agiloft - Enterprise Account Executive – Remote (East)
Requirements
• 7-10 years of software sales or consulting experience in SaaS sales with a preference for experience in Contract Lifecycle Management or related systems • BS/BA or related industry field sales experience • Enterprise Cloud software/SaaS full sales-cycle experience • Experience with value selling and other leading solution sales techniques (MEDDICC, MEDDPICC etc) • Proven success managing multiple concurrent deals with high levels of complexity • Excellent interpersonal, communication, persuasion, presentation and writing skills • Experience scoping, managing and executing customer demonstrations and proof of concepts • Outstanding problem-solving skills, including the ability to meet a business requirement with a technical solution • Highly organized and detail-oriented, with strong forecasting and pipeline management skills • Passion for customer service and sales • Proficiency with Salesforce, Clari, Microsoft Office, and web conferencing tools • Willingness to travel (up to 40%) • Experience in a similar role with organizations providing Contract Lifecycle Management, Enterprise Legal Management, Governance, Risk & Compliance, Procure to Pay or Revenue Operations SaaS solutions • An impressive work ethic backed up by verifiable work experience
Responsibilities
• Sales Execution & Deal Ownership • Sell Agiloft’s CLM platform to new Enterprise customers, owning opportunities from qualification through close • Develop and execute a comprehensive win strategy aligned with customer priorities, enterprise buying processes, and long-term value realization, with confidence and within forecasted timescales. • Develop and execute close plans aligned with MEDDPICC criteria, including metrics, decision process, paper process, and champion validation • Navigate complex deal structures, procurement processes, and customer buying committees across large organizations • Maintain accurate records of account activities, opportunities, and sales forecasts in Salesforce in accordance with sales best practices • Provide regular updates to sales leadership on progress, account strategies, and forecast accuracy • Value Selling & Customer Engagement • Lead value-based discovery conversations with prospects, including but not limited to executive, legal, procurement, and operation stakeholders, focused on customer pain points, business outcomes, and measurable ROI • Confidently articulate the business value of AI in contract management, including risk exposure reduction, efficiency gains, compliance, obligation performance, and analytics • Translate AI capabilities into enterprise use cases tied to strategic initiatives and transformation goals • Prepare and present executive-level sales presentations, tailored demonstrations, and pricing proposals • Position Agiloft as a differentiated leader in CLM and AI-enabled contract management • Pipeline Strategy, Management, Forecasting Discipline • Build, manage, and progress a healthy pipeline with strong qualification, stage integrity and risk assessment • Manage significantly larger and more complex opportunities with extended sales cycles • Balance velocity and rigor across multiple concurrent opportunities • Deliver accurate and predictable forecasts through disciplined pipeline inspection, milestone validation, and risk management • Solution Alignment & Cross-Functional Collaboration • Collaborate with our Solutions Consulting team to plan and deliver sales presentations, demonstrations, and coordinate proof of concept evaluations • Manage RFPs and RFIs, coordinating with the Agiloft deal desk, solutions consultants and our partners. • Collaborate with Agiloft Professional Services or our implementation partners to develop an implementation strategy for each customer • Effectively partner with Sales Development and Marketing to ensure ongoing pipeline growth • Leverage AI-assisted tools to enhance productivity, streamline workflows, and support day-to-day activities
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