. • Develop Partner Relationships – Work closely with technology and consulting partners, fostering strong seller-to-seller connections to drive joint opportunities. • Ensure Operational Excellence – Apply MEDDPICC principles for opportunity management, maintain accurate forecasting, and continuously refine sales techniques.
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