Enterprise Account Executive

Memfault is the first IoT reliability platform that empowers teams to build more robust embeddedsoftware and connected devices at scale. Device reliability engineering will transform how developers build and operate IoT and edge devices. Our customers are category leaders including Logitech, Bose, Lyft, and Whoop.

We are seeking an experienced Enterprise Account Executive to join our sales team. You will find, nurture, and close opportunities with new and existing customers, managing a forecast against a quarterly bookings goal. You will expertly articulate the value of our products, work with the customer during their technical evaluation, build Champions, and sell to VP or above economic buyers. You will work on high-growth commercial accounts but spend most of your time and effort in the enterprise.

Your role:

• Meet quarterly sales goals with a strong focus on winning new logos
• Own pipeline generation in your territory, create target accounts plans, and use your marketing and BDR resources to open opportunities
• Actively manage your sales opportunities in Salesforce, maintaining an accurate record of activities and next steps
• Consistently follow our sales processes and always show up prepared
• Perform great discovery with prospects and do deep research to connect technical capabilities to business outcomes
• Quarterback all aspects of the sales process (prospecting, discovery calls, product demos, proof of concepts, pricing proposals, paper process)
• Develop a strong understanding of our product and effectively communicate business value to decision-makers
• Run a multi-threaded sales process that integrates product owners, engineering team, and customer support leaders

Why you may be a fit:

• 5+ years of sales experience and 3+ years of Enterprise (accounts that have thousands or 10,000s employees) experience
• Record of meeting a $1M committed ARR quota
• Sold highly technical solutions and sold to product engineering buying committees
• Record of regularly running Proof of Concepts as part of sales cycle
• Organized, detail-oriented, with an excellent work ethic
• Excellent communication and presentation skills
• Highly confident and a tenacious team player
• Experience integrating MEDDIC and Solution Selling principles into the process

Even better if you have:

• Experience at a startup
• You have experience in the developer tools and infrastructure verticals
• An engineering background
• A passion for hardware