Enterprise Account Executive

About the role

Omni provides an AI analytics platform that functions as a semantic model to create a governed context graph for enterprise data. The Enterprise Account Executive owns the full sales cycle, driving revenue and expansion for mid-market companies that operate with between 500 and 5,000 employees. In this position, you will act as a trusted advisor, guiding executive stakeholders through strategic conversations about data governance and AI readiness. You will leverage consultative and challenger-style techniques to uncover latent needs and position Omni as the critical infrastructure for analytics and AI. Success in this role requires a blend of strategic foresight and operational discipline to navigate complex enterprise decision-making. You will translate customer feedback directly into improvements for product messaging and sales playbooks. Ultimately, this role is responsible for owning quota attainment while building a predictable and scalable sales pipeline.

Key facts

What you'll do

• Execute consultative and challenger-style sales engagements to achieve and overachieve quarterly and annual revenue targets.
• Manage the complete sales pipeline utilizing the MEDDPICC and 3 Whys frameworks while integrating research-driven outbound prospecting techniques.
• Partner closely with Solutions Engineering to facilitate technical workshops and proof-of-concept projects that address the specific concerns of technical buyers.
• Develop and expand top-of-funnel pipeline while enabling customer success initiatives through strategic partnerships with technology and system integrator vendors.
• Construct data-backed business cases specifically for renewal discussions and cross-sell opportunities to maximize customer lifetime value.
• Provide leadership with precise, weekly go-to-market forecasts that reflect true pipeline health and conversion probabilities.
• Conduct deep competitive analysis to identify gaps in our value proposition and refine our positioning against alternative solutions.
• Serve as the primary revenue driver for assigned accounts, balancing new customer acquisition with strategic expansion efforts.
• Collaborate with marketing to refine target personas and ensure alignment between demand generation and direct sales activities.
• Maintain a rigorous documentation process within CRM to ensure transparency and enable accurate forecasting for the organization.
• Identify and mitigate risks within the sales cycle to prevent stalled deals and ensure smooth progression through all stages.
• Act as the executive voice of the customer internally, feeding insights into product development and go-to-market strategies.
• Establish long-term relationships with key stakeholders to uncover new use cases and drive multi-year contract agreements.
• Continuously refine personal sales methodology by studying industry best practices and incorporating feedback from leadership.

Requirements

• Hold a minimum of 5 years of professional experience consistently surpassing or meeting sales quotas within the SaaS industry.
• Demonstrate the ability to influence and persuade C-suite executives and technical stakeholders simultaneously during long-term, complex decision cycles.
• Possess the skillset necessary to convert direct customer feedback into actionable insights that inform product strategy and sales approaches.
• Exhibit a high level of autonomy in diagnosing complex business challenges and developing high-revenue opportunity strategies.
• Show resilience and adaptability when managing enterprise-level objections and navigating lengthy sales cycles.
• Have a proven track record of building trust with executive sponsors to accelerate deal progression and reduce friction.
• Display strong written and verbal communication skills tailored to both technical and non-technical audiences.
• Commit to working within the legal and ethical boundaries of enterprise sales while maintaining data security and compliance standards.

Nice to have

• Accumulate 5 to 7+ years of experience exceeding sales quotas specifically within the modern data stack sectors, including business intelligence, analytics, and ETL platforms.
• Develop deep knowledge of the end-to-end data ecosystem, including complex system integrations, data warehousing, and cloud architecture.
• Secure demonstrated success thriving in fast-paced startup environments, particularly within Series A to Series D growth stages.
• Familiarity with AI and machine learning concepts as they apply to data analytics and business intelligence applications.
• Experience selling to highly regulated industries such as finance or healthcare, where compliance and security are paramount.
• Background in managing global accounts across multiple time zones and cultures.
• History of mentoring junior sales representatives and contributing to the development of sales playbooks.

Skills & tools

• Expertise in utilizing the MEDDPICC sales framework to structure deals and identify stakeholder pain points.
• Proficiency with the 3 Whys framework to uncover root causes and justify project urgency and budget allocation.
• Comprehensive understanding of the Modern Data Stack, including the interplay between BI, Analytics, and ETL tools.
• Mastery of Enterprise SaaS sales motions, including contract negotiations and stakeholder mapping.
• Experience with CRM platforms, specifically for pipeline management and forecasting accuracy.
• Knowledge of data visualization and dashboarding principles to effectively communicate value propositions.
• Familiarity with collaboration tools used by distributed teams to coordinate with engineering and customer success departments.

Practical notes

• Benefits include health, dental, and vision insurance, a 401(k) plan, and unlimited PTO.
• Omni is an equal opportunity employer and provides reasonable accommodations for the interview process upon request.
• This position is eligible for equity compensation as part of the total rewards package.
• The role requires a stable internet connection and a suitable workspace for remote collaboration.
• Candidates must be authorized to work in the United States without sponsorship now or at any time during the employment period.
• The position may require travel to customer sites, partner events, or industry conferences as business needs dictate.
• Occasional travel may be required, potentially involving overnight stays within the United States.
• New hires are expected to complete standard onboarding processes, which may include training sessions and compliance documentation.
• Professional development opportunities are available, including access to internal training resources and industry events.
• Performance reviews are conducted annually, with the possibility of more frequent check-ins during the probationary period.
• Success in this role is defined by clear metrics related to revenue generation, pipeline creation, and customer satisfaction.
• The company reserves the right to adjust responsibilities and requirements based on evolving business needs.