Senior Major Account Executive - New Logo

Senior Major Account Executive - NYC

We have an opportunity for a Senior Major Enterprise Account Executive to join our Major Account Executive sales team, reporting to the Senior Director of Major Account Executives. In this pivotal role, you will focus on acquiring new accounts, generating new leads, and converting them into customers. This includes owning and coordinating all aspects of the sales cycle. Our most successful salespeople in this role have a hunter mindset and an entrepreneurial spirit while acting ethically and transparently. This role requires a proactive approach to sales, with a focus on generating new leads and converting them into customers. This includes owning and coordinating all aspects of the sales cycle, maintaining and expanding the customer base, and collaborating closely with the BDR, Field Marketing, Solutions Architecture, and Mid-Atlantic Sales Team with primary focus on NYC metro. You're the ideal candidate if you have a hunter mindset, and a proven track record of identifying and securing new business opportunities, cultivating relationships with prospects, and consistently achieving sales targets.

Be a Contributor What You'll Do

• Territory and Account Planning
• Collaborate with your local team to build and execute a comprehensive territory and account plan.
• Use AI-enabled sales intelligence and analytics tools to identify high-potential accounts, buying signals, whitespace opportunities, and priority personas across the territory.
• Apply data-driven insights to refine account strategies, improve territory coverage, and focus resources on the opportunities most likely to convert.

• New Business Development
• Drive new business opportunities in networking, security, and cloud solutions.
• Leverage AI-powered tools to research target accounts, personalize outreach, identify relevant business challenges, and accelerate new-logo pipeline generation.

• Prospecting
• Identify and pursue new opportunities through sales-specific actions, marketing programs, channel partnerships, and personally driven campaigns.
• Engage in 810 new-business customer interactions per week.
• Initiate contact with prospects across multiple personas, including networking, security, and cloud leaders, through cold calls, emails, social selling, and professional networking.
• Develop and execute strategies to generate new-business leads through a combination of marketing, channel, and individually driven campaigns.
• Utilize prospecting tools such as ZoomInfo, LinkedIn Sales Navigator, Highspot Digital Sales Rooms, and approved AI-enabled sales tools.
• Use generative AI responsibly to improve prospect research, personalize communications, prepare for meetings, and increase prospecting productivity while maintaining accuracy, confidentiality, and brand standards.

• Deal Qualification
• Conduct expert discovery and apply the MEDDPICC deal qualification framework.
• Use AI-assisted call intelligence and opportunity insights to identify gaps in discovery, stakeholder engagement, competitive positioning, and deal qualification.
• Validate AI-generated insights through direct customer engagement and sound sales judgment.

• Sales Recipes Adherence
• Follow established sales recipes, including workshops and assessments.
• Conduct one Security Workshop per month and seven Security Assessments per year.

• Economic Buyer Engagement
• Reach the economic buyer by leveraging business value assessments and compelling business cases.
• Ensure all new-logo opportunities over $50,000 include a Business Value Assessment.
• Use AI-enabled research and analytical tools, where appropriate, to strengthen business cases, quantify customer outcomes, and tailor executive-level value propositions.

• Partner Meetings
• Hold at least two partner meetings per week with resellers, hyperscalers, and technology-alliance partners.
• Leverage hyperscaler relationships and transact at least one deal per quarter through a hyperscaler marketplace.
• Apply account and partner intelligence to identify opportunities for co-selling, joint prospecting, and coordinated market engagement.

• Accurate Forecasting
• Maintain forecasting accuracy within plus or minus 10%.
• Use CRM, forecasting platforms, and AI-generated opportunity insights to assess deal health, identify risks, and improve forecast accuracy.
• Maintain complete and accurate CRM data to ensure AI-supported recommendations and forecasts are based on reliable information.

Be Prepared What You Bring

• 10+ years of successful technology sales experience, preferably in a hunter role focused on new-business acquisition.
• References from C-level executives at a minimum of three accounts where you successfully established relationships and introduced a portfolio of products.

Proven Track Record of:

• Meeting and exceeding sales targets.
• Opening Fortune 1000 or similarly sized accounts and closing six-figure ACV opportunities.
• Building trusted C-level relationships.
• Disrupting incumbent technologies and challenging the status quo by successfully selling emerging solutions that may not yet be part of an established market.
• Cultivating partner ecosystems across channel organizations, hyperscalers, and technology alliances.
• Selling a portfolio of products through complex, multi-stakeholder customer engagements involving economic buyers, CIOs, CISOs, Finance, Risk, SecOps, and other key decision-makers.
• Applying value-selling methodologies, including advanced Business Value Assessments and ROI models.
• Using AI-enabled sales tools, account intelligence, conversation intelligence, and data analytics to improve prospecting, account planning, pipeline development, deal execution, and forecast accuracy.
• Demonstrating curiosity and adaptability in adopting emerging AI capabilities that increase seller productivity and enhance the customer experience.
• Using generative AI responsibly, including protecting confidential information, reviewing AI-generated content for accuracy, and complying with company security, privacy, and ethical-use standards.
• Proficiency with CRM and sales technology platforms, including but not limited to Salesforce, Clari, Highspot, LinkedIn Sales Navigator, ZoomInfo, 6sense, and relevant AI-enabled sales applications.
• Strong analytical skills with the ability to translate sales intelligence and AI-generated insights into clear, actionable account and opportunity strategies.
• Excellent written, verbal, and executive-level communication skills.
• Highly self-motivated, accountable, and comfortable operating in a fast-paced, entrepreneurial sales environment.
• Bachelor's degree or equivalent relevant experience.

Be Successful Your Path

First 90 Days: Immerse in our culture, connect with mentors, and map the systems and stakeholders that rely on your work.

Six Months:

• Be confident delivering POC and webinars, as well as communicating our value proposition to new and existing customers
• Participate in 8-10 customer meetings a week, created through your individual prospecting, partner networking, and pipeline generation in conjunction with the Marketing and BDR team

One Year:

• Have built a target pipeline of 3X your current quota
• Deliver consistent quarterly results against quota attainment
• Have built a network of external champions across your territory and target accounts

Belong Your Community

Our culture thrives on inclusion, rewarding the bold ideas, curiosity, and creativity that move us forward. In a community where every voice counts, continuous learning is the norm. So, whether you code, create, sell, or care for customers, you'll grow and belong here.

Be Rewarded Benefits That Help You Grow, Thrive, Belong

• Comprehensive health coverage, generous PTO, and flexible work options
• Learning opportunities, career-mobility programs, and leadership workshops
• Sixteen paid volunteer hours each year, global employee resource groups, and a "No Jerks" policy that keeps collaboration healthy
• Modern offices with EV charging, healthy snacks (and the occasional cupcake), plus hackathons, game nights, and culture celebrations
• Charitable Giving Program supported by Company Match

We practice pay transparency and reward performance. Offers reflect role location, internal equity, experience, skills, education, and certifications. Base salary for this position: $150K - $160K plus bonus or commissions.