Account Executive
Description
Location: This role is fully remote in the US but candidates must be located in the West Coast / Mountain Region with travel expected
Compensation: Base Salary range: $90k-$110k - OTE range $150k-$170k
Overview
We are seeking a hungry, energetic, and determined Account Executive to drive new market share in the global IaaS and Hosting sector.
This is a Full-Cycle Sales Role for a Technical Seller. You will be translating complex infrastructure capabilities into measurable business outcomes for CTOs and IT Leaders.
This is a hybrid role. It’s important you understand the language of infrastructure (Bare Metal, Cloud, Network), but more importantly, you know how to communicate it’s value in a public cloud centric world. You understand that a lower latency route isn't just "faster", for the right customer, it's a revenue multiplier.
This role offers a competitive package, and will require the ability to travel to client sites and industry events. Solution Architects and Senior Leadership will work along side you to help architect the solutions are customers demand.
Responsibilities
- Hunt & Close (New Business): Your primary drive is net-new revenue. You will identify, navigate, and close deals with customers who fit into our target ICP.
- Communicate Value: Move beyond feature dumping. You will diagnose a prospect's technical bottlenecks and quantify how our solution improves their efficiency, reduces risk, or increases their revenue.
- Land & Expand (Account Growth): You own the relationship. Once you close a deal, you will foster that partnership, identifying new opportunities within the account to increase wallet share.
- Orchestrate the Deal: Act as the "Quarterback," coordinating Solution Architects, Procurement, and Legal to manage complex sales cycles from discovery to signature.
- Pipeline Integrity: Maintain transparent pipeline coverage in Salesforce, ensuring accurate forecasting for both new logos and account growth.
- Other duties as assigned.
Requirements
- Industry DNA: Deep B2B sales experience specifically within the IaaS, Hosting, Data Center industries, or adjacent types of solution sales. Understanding of the ecosystem (Bare Metal, Public Cloud, Connectivity).
- Technical-to-Business Fluency: Ability to explain complex technical concepts to non-technical stakeholders.
- Closing Track Record: 3+ years of experience in a closing role with demonstrable new business deals you sourced and won.
- Hybrid Discipline: Experience managing the full customer lifecycle, balancing the aggression needed for hunting with the empathy needed for account management.
- High Motor: Energetic, competitive, and thrive in an entrepreneurial environment where you are fully responsible for your own book of business.
- Nice to Have: Experience with "Deal Orchestration" or complex stakeholder management; a "Black Book" of contacts in the tech/infrastructure space.
Work Environment
The physical demands described here are representative of those that must be met by an individual to successfully perform the essential duties of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential duties.
- While performing the essential duties of this job, the individual is regularly required to speak and hear
- While performing the essential duties of this job, the individual is regularly required to use hands for keyboarding, gross manipulation, and fine manipulation
- Works at a desk and computer screen for extended periods of time
- Works in a traditional climate controlled office environment or from home
- Works in a highly stressful environment dealing with a wide variety of challenges, deadlines and diverse employee population
Disclaimer
This job description is only a summary of the typical functions of the position. It is not intended to be an exhaustive or comprehensive list of all job responsibilities, tasks, or duties. Additional duties and tasks may be assigned as part of the job function. Liquid Web Inc. reserves the right to modify, interpret, or apply this job description in a way that best supports the organizational needs. The job description in no way creates or implies an employment contract. The employment contract remains “at will”.
Equal Employment Opportunity Policy: Liquid Web is committed to offering equal employment opportunity without regard to age, color, disability, gender, gender identity, genetic information, marital status, military status, national origin, race, religion, sexual orientation, veteran status, or any other legally protected characteristic.