Senior Account Executive

Posted: 2026-02-11

Pipeline & Outbound

- Run a disciplined, structured outbound motion: strategic account mapping, multi channel sequencing, and BDR coordination.

- Build and maintain a 3x+ pipeline coverage ratio through consistent prospecting activity.

Deal Execution

- Own the full sales cycle end-to-end: discovery → technical validation (PoC)→ commercial negotiation → close.

- Lead multi-threaded deals across business and technical stakeholders, including Heads of Data, CDOs, VP Analytics.

Sales Methodology & CRM Discipline

- Apply MEDDPICC to map buying committees, identify economic buyers, and call your forecast accurately.

- Maintain clean, current CRM data in HubSpot. Pipeline visibility is a shared discipline here.

Value Selling

- Partner with Solutions Engineers to build ROI-backed business cases. Cost of inaction, not just feature lists.

- Win competitive deals through strong differentiation in the modern data stack ecosystem.

- 7+ years of B2B sales experience, with meaningful time in a quota-carrying, net-new business role.

- Demonstrated track record of consistent quota achievement. Not just hitting numbers, but understanding why you hit them.

- Strong outbound instincts: you know how to build pipeline from cold, not just work inbound.

- Comfortable working US-aligned hours. Typical shift is 6 PM to 3 AM IST, with flexibility on demand.

- Executive communication and negotiation skills. You should be comfortable running a room with a CDO.

- This is fairly technical product - comfortable with getting into deep ends about technology is critical.

- Experience selling technical products: data, analytics, DevOps, infrastructure, or developer tools.