Senior Account Executive, Enterprise

About the Role

The role is part of Mixpanel's Enterprise team, which is dedicated to working with the company's largest and most strategic clients. These clients are typically high-growth tech companies that are looking for innovative solutions to help them better understand their customers and improve their overall customer experience. As a Senior Account Executive, you will be responsible for identifying new business opportunities, managing complex sales cycles, and collaborating with internal stakeholders to ensure that client needs are met.

Mixpanel's digital analytics platform is designed to help companies accelerate adoption, improve retention, and ship products with confidence. The platform combines product and web analytics, session replay, experimentation, feature flags, and metric trees to provide a comprehensive understanding of customer behavior. As a Senior Account Executive, you will need to have a strong understanding of the platform and its capabilities, as well as the ability to communicate its value to potential clients.

What You Will Do

• Generate new business opportunities by selling directly to top-tier digital analytics decision-makers, including C-level executives and other key stakeholders.
• Manage 6-18 month sales cycles, including working with clients to understand their requirements and demonstrating how Mixpanel's product can meet their needs.
• Manage customer-side buying processes, from discovering and creating needs to building a business case and navigating the procurement and IT security review process.
• Maintain accurate Salesforce records related to new business opportunities and deliver accurate weekly forecasts related to revenue targets.
• Approach all deals with a customer-focused mentality, developing relationships and uncovering the needs of multiple key stakeholders to find value moments.
• Collaborate cross-functionally with key partners, such as Solutions Engineering, Customer Success, Product, Marketing, and Legal, to understand strategic enterprise use cases and needs.
• Intimately understand Mixpanel's competition and technology partners to consult customers on the company's place in the broader analytics market.
• Develop and execute strategic account plans to achieve sales targets and expand existing relationships.
• Conduct regular business reviews with clients to ensure they are achieving their desired outcomes and to identify new sales opportunities.

What We Are Looking For

• At least 7+ years of experience in full-cycle SaaS sales, with a focus on enterprise-level clients.
• Proven ability to succeed in outbound prospecting and generating significant deal outcomes.
• Passion for communicating value to senior stakeholders and figuring out creative ways to create success and develop new business cases internally.
• Proven ability to own and manage complex sales cycles, utilizing solution and value-selling approaches to exceed activity, pipeline, and revenue targets.
• Expertise in engaging with C-level executives and managing high-stakes negotiations.
• Effective communicator and strong presenter, with the ability to influence senior stakeholders.
• Adaptability, with the ability to understand that change is constant and to embrace it.
• Agility and resilience, with the ability to move quickly and encourage continued improvement.
• Strong work ethic, desire to learn, and a drive to excel.
• Curiosity for the product analytics space and a willingness to stay up-to-date with industry trends and developments.

Nice to Have

• Experience working with digital analytics platforms and tools, such as Salesforce, Adjust, and Excel.
• Knowledge of the sales process and the ability to manage complex sales cycles.
• Strong understanding of the tech industry and the challenges faced by high-growth companies.
• Experience working in a remote or distributed team environment.
• Certification in sales or a related field, such as CSPO or AWS Certified Sales.

Benefits and Perks

• Competitive salary and benefits package.
• Opportunity to work with a leading digital analytics platform and a talented team of professionals.
• Flexible working hours and remote work options.
• Professional development and growth opportunities.
• Access to the latest tools and technologies.
• Recognition and reward for outstanding performance.
• Comprehensive health and wellness benefits.
• Generous PTO and holiday schedule.
• Remote stipend and home office setup support.

• Tip: Make sure to highlight your experience with SaaS sales and your ability to manage complex sales cycles in your application.
• To stand out, demonstrate a deep understanding of the product analytics space and the challenges faced by high-growth tech companies.
• Be prepared to provide specific examples of your sales accomplishments and how you have successfully managed relationships with key stakeholders.
• When interviewing, focus on showcasing your ability to communicate value to senior stakeholders and your passion for driving business growth.
• Consider creating a portfolio that showcases your sales skills and experience, and be prepared to discuss it during the interview process.
• Don't be afraid to ask about the company culture and values, and how they impact the way the sales team operates.
• Be prepared to discuss your experience with tools like Salesforce, Adjust, and Excel, and how you have used them to drive sales success.