Account Executive, Strategic

About the Role

The pace at Fullstory is fast, and the landscape is ever-changing. To succeed in this role, you must be able to thrive when challenged and work hard to achieve your goals. You will be working closely with cross-functional teams, including Sales Engineering, Professional Services, and Customer Success, to deliver value-based, technical demonstrations and drive business growth.

What You Will Do

• Own an Enterprise territory and develop a thorough understanding of the sales cycle and customer needs
• Craft long-term plans for acquiring and growing accounts, including identifying new business opportunities and expanding existing relationships
• Actively prospect new business opportunities via cold calling, cold emailing, LinkedIn outreach, and utilizing your own network
• Manage multiple relationships simultaneously, both internally and externally, to drive new business or expansion
• Utilize technology to accurately forecast, manage deal stages, and understand pipeline predictability
• Collaborate with internal departments, such as Sales Engineering, Professional Services, and Customer Success, to deliver value-based, technical demonstrations
• Identify and implement AI solutions to automate or optimize key workflows and improve team productivity
• Develop and maintain a deep understanding of Fullstory's products and services, including its behavioral data platform and digital experience capabilities
• Provide feedback and insights to internal teams to help improve sales strategies and processes
• Stay up-to-date with industry trends and developments, and apply this knowledge to drive business growth and stay ahead of the competition

What We Are Looking For

• 5+ years of experience selling SaaS products into Enterprise stakeholders within Product, Data, or Engineering teams
• A track record of quota attainment of annual quota over $2 million AUD
• Experience multithreading, networking, and building relationships within an Enterprise account
• Experience running value-based, technical demonstrations in partnership with other internal departments
• Proven ability to effectively source and qualify net-new business, as well as drive expansion business within current accounts
• Strong understanding of the sales cycle and customer needs, with the ability to craft long-term plans and manage multiple relationships
• Excellent communication and interpersonal skills, with the ability to collaborate with cross-functional teams
• Strong technical skills, with the ability to learn and understand Fullstory's products and services
• Experience with CRM software and other sales tools, with the ability to utilize technology to forecast and manage deal stages

Nice to Have

• Experience working in a fast-paced, ever-changing environment, with the ability to thrive when challenged
• Knowledge of AI solutions and their application in sales and marketing
• Experience working with remote teams, with the ability to collaborate and communicate effectively in a virtual environment
• Strong data analysis skills, with the ability to understand and interpret sales data and metrics

Benefits and Perks

• Competitive salary and on-target earnings (OTE) package
• Opportunities for career growth and professional development, including training programs and mentorship
• Flexible work arrangements, including remote work options and flexible PTO
• Access to cutting-edge technology and tools, including CRM software and sales automation platforms
• Collaborative and dynamic work environment, with a team of experienced professionals
• Comprehensive benefits package, including health insurance and retirement savings plans
• Annual company-wide closure and federal holidays, with opportunities for rest and relaxation

• Develop a strong understanding of Fullstory's products and services, including its behavioral data platform and digital experience capabilities, to effectively demonstrate value to customers.
• Showcase your ability to craft long-term plans and manage multiple relationships, and be prepared to provide examples of your experience in these areas.
• Highlight your technical skills, including your ability to learn and understand new products and services, and your experience with CRM software and other sales tools.
• Be prepared to discuss your experience working in a fast-paced, ever-changing environment, and how you thrive when challenged.
• Research the company culture and values, and be prepared to discuss how your own values and work style align with those of Fullstory.
• Develop a strong portfolio of your sales experience and achievements, including any relevant certifications or training programs.
• Practice your communication and interpersonal skills, including your ability to collaborate with cross-functional teams and communicate complex technical information to non-technical stakeholders.