Senior Account Executive

About the role

Join 6sense to sell a predictive solution that forecasts customer buying behavior with 85% accuracy. You will be a key contributor to our company's expansion, building on our success with major enterprises. In this capacity, you will leverage advanced data signals to identify in-market accounts and align sales efforts with high-value opportunities. The role requires a proactive approach to engaging stakeholders across complex enterprise organizations. You will play a pivotal part in driving revenue growth through strategic account penetration. Success in this position is defined by the ability to navigate lengthy sales cycles and establish credibility at the highest levels of client organizations. This is an opportunity to shape the future of B2B buying intelligence and directly influence the company's market leadership. Your contributions will be integral to sustaining and accelerating the company's growth trajectory in a competitive landscape.

Key facts

What you'll do

• Drive revenue growth by closing significant, intricate deals within your assigned territory, utilizing a consultative approach to uncover client needs.
• Manage your sales pipeline from lead generation to closing, acting as the primary point of contact for enterprise clients and ensuring all touchpoints are tracked meticulously.
• Educate potential customers on the value and capabilities of the 6sense platform, translating complex product features into clear business outcomes.
• Consistently meet and exceed quarterly and annual sales targets, demonstrating disciplined execution and a results-oriented mindset.
• Identify and engage with line-of-business executives, including CMOs and VPs of Demand Generation, to build consensus and drive procurement decisions.
• Leverage market intelligence and intent data to prioritize prospects and tailor messaging that resonates with specific stakeholder groups.
• Own the end-to-end sales cycle, from initial discovery and needs analysis through negotiation, contract finalization, and successful implementation.
• Collaborate with internal teams, including marketing and product specialists, to refine positioning and ensure alignment with evolving customer requirements.
• Develop and maintain a robust sales pipeline, forecasting accurately and adjusting strategies to optimize opportunity conversion rates.
• Establish strong, trust-based relationships with key contacts, positioning yourself as a strategic advisor rather than a transactional vendor.
• Utilize CRM tools to maintain detailed records of interactions, ensuring continuity and enabling data-driven adjustments to sales approaches.
• Articulate the return on investment of the 6sense platform, emphasizing its role in reducing risk and increasing marketing efficiency.
• Participate in competitive deal reviews, analyzing rival offerings to reinforce the unique value proposition of 6sense solutions.
• Contribute to the creation of sales playbooks and best practices, drawing from real-world experiences to enhance team performance.

Requirements

• A minimum of 5 years in quota-carrying software or technology sales, with a history of closing complex sales cycles that involve multiple decision-makers.
• A proven record of exceeding sales quotas, typically ranking in the top 10-20% of your sales team, demonstrating consistent high performance under pressure.
• Experience closing deals with an Annual Contract Value (ACV) of $100,000 or more, engaging with line-of-business executives and influencing budget allocation.
• Demonstrated success in acquiring new clients and managing a pipeline of enterprise-level opportunities, with a focus on sustainable growth.
• A bachelor's degree or equivalent practical experience, indicating a foundational understanding of business principles and client management.
• The ability to operate independently and as part of a team, balancing self-directed work with collaborative efforts to achieve shared objectives.
• Strong analytical skills to interpret market trends and adjust strategies accordingly, ensuring alignment with shifting customer demands.
• A commitment to ethical sales practices, maintaining transparency and integrity in all client interactions and contractual agreements.

Nice to have

• Prior experience selling to Enterprise CMOs, VPs of Demand Generation, Marketing Operations, and Sales Leaders, allowing for immediate relationship building.
• Experience closing transactions valued at $1 million or more, showcasing the ability to handle large-scale enterprise deals.
• Familiarity with marketing technology platforms (e.g., Marketo, Eloqua), B2B media, and data providers, facilitating smoother integration discussions.
• Strong written and verbal communication abilities, enabling clear articulation of value propositions and complex concepts.
• The capacity to excel in a dynamic, team-focused setting, contributing positively to a collaborative sales environment.
• Excellent customer references at the C-level, providing social proof and enhancing credibility during the sales process.

Practical notes

Base Salary Range: $117,000 to $206,250 depending on experience and other factors.

Benefits include health coverage, paid parental leave, generous paid time off and holidays, quarterly self-care days, and stock options. Access to LinkedIn Learning for professional development.

6sense is an Equal Employment Opportunity and Affirmative Action Employer. Inquiries regarding reasonable accommodation for the application process can be directed to jobs@6sense.com.

All official communications from 6sense will originate from the @6sense.com domain. The company will not initiate contact via text message or request payments.