The Role
Own the full enterprise B2B SaaS sales cycle, from prospecting and discovery through negotiation and close. Build pipeline, manage complex multi-stakeholder deals, present ROI and business cases, navigate legal and procurement reviews, forecast accurately, and collaborate with marketing, solutions engineering, and customer success. The role requires consistently meeting quota, selling AI-enabled solutions, maintaining CRM hygiene, and engaging executive buyers across legal, procurement, finance, and operations.
Summary Generated by Built In
About the Role
We’re looking for a high-performing Account Executive to drive new logo growth within our enterprise segment. You’ll own the full sales cycle, from first outreach to signed contract, selling to companies that are scaling fast and need a better way to manage their contracts, approvals, and compliance. This is a high-visibility role on a growing team, with direct influence on how we sell and where we go next.
What You'll Do
- Own the full sales cycle for new logo acquisition, from prospecting and discovery through negotiation and close
- Build and manage a healthy pipeline through outbound prospecting, inbound follow-up, and multi-threaded account planning
- Engage with key stakeholders across legal, procurement, finance, and operations at SaaS companies, uncovering business needs and positioning our solution as a strategic fit
- Quarterback the deal process, including Solution Consultant-led demos, ROI-based presentations, business cases, and follow-through to decision
- Navigate complex buying committees, security and legal reviews, and procurement processes
- Build mutual action plans with prospects to keep deals on track and forecast accurately
- Partner with marketing, solutions engineering, and customer success to deliver a seamless handoff and customer experience
- Maintain strict CRM hygiene and provide accurate, timely forecasts
- Meet or exceed monthly, quarterly, and annual activity, pipeline, and revenue targets
- Share market and competitive feedback with product and leadership
- Ensure CRM is consistently up to data with prospect engagement information and the path forward with the prospect is clearly mapped out
What We’re Looking For
- 5+ years of successful B2B enterprise sales experience in a SaaS environment
- Proven history of consistently meeting or exceeding quota and closing complex deals for enterprise organizations
- Demonstrated success closing complex, multi-stakeholder deals with long sales cycles
- Strong grasp of SaaS business models and the ability to communicate value to both technical and non-technical buyers
- Experience building and defending ROI and business cases with executive-level stakeholders
- Proficiency with a structured sales methodology such as MEDDICC, Challenger, or Sandler
- Demonstrated comfort selling and positioning AI-enabled enterprise solutions
- Excellent communication, negotiation, and presentation skills
- Self-motivated, goal-oriented, and comfortable in a fast-paced, high-growth environmentBachelor's degree or equivalent experience
Tech Stack
Required
- Salesforce CRM, including pipeline management, reporting, and forecasting
- LinkedIn Sales Navigator for prospecting and account research
- Microsoft Office Suite, Microsoft Teams and Zoom video conferencing
Preferred
- Sales engagement platforms (Outreach or Salesloft)
- Conversation intelligence (Gong or Chorus)
- Prospecting and data tools (6sense)
- Forecasting tools (Clari or other)
- E-signature platforms (DocuSign, Adobesign, etc.) )
- Comfortable leveraging AI and creating prompts
Nice to Have
- Experience selling into legal, procurement, or operations functions
- Familiarity with contract lifecycle management (CLM) or adjacent legal tech
- Experience selling to SaaS or high-growth tech companies specifically
- Background working alongside solutions engineers or solution consultants in a team-selling model
- Ability to leverage intent models through 6sense
What We Offer
- Comprehensive Benefits
- Structured onboarding and ongoing sales enablement
- A collaborative team and a clear path to growth
Skills Required
- 5+ years of successful B2B enterprise sales experience in a SaaS environment
- Proven history of consistently meeting or exceeding quota and closing complex enterprise deals
- Experience closing complex, multi-stakeholder deals with long sales cycles
- Strong understanding of SaaS business models and ability to communicate value to technical and non-technical buyers
- Experience building and defending ROI and business cases with executive stakeholders
- Proficiency with a structured sales methodology such as MEDDICC, Challenger, or Sandler
- Experience selling and positioning AI-enabled enterprise solutions
- Excellent communication, negotiation, and presentation skills
- Self-motivated, goal-oriented, and comfortable in a fast-paced, high-growth environment
- Bachelor's degree or equivalent experience
- Proficiency with Salesforce CRM for pipeline management, reporting, and forecasting
- Proficiency with LinkedIn Sales Navigator
- Proficiency with Microsoft Office Suite, Microsoft Teams, and Zoom
- Experience with Outreach or Salesloft
- Experience with Gong or Chorus
- Experience with 6sense or similar prospecting and intent-data tools
- Experience with Clari or similar forecasting tools
- Experience with e-signature platforms such as DocuSign or Adobe Sign
- Experience selling to legal, procurement, or operations functions
- Familiarity with contract lifecycle management or adjacent legal technology
- Experience selling to SaaS or high-growth technology companies
- Experience working with solutions engineers or solution consultants in a team-selling model
- Ability to leverage intent models through 6sense
- Ability to leverage AI and create prompts
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The Company
What We Do
Malbek is today’s most modern, cutting-edge CLM solution with a proprietary AI core that empowers the enterprise to do more with less. By supporting the growing contracting demands of your entire organization, including Legal, Sales, Finance, Procurement, and other critical business units, Malbek’s CLM solution delights every user. Malbek provides end-to-end contract management with out-of-the-box integration to popular business applications, like Salesforce, Workday, Slack, Office 365, and others, allowing your contract data to flow seamlessly while dramatically reducing cycle times. That's contracts reimagined! To learn more, visit www.malbek.io.
