Enterprise Account Executive - East

Overview

You're selling a MarTech/SalesTech/RevTech product to Enterprise accounts (500-5,000 employees) on the East Coast. This is full-cycle sales - you source most of your own pipeline, run the entire deal, and close it. You're working 8-12 active opportunities at once with deal sizes between $100K-$200K.

Role Snapshot

Company Context

Stage: Growth stage (exact funding unknown, but "market-leading" and aggressive hiring suggests Series C+ or profitable)

Size: Unknown, but hiring 10+ Enterprise AEs simultaneously

Growth: High hiring velocity - 10+ Enterprise AE roles open suggests either rapid expansion or backfilling from churn

Market Position: Described as "market-leading" and "category-leading" in MarTech/SalesTech/RevTech space

GTM Reality

Pipeline Sources:

• 70-80% Outbound - You're building most of your pipeline. Cold outreach to target accounts, leveraging whatever account lists they provide
• 20-30% Inbound - Some marketing-generated leads, but the "heavy emphasis on pipeline creation" means don't expect a steady stream
• Minimal partner/referral flow

SDR/AE Structure: Likely some SDR support, but you're expected to self-source heavily ("heavy emphasis on pipeline creation" is code for "we won't fill your calendar")

SE Support: Probably shared SE pool for demos and technical validation

Competitive Landscape

Main Competitors: Unknown without knowing the specific product, but MarTech/SalesTech/RevTech is crowded (HubSpot, Salesforce, Gong, Outreach, 6sense, etc. depending on category)

How They Differentiate: Unknown - you'll need to ask what their specific wedge is

Common Objections:

• "We already have [incumbent solution]"
• "Budget is locked for this year"
• "We need to see ROI proof from similar companies"

Win Themes: Unknown - ask about win/loss data in interviews

What You'll Actually Do

Time Breakdown

Prospecting (40%) | Active Deals (35%) | Internal (25%)

Key Activities

• Outbound Prospecting: You're spending 15-20 hours per week on outbound - researching accounts, building target lists, cold calling into accounts, sending LinkedIn messages and emails. You need to generate 3-5 qualified opportunities per month to stay on pace.
• Discovery & Demo Calls: Running 8-12 discovery calls per week with prospects. You're qualifying budget, timeline, decision-makers, and technical fit. About 30-40% of these turn into real opportunities.
• Deal Management: You're managing 8-12 active deals in various stages. This means scheduling next steps, chasing stakeholders who ghost after meetings, building business cases, navigating procurement, and doing internal deal reviews.
• Internal Coordination: Weekly forecast calls, pipeline reviews with your manager, Slack threads with SEs about technical questions, working with legal on contract redlines, and fighting with ops about territory disputes.

The Honest Reality

What's Hard

• Most of your outbound prospecting goes nowhere. You'll send 100 emails to get 3 responses. Cold calls to Enterprise buyers rarely connect. Building pipeline is a grind.
• Deals slip constantly. A "3-month cycle" often turns into 6+ months. Budget gets frozen, champions leave, priorities shift. Your forecast accuracy will be terrible for the first 6 months.
• You're selling into a competitive category. Prospects are already using something, and changing vendors is a heavy lift. You'll lose deals to "no decision" as much as to competitors.
• The "$900K-$1M quota" with "$100K-$200K deals" means you need to close 5-8 deals per year, or about 1.5-2 deals per quarter. Miss one quarter and you're playing catch-up all year.

What Success Looks Like

• Closing 5-8 deals per year to hit $900K-$1M in bookings
• Maintaining a pipeline of 3-4x your quarterly quota (so $700K-$1M in active pipeline at any time)
• Converting 20-25% of qualified opportunities to closed-won
• Top performers hitting $300K OTE means they're closing 60-80% more deals than plan

Who You're Selling To

Primary Buyers:

• VP/Director of Marketing, Sales, or Revenue Operations (depending on product category)
• IT/Security stakeholders for technical validation
• Procurement for contracting

What They Care About:

• Measurable ROI - they need to justify ripping out an existing tool or adding a new one
• Implementation risk - how long until they see value, how much will it disrupt their team
• Integration with their existing stack (Salesforce, HubSpot, their data warehouse, etc.)
• Vendor stability - they don't want to bet on a vendor that might get acquired or shut down

Requirements

• 5+ years of Enterprise SaaS sales experience with consistent quota attainment
• Proven track record building your own pipeline through outbound prospecting
• Experience running full-cycle deals with $100K+ ACV
• Comfortable navigating complex Enterprise sales with multiple stakeholders and procurement
• Located on East Coast or willing to work EST hours
• Domain knowledge in MarTech, SalesTech, or RevTech helpful but not required