Enterprise Account Executive
Key Skills for This Role
Full Job Posting
Role and Responsibilities
Build and execute a territory strategy for net-new customer acquisition.
Prospect fearlessly across a broad account universe using proactive, persistent outbound, account-based, partner, and market-education motions; stay resilient and effective through rejection and ambiguity.
Form account hypotheses, map the buying center, and earn first meetings with relevant points of view tailored to the customer.
Engage executive, business, technical, security, and procurement stakeholders.
Lead great business-first discovery, connect AI and data challenges to fundable goals, and build quantified ROI, TCO, or operational-impact cases.
Build and develop champions, multi-thread the buying group, earn executive and economic-buyer access, and maintain stakeholder alignment; own the stakeholder plan, mutual action plan, close plan, value case, stage gates, forecast, and commercial outcome.
Lead complex sales cycles through technical validation, security, legal, procurement, negotiation, and close.
Partner with Solutions and Forward Deployment Engineers and cross-functional teams to validate technical fit and establish the first production workload.
Navigate competitive displacement and maintain disciplined activity management, CRM hygiene, reporting, qualification, forecasting, and opportunity management; showcase clear metrics such as pipeline created, meetings, conversion, quota attainment, and new-logo performance.
Be AI fluent: use AI and research tools productively and responsibly while applying judgment, validating outputs, and separating facts from hypotheses.
Travel within the assigned territory as required.
Required Skills and Experience
- 5+ years of quota-carrying B2B enterprise software sales experience, ideally selling to large or technically sophisticated organizations; experience in data, cloud, analytics, AI, or adjacent technical domains is a plus.
- Repeated, quantified quota success with clear ownership of new-logo wins and self-sourced pipeline.
- Experience closing complex, multi-stakeholder deals involving executives, technical evaluators, security, legal, finance, procurement, and partners.
- Ability to sell measurable business outcomes and build ROI, TCO, or operational-impact cases.
- Technical fluency in an adjacent domain such as databases, data infrastructure, analytics, AI/ML, cloud, Kubernetes, developer tools, cybersecurity, observability, or open-source software.
- Strong qualification, account planning, forecasting, CRM, negotiation, and deal-management skills.
- Learning velocity and coachability, demonstrated through specific behavior change after feedback; ability to explain technical concepts clearly to technical and executive audiences.
- Executive presence, customer trust, resilience, intellectual honesty, and excellent communication skills.
- B.A., B.S. degree or equivalent in a related field.
- Experience with Fortune 500 or security-sensitive organizations, cloud ecosystems, open-source or consumption-based products, or emerging categories is preferred.
Preferred Qualifications
- 5+ years of quota-carrying B2B enterprise software sales experience, ideally selling to large or technically sophisticated organizations; experience in data, cloud, analytics, AI, or adjacent technical domains is a plus.
- Experience with Fortune 500 or security-sensitive organizations, cloud ecosystems, open-source or consumption-based products, or emerging categories is preferred.
About SingleStore
SingleStore delivers a high-performance database platform combining transactional and analytical processing with multi-model data support for vectors, JSON, and time-series, purpose-built for enterprise AI workloads.
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