Overview
We are seeking a high-impact SaaS Sales Executive who thrives in an AI-accelerated environment. With AI providing a predictable flow of warm pipeline—automated outbound, lead scoring, ICP targeting, and meeting setting—the ideal candidate excels at complex selling, deep discovery, relationship building, and strategic deal management.
This role focuses on converting AI-generated pipeline into revenue, multithreading across buying committees, and crafting value-driven business cases that close deals.
Key Responsibilities
1. Deal Ownership & Revenue Production
- Own the full sales cycle from qualified meeting to close.
- Drive predictable monthly and quarterly revenue through disciplined pipeline management.
- Maintain accurate forecasts using clear criteria (MEDDPICC or similar).
- Execute structured next steps to advance deals efficiently.
2. High-Quality Discovery & Value Selling
- Conduct multi-layered discovery to uncover true business pain, urgency, and impact.
- Translate customer challenges into compelling ROI-based value propositions.
- Lead executive-level conversations focused on outcomes, not features.
3. Stakeholder Mapping & Multithreading
- Identify and engage all members of the buying committee.
- Build internal champions and navigate political/organizational complexity.
- Partner with legal, IT/security, procurement, and finance to guide deals to close.
4. Strategic Prospecting (10–30%)
Although AI handles most outbound:
- Perform targeted, high-value prospecting into top accounts.
- Personalize outreach to trigger events, account insights, and warm leads.
- Coordinate AI-generated messaging and tailor follow-ups for human relevance.
5. Account Planning & Territory Strategy
- Develop strategic account plans including whitespace mapping and expansion opportunities.
- Analyze industry trends, competitive landscapes, and customer priorities.
- Leverage partner ecosystems to accelerate deal pathways.
6. Pipeline Hygiene & Deal Acceleration
- Maintain a clean, accurate CRM pipeline.
- Use structured deal reviews and AI insights to remove blockers early.
- Proactively follow up with stakeholders and drive momentum.
7. Relationship Building & Customer Advocacy
- Build lasting relationships with executives, champions, and users.
- Participate in EBRs/QBRs to identify upsell and cross-sell opportunities.
- Provide strategic insights and guidance to strengthen customer trust.
Qualifications & Experience
- 3–10 years of SaaS or enterprise software sales experience.
- Proven success meeting or exceeding quotas.
- Experience in selling multi-stakeholder or complex solutions.
Skills & Competencies
- Exceptional discovery and active listening skills.
- Strong executive presence and communication.
- Expert multithreading and stakeholder management abilities.
- Deal strategy mastery and comfort navigating procurement.
- Ability to convert AI-generated leads into predictable pipeline.
- Fluency with CRM, sales engagement platforms, and AI-assisted selling tools.
Mindset
- Ownership mentality and accountability for revenue results.
- Adaptability to AI-driven workflows and automation.
- Highly process-oriented and coachable.
- Curious, empathetic, and value-focused.
Success Metrics
- Consistent quota attainment (ARR, meetings-to-close rate, pipeline coverage).
- Shorter sales cycles through increased deal velocity.
- High conversion of AI-generated pipeline.
- Increased multithreading (stakeholders engaged per deal).
- Forecast accuracy within defined tolerances.