Strategic Account Executive

About the role

Join 6sense to drive growth by selling a predictive solution that identifies future buyers, their needs, and purchase timing with 85% accuracy. You will be a key contributor to our expansion, building on success with major enterprises. This role offers the chance to manage your territory like a CEO and achieve significant financial rewards. You will operate in a fast-paced environment where data intelligence dictates the sales strategy, requiring adaptability and a results-first mentality. The position is designed for individuals who thrive on ownership and are accountable for the full sales cycle from prospecting to closure. Success in this role will directly impact the company's revenue trajectory and market penetration. You will be part of a Sales Team focused on enterprise-level transactions and strategic partnerships.

Key facts

What you'll do

• Cultivate and close new business opportunities within strategic accounts by leveraging precise buyer intent data.
• Develop and execute account strategies to meet and exceed sales targets through meticulous planning and analysis.
• Uncover customer business challenges and articulate the value of 6sense's platform in solving complex enterprise problems.
• Establish and maintain strong relationships with key stakeholders, including C-level executives and decision-makers.
• Conduct in-depth research to identify target organizations and map the buying committee for each strategic initiative.
• Utilize CRM software to manage the sales pipeline, forecast revenue, and ensure accurate reporting metrics.
• Collaborate with internal teams to build compelling business cases that justify the investment in predictive analytics.
• Navigate complex sales cycles involving multiple stakeholders and executive-level scrutiny.
• Articulate the return on investment by demonstrating how 6sense reduces waste and accelerates the sales cycle.
• Maintain a high level of professionalism and integrity while adhering to the company's ethical sales standards.
• Identify expansion opportunities within existing client portfolios to drive account growth and retention.
• Provide feedback to product and marketing teams based on market interactions and evolving customer needs.
• Stay current on industry trends, competitive landscapes, and market dynamics to remain a trusted advisor.
• Document all sales activities and outcomes to ensure transparency and facilitate knowledge transfer.

Requirements

• A minimum of 7 years in quota-carrying software or technology sales, with a history of closing complex deals that require multi-stakeholder consensus.
• Proven ability to consistently surpass sales quotas, ranking in the top 10-20% of sales professionals based on measurable performance metrics.
• Experience closing deals valued at over $250,000 Annual Contract Value (ACV) with line-of-business leaders who hold budgetary authority.
• Demonstrated success in acquiring net-new customer logos through proactive outbound strategies and inbound engagement.
• A Bachelor's degree or equivalent practical experience that demonstrates a strong foundation in business acumen and market analysis.
• The legal right to work in the United States without requiring sponsorship, as this is a remote position based in the US.
• A reliable high-speed internet connection and a dedicated workspace capable of supporting full-time remote employment.
• Willingness to adhere to the company's code of conduct and sales methodologies as they relate to enterprise-level transactions.
• Availability to participate in regular team meetings and collaborative sessions during standard business hours.
• Commitment to maintaining data security and confidentiality regarding client information and internal company metrics.

Nice to have

• Experience selling to Enterprise CMOs, VPs of Demand Generation, Marketing Operations, and Sales leaders who influence purchasing decisions.
• Proven track record of closing transactions valued at $1 million or more, showcasing the ability to handle large-scale enterprise deals.
• Familiarity with marketing technology stacks (e.g., Marketo, Eloqua), B2B publishers/media, and data providers that are integral to the 6sense ecosystem.
• Strong written and verbal communication skills that enable clear and persuasive messaging to technical and executive audiences.
• Ability to thrive in a dynamic, team-oriented environment where collaboration and peer learning are essential for success.
• Excellent C-level customer references that validate past performance, reliability, and strategic contribution to previous organizations.
• Understanding of the nuances within the sales cycle for SaaS and subscription-based models, including the ability to explain complex value propositions.
• Experience with consultative selling techniques that focus on uncovering latent needs and building long-term partnerships.
• Comfort with using analytics to drive decisions and prove the efficacy of sales strategies to stakeholders.
• A proactive approach to professional development, seeking out feedback and coaching to refine sales techniques.

Practical notes

Base Salary Range: $140,625.00 - $206,250.00. Total compensation includes commission and potentially stock options. Benefits include health insurance, life and disability insurance, 401K matching, paid holidays, self-care days, and paid time off. All communications will come from the @6sense.com domain. We will not request payment or initiate contact via text message.