Account Executive, Enterprise – Data Privacy Compliance Automation

Our client’s solutions empower engineering teams to integrate privacy considerations into the SDLC process – from planning through to post-deployment. They believe that by building their product for Data Privacy & AI Governance they can solve the world’s most critical and challenging problems of trust and safety in data and AI-driven enterprise on behalf of every person. In their view, serving the developer community is the fastest way to facilitate truly respectful systems. While the company believes in technical approaches to better privacy, they understand legal teams hold ultimate accountability for regulatory compliance in most organizations. Our client makes it easy to follow the law by reducing the manual effort needed for privacy rights fulfillment, and by providing first-class proprietary reporting tools to validate compliance practices.

About the Role

Enterprise Account Executives are responsible for developing, managing and closing business with mid-sized and large enterprises as part of our client’s sales and solutions organization. In this role, you’ll apply your communication, presentation and strategic skills to drive prospective customers through a successful sales cycle from both outbound and inbound sales leads. Enterprise clients are typically sophisticated engineering and executive leadership teams with backgrounds in GRC, legal, compliance, security and engineering. As such, this role requires excellent professional communications, strategic solution selling and the ability to speak to all senior functions across an enterprise.

Enterprise AEs’ responsibilities look similar to highly strategic consultants versed in technology, privacy and compliance. You’ll work in small teams and own end-to-end execution of the sales process from qualifying, through demonstration, solutions and negotiation with senior executive buyers at some of the worlds largest and most recognizable companies. A day might span introductory calls with new prospects to understand their needs and assess their fit for our client’s platform, through to demonstrating state-of-the-art new capabilities of their product or negotiating multi-year agreements with the leadership of a Fortune 500 team.

As an early recruit to a new and growing team, you’ll also be responsible for turning the new sales and solutions tactics that work for your team into repeatable processes by providing clear documents and updating CRM systems reliably.

Responsibilities:

• Engage new Enterprise prospects and existing clients to scope their requirements and assess their suitability/qualification.
• Correctly estimate qualifying opportunities based on a proprietary version of MEDDIC and BANT.
• Engage with expert customer buyers in legal, compliance, and technology.
• Demonstrate our client’s platform capabilities and be versed in new features and product innovations.
• Work with technical teams to solve and scope client capabilities and needs.
• Prepare proposals and pricing agreements through the entire negotiation process.
• Ensure your lead and opportunity pipeline meets your team targets.
• Maintain the quality of information about clients in our client’s CRM for excellence in customer management.
• Accurately forecast business on a quarterly cadence.
• Effectively communicate with management, legal and customer teams to ensure proper execution of deal documents.
• Take responsibility for a quarterly sales target. 

Requirements:

• Significant enterprise sales and customer development experience.
• Experience selling technology products in the security, privacy or legal industries.
• Track record in closing enterprise and mid-market deals.
• Creation and execution of quarterly sales plans.
• Good executive presence, communication skills, and credibility.
• Proven track record of consistently meeting or exceeding assigned annual/quarterly goals and targets and consistently ranked top 1-2 on their team.
• History of accurate forecasting and business reporting.
• Significant experience selling disruptive technology into focused markets.

Benefits:

• Competitive Salary + OTE + Equity 
• 100% medical and dental insurance coverage for you and your dependent(s)
• Remote-first office hours and vacation policy
• Sponsored company lunches and events
• Parental leave and 401K plan

To Apply:

Apply below or email us your resume at info@glenborn.com