Enterprise Account Executive

About the role

In this role, you will define and execute sales strategies to meet and exceed your assigned quota while managing the full sales cycle from initial prospecting through qualifying, managing points of view, and closing opportunities with confidence. You will partner closely with your Customer Success Manager and Solutions Engineering counterparts to build strong, long-term partnerships, deliver continuous value to clients, identify and drive upsell opportunities, and ensure timely renewals for existing customers. As a key representative of the customer voice, you will actively acquire and maintain deep knowledge of the access management industry and the emerging competitive landscape to inform your strategies. You will collaborate with the Go-To-Market team to iterate on sales best practices, share key learnings about industry trends, and refine messaging and sales assets to improve pipeline generation and management. Additionally, you will document your results meticulously and maintain accurate data across all sales systems to provide clear visibility into performance. You will be a vocal advocate for the customer or prospect within internal teams, including Sales Engineering, the POV team, Product, and Marketing, to ensure appropriate prioritization of needs and feedback. This position is ideal for a highly driven, curious, and self-motivated individual with startup experience who thrives in fast-paced, competitive markets and can demonstrate a consistent track record of landing net new logos.

Key facts

What you'll do

Conduct in-depth research to identify and qualify new enterprise opportunities that align with the ideal customer profile and strategic goals.

Develop and own a multi-threaded sales strategy for each target account, aligning stakeholder objectives and mapping key decision-makers and influencers.

Establish and manage a robust pipeline of opportunities, ensuring a healthy flow of deals at every stage of the sales cycle.

Deliver compelling Points of View (POVs) and tailored demonstrations that clearly articulate the value of intelligent access management in complex enterprise environments.

Collaborate with Sales Engineering and Product teams to build business cases, address technical questions, and overcome objections during the evaluation process.

Negotiate contract terms and pricing structures to secure mutually beneficial agreements that support company objectives and customer success.

Work closely with Customer Success to identify and qualify upsell and expansion opportunities within existing customer accounts.

Maintain a thorough understanding of access management industry trends, buyer behaviors, and the competitive landscape to inform positioning and messaging.

Partner with the Marketing and GTM teams to refine sales playbooks, messaging frameworks, and content that support pipeline generation and enablement.

Ensure accurate and timely documentation of all sales activities, forecasts, and pipeline data in accordance with company CRM standards and governance.

Represent the customer perspective in cross-functional discussions to influence product direction, prioritization, and go-to-market initiatives.

Collaborate with peers to share best practices, win-loss insights, and strategic learnings that contribute to continuous improvement of the sales organization.

Track and report on key performance indicators at the account and pipeline level, adjusting strategies as needed to stay on track to quota.

Act as a trusted advisor to C-suite stakeholders, communicating complex concepts in clear, business-focused terms that drive decisions and outcomes.

Requirements

You must possess 5 or more years of quota-carrying field sales experience in a fast-paced and competitive market, demonstrating a consistent ability to generate new business.

You have a proven track record of landing net new logos and successfully managing the full sales cycle from discovery through closing.

You maintain a strong history of meeting and exceeding sales quotas, with clear evidence of your ability to forecast and manage pipeline effectively.

You bring experience selling complex enterprise software, with a preference for background in security and infrastructure management solutions.

You exhibit strong executive presence, refined listening skills, and substantial experience selling into the C-suite and senior decision-makers.

You are a curious, highly driven self-starter who has thrived in startup environments and can adapt quickly to evolving priorities.

You are committed to representing Opal as an Equal Employment Opportunity employer and believe in building a diverse and inclusive team.

Nice to have

Experience working with modern identity governance platforms and understanding of access management concepts is preferred.

Familiarity with AI-driven security tools and emerging technology trends in enterprise access control is a strong advantage.

Background in a remote-first or distributed team environment where clear communication and asynchronous collaboration are essential.

Practical notes

This position is remote, and the majority of Opal team members work together in our San Francisco office, though this role is based in Austin.

Visits to the office are welcome and encouraged to build stronger relationships with the team.

There are no specified working hours, travel requirements, visa sponsorship details, or application deadlines listed in the source material.