Enterprise Account Executive

The Role:

As an Enterprise Account Executive at Crunchbase, you'll drive strategic data sales for an industry-leading organization.  An Enterprise AE must be experienced in selling to business and technology stakeholders including senior decision-makers (C-suite, SVP, and VP-level, Directors) within large enterprises.  Your role will encompass independent prospecting, researching, developing, and closing business while focusing on solving the prospect's business pain points and key challenges.  Enterprise AEs will be able to connect Crunchbase’s solutions to the prospect's business needs to align and close business.  Land, expand, and deepen sales opportunities with accounts in your book of business through your tight partnership with your Customer Success Managers.  As a key member of the sales organization, you'll provide valuable market insights, analysis, and advice to our product and engineering teams, helping shape the future of Crunchbase's data solutions. 

Essential Duties/Responsibilities:

Lead Qualification and Sales Opportunities:

• • Engage in independent, deep research to identify and pursue additional outbound opportunities and target customer profiles within or outside your assigned Book of Business.
  • Develop and execute an outbound sales and prospecting strategy and plan to identify and connect with individuals within your Target Account Book of Business to position Predictions & Insights.
  • Assess inbound and/or SDR  leads to understand new sales opportunities for Predictions & Insights, along with the specifics of their use case(s), and develop strategies for targeting these new sales opportunities.
  • Meet or exceed assigned sales quotas to approach these targets in a manner that best suits your strengths and strategies while aligning with the company's sales philosophy.

Relationship Building and Account Development:

• • Use discretion to cultivate enduring relationships with customers to promote sales and business development opportunities.
  • Build, manage and maintain executive relationships within assigned and targeted accounts 
  • Manage complex deal cycles including multiple stakeholders, influencers and blockers 
  • Position Crunchbases value proposition and differentiators against all competitors along with specific business outcomes the customer can expect within their particular use case and industry
  • Build a pipeline of 2.5x your annual sales quota within the first 6 months in this role maintain during your tenure.
  • Work with your Customer Success partner to jointly recognize upsell opportunities and position Predictions & Insights to existing accounts

Collaboration and Strategy:

• Collaborate with your Sales Manager on account and sales strategies, offering your insights and analysis about appropriate pricing based on customer needs, the value of the solution, and the prospect's use cases.
• Manage complex deals and purchase processes expected within Enterprise customers with little oversight.
• Collaborate with your SE on all Data Trials/POCs.
• Partner with SDRs to formulate ABM strategies for key target accounts.
• Ensure a smooth hand-off from early qualification to closure.

Cross-Functional Collaboration:

• Effectively work with Customer Success to ensure prospects' successful onboarding.
• Collaborate cross-departmentally across Sales, Business Development, CS, Solution Engineering, PMM, and more.
• Performs other related duties as assigned

Supervisory Responsibilities:

• None

Skills/Abilities:

• Proven experience in data sales in the Enterprise segment, including selling data products, analytics solutions, or data-driven services within complex sales cycles and large accounts
• Strong understanding of data monetization strategies and experience navigating data licensing agreements.
• Track record of exceeding sales targets in a data-focused environment, with expertise in pipeline management and deal execution.
• Ability to articulate the value of data to customers and business partners, addressing use cases, compliance considerations, and ROI.
• Experience working with and leading technical teams to align sales efforts with data product capabilities and market needs
• Excellent verbal and written communication skills.
• Excellent interpersonal and customer service skills.
• Proficient with Google Office Suite and other software tools.

Education and Experience:

• Minimum 5+ years of experience as a technology/data sales executive with 2+ years as an AE selling SaaS products to Enterprise B2B customers.
• Must have experience selling data and API products
• Experience cross-selling as well as upselling/expanding accounts
• Past experience working with internal executives and cross-functionally with other teams.
• Experience and expertise in a sales methodology you can articulate and describe how you followed in prior positions

Physical Requirements:

• Prolonged periods of sitting at a desk and working on a computer.