The Role
Own full-cycle new-logo acquisition across mid-market and enterprise high-tech accounts. Source, qualify, multi-thread, technically evaluate, and close complex deals while managing quota, forecasts, mutual action plans, and buyer-specific value cases. Partner with Solutions Consultants, SEs, BDRs, marketing, and customer experience teams. Contribute market intelligence and help shape go-to-market strategy in an evolving early-stage environment.
Summary Generated by Built In
About The Role
You Will
Location
Compensation and Benefits
Opine is hiring an Enterprise AE to own new-logo acquisition in mid-market and enterprise accounts, primarily in high tech industries. This role carries real quota and real complexity, multi-stakeholder deal cycles, technical buyers, and security-conscious organizations that expect a seller who can match their sophistication. You'll run full-cycle sales end to end, and because we're early-stage, you'll also help shape go-to-market strategies.
- Source and close net-new logos within high technology accounts and adjacent Presales/RevOps/GTM buyers, running a full-cycle sales process from qualification through close.
- Navigate complex organizational structures — identify and multi-thread the economic buyer, technical buyer, and champion rather than relying on a single contact.
- Run a structured, disciplined sales process: clear deal-stage classification, defined next steps, and Mutual Action Plans on every active opportunity — not a freelanced pipeline.
- Build buyer-specific POVs that quantify impact and give champions what they need to sell internally when you're not in the room.
- Run tight, success-criteria-based technical evaluations in partnership with Solutions Consultants.
- Collaborate with SEs, BDRs, marketing, and CX to move deals forward and ensure a clean handoff post-close.
- Consistently deliver against ARR targets through a metrics-based, forecastable approach.
- Feed field intel back to marketing and leadership — what's resonating, what's not, and where the ICP needs sharpening.
- 7+ years of closing experience in enterprise B2B SaaS, with clear examples of closing complex deals into complex organizations — not just carrying a number, but navigating multi-stakeholder cycles to get there.
- Track record of carrying and exceeding a $1M+ quota, including 6-figure ACV deals.
- Experience selling to Presales, RevOps, or GTM leadership — cybersecurity or adjacent infrastructure/data categories strongly preferred.
- Previous experience selling technical SaaS, with the ability to learn and credibly demo a technical product to sophisticated buyers.
- A disqualification mindset — you protect your pipeline, qualify hard, and walk away from bad-fit deals early rather than chasing everything.
- Comfort running a disciplined, solution-selling methodology tied to the Red Zone Selling framework — zone-based deal qualification, named plays, and structured execution rather than an ad hoc process.
- Comfort in an early-stage environment — evolving and changing dynamics.
- Experience working cross-functionally with SEs, BDRs, marketing, and executives to move deals forward.
- Familiarity with security tooling, SOC workflows, or GRC platforms is a plus.
- Comfortable working with AI tools as part of your daily workflow is required — prior experience with AI-native GTM tooling is a plus.
Location
Preferable Eastern time zone of the US with access to airports for travel. Open to other locations.
OTE range for this role is $260K-320K annually, with uncapped commission and equity. Final offer will depend on experience, territory, and level.
- Benefits: health, vision, dental, PTO, etc.
- Direct access to the CRO and CEO — your input shapes the sales motion, not just executes it.
- A real seat at the table during a high-growth stage, with room to grow into a senior or leadership role as the team scales.
Skills Required
- 7+ years of closing experience in enterprise B2B SaaS
- Track record of carrying and exceeding a $1M+ quota, including six-figure ACV deals
- Experience selling to Presales, RevOps, or GTM leadership
- Previous experience selling technical SaaS
- Ability to learn and credibly demo a technical product to sophisticated buyers
- Experience with a disciplined, solution-selling methodology tied to the Red Zone Selling framework
- Comfort working in an early-stage, evolving environment
- Experience collaborating cross-functionally with SEs, BDRs, marketing, and executives
- Comfort working with AI tools as part of the daily workflow
- Experience selling into cybersecurity or adjacent infrastructure/data categories
- Familiarity with security tooling, SOC workflows, or GRC platforms
- Prior experience with AI-native GTM tooling
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The Company
What We Do
Opine helps presales and postsales engineering teams build buyer trust and deliver value faster. Opine captures business context, insights, risks, feedback, and action items across chats, CRM, notes, calls, tickets, and more. We act as a unified customer context layer that can power your business from leadership visibility to tactical deal and customer execution. Go beyond the CRM, ditch the administrative shackles. Get faster sales cycles, higher win rates, lower churn, and more time spent on what matters.
