Enterprise Account Executive

Sorenson Communications•Salt Lake City, UT

6d•Onsite

About The Position

The Enterprise Account Executive drives net-new enterprise customer acquisition through in-person, territory-based selling. This role is focused on outbound prospecting, on-site meetings, and closing new business within an assigned geographic territory. This is a pure new-business role with success measured by pipeline creation, deal velocity, and closed-won revenue from net-new enterprise logos.

Requirements

Minimum: 4 Year/Bachelor’s Degree
Minimum Years of Experience: 5 years B2B field sales experience, with a strong emphasis on new logo acquisition and proven success selling in a territory-based, face-to-face sales environment with a track record of consistently meeting or exceeding quota.
Experience managing complex, multi-stakeholder sales cycles
Valid driver’s license and ability to travel regularly within territory
Proficiency with CRM tools (Salesforce or equivalent)
Strong hunter mentality with resilience and persistence
Excellent in-person communication, presentation, and negotiation skills
Ability to build trust quickly in face-to-face interactions
Strategic territory planning and execution skills
Strong organizational and forecasting discipline

Nice To Haves

Experience selling SaaS, technology, industrial, or enterprise solutions
Background selling to mid-market or enterprise customers
Familiarity with MEDDICC, Challenger, SPIN, or similar sales methodologies
Experience selling into regulated, manufacturing, healthcare, or field-intensive industries

Responsibilities

Own the full sales cycle from prospecting to close within an assigned geographic territory
Proactively identify and pursue new logo opportunities through cold outreach, field visits, networking, and local events
Build and manage a robust pipeline of qualified, net-new opportunities
Meet or exceed quarterly and annual revenue targets
Conduct in-person and remote discovery meetings to uncover customer needs and decision criteria
Deliver compelling on-site and remote presentations and product demonstrations
Navigate complex buying committees and multi-stakeholder sales cycles
Negotiate pricing, terms, and contracts while protecting deal value
Develop and execute a territory business plan aligned to ideal customer profiles
Strategically plan daily, weekly, and monthly activity for maximum coverage and productivity
Track pipeline, forecasts, and activity accurately in CRM
Partner with Sales Development, Marketing, Solutions Engineering, and Customer Success
Coordinate on-site resources for demos, pilots, and executive meetings
Ensure seamless handoff of closed deals to onboarding and post-sale teams
Other duties as assigned