Account Executive, Enterprise

About the Role

The role of an Account Executive at Fullstory is not just about sales; it's about understanding the needs of your clients and providing them with solutions that can improve their digital experiences. You will work closely with internal teams to deliver value-based demonstrations and build long-lasting partnerships with key stakeholders. The ideal candidate for this position is someone who thrives in a fast-paced environment, is curious about leveraging AI for sales, and has a proven track record of success in selling SaaS products to Enterprise stakeholders.

The Enterprise account team at Fullstory is dedicated to driving growth and delivering exceptional results. As part of this team, you will be responsible for owning an Enterprise territory, developing client relationships, and generating new customer contracts. You will also work on expanding existing relationships within your territory, identifying new business opportunities, and leveraging your network to drive sales.

What You Will Do

• Own and manage an Enterprise territory, focusing on business development, client engagement, and generating new customer contracts.
• Develop long-term plans for acquiring and growing accounts, with a thorough understanding of the Enterprise sales cycle.
• Prospect new business opportunities through cold calling, cold emailing, LinkedIn outreach, and utilizing your professional network.
• Leverage AI tools to enhance prospecting efforts, personalize client communications, and gain deeper insights into customer engagement.
• Manage multiple relationships simultaneously, both internally at Fullstory and externally within an account, to drive new business or expansion.
• Use technology to accurately forecast sales, manage deal stages, and understand pipeline predictability.
• Collaborate with internal departments such as Sales Engineering, Professional Services, and Customer Success to deliver value-based demonstrations.
• Stay updated on industry trends and competitor activity to identify new sales opportunities.
• Develop and maintain a deep understanding of Fullstory's products and services to effectively communicate their value to clients.

What We Are Looking For

• A minimum of 5 years of proven success in selling SaaS products into Enterprise or Strategic stakeholders.
• Experience selling to Product, Data, or Engineering teams, with a consistent track record of quota attainment.
• Ability to navigate complex sales cycles and deliver exceptional results, with experience closing deals worth
  00k or more.
• Proven ability to source and qualify net-new business, as well as drive expansion business within current accounts.
• Experience building relationships within Large Enterprise or Strategic accounts, with the ability to cultivate long-lasting partnerships.
• Strong collaboration and communication skills, with experience working with cross-functional teams.
• Curiosity and willingness to leverage AI to improve efficiency and streamline daily tasks.
• Excellent forecasting and sales planning skills, with the ability to manage multiple deals simultaneously.

Nice to Have

• Experience with sales automation tools and CRM software.
• Knowledge of the digital marketing and tech industry, with an understanding of current trends and challenges.
• Certification in sales or a related field, such as a Salesforce certification.
• Experience working in a fast-paced, dynamic environment, with the ability to adapt to changing priorities.

Benefits and Perks

• Competitive salary and on-target earnings.
• Opportunity to work with a leading behavioral data platform.
• Collaborative and dynamic work environment.
• Professional development opportunities, with training and support for career growth.
• Access to the latest tools and technologies, including AI-powered sales tools.
• Flexible work arrangements, with the option to work remotely.
• Comprehensive benefits package, including health insurance, retirement plan, and paid time off.
• Recognition and reward for outstanding performance, with opportunities for advancement.

• Develop a strong understanding of Fullstory's products and services to effectively communicate their value to clients.
• Leverage your professional network to drive sales and expand your territory.
• Stay updated on industry trends and competitor activity to identify new sales opportunities.
• Focus on building long-lasting relationships with key stakeholders to drive business growth.
• Be prepared to discuss your experience with AI-powered sales tools and how you have used them to enhance efficiency.
• Highlight your ability to navigate complex sales cycles and deliver exceptional results.
• Showcase your skills in forecasting and sales planning, and be prepared to provide examples of your experience with CRM software and sales automation tools.