Enterprise Account Executive

Scale Army

The Enterprise Account Executive will drive revenue growth by managing the full sales cycle for high-intent inbound and partner-sourced opportunities. The role centers on converting qualified leads from initial contact to close while navigating technical discussions, managing comprehensive evaluations and Proofs of Concept (PoCs), and guiding prospects through a complex enterprise sales funnel with precision and momentum.

Key Responsibilities

Sales Cycle Ownership

• Manage the full sales cycle for qualified leads originating from marketing, events, partners, and founder outreach.
• Conduct structured discovery to identify pains related to data movement, SIEM costs, pipeline fragility, governance, or ML workflows.
• Present tailored product demonstrations that highlight cost reductions, improved security, and simplified data pipelines.

Technical Evaluation & Validation

• Scope and manage Proofs of Concept (PoCs) in partnership with the engineering team to validate product value.
• Build compelling business cases, including ROI and cost-savings models and deployment plans.

Enterprise Engagement

• Engage key stakeholders including CIOs, CDOs, CISOs, and Directors of Data Engineering, Observability, and Architecture to build consensus.
• Collaborate with partners such as Databricks, Snowflake, and AWS on co-sell motions.

Pipeline Management & Handoff

• Maintain meticulous CRM hygiene, accurately forecast new business, and ensure clear next steps for every opportunity.
• Manage a seamless handoff for new customers to the Customer Success team post-close.

Qualifications

Experience

• 3 7 years of experience in a closing role for a highly technical enterprise SaaS product.
• Proven track record of selling to technical personas such as Data Engineering, Platform, Security, or Observability leaders.

Skills

• Ability to grasp and articulate complex concepts, including edge processing, data pipelines, and integration architecture, in clear business terms.
• Exceptional presentation skills, including value-based storytelling and product demonstrations.
• Expertise managing complex, multi-stakeholder enterprise sales cycles from discovery to validation and close.
• Impeccable written and verbal communication skills.
• Strong operational discipline for pipeline management, forecasting, and follow-up.

What Success Looks Like

• High conversion rates from initial demo to PoC and from PoC to closed-won opportunities.
• Consistent and accurate forecasting.
• A fast-moving pipeline driven by qualification, clear next steps, and low stall rates.
• Shortened sales cycles through precise discovery and value alignment.
• Demonstrated success winning and expanding ideal customer profile (ICP) accounts.
• Recognition from partners (Databricks, Snowflake, AWS) for effective co-selling execution.

Opportunity

This role offers the chance to lead high-impact enterprise sales cycles, partner with top-tier technical stakeholders, drive meaningful pipeline outcomes, and directly influence revenue growth within a deeply technical product environment.