Enterprise Account Executive

Why Praecipio?

We Are On a Mission to Build Connected Enterprises, One Organization at a Time.

At Praecipio, we don’t just deploy tools; we integrate them seamlessly, aligning your strategic vision and the teams executing it. We understand that tech’s true value lies in how it’s used—empowering, not complicating. We leverage our VISTA approach to dive into the heart of your business, aligning strategies, processes, and people. We’re the hands-on experts who get the right shit done, redefining how you work, not just the tools you use.

We are looking for an experience Enterprise sales professional, located on the east coast that is not afraid of "No" and has the drive to go after new business while nurturing warm leads. This role combines executive-level account strategy, relationship management, and hands-on sales execution to ensure the achievement of personal sales targets and the overall success of the accounts. This individual is the "Head Coach” for their own accounts, acting as a trusted advisor to clients.

What You'll Do

• Own the overall sales strategy for assigned enterprise accounts, focusing on significant revenue growth and account expansion.
• Develop and execute comprehensive account plans that align with revenue targets and leverage our VISTA solutions.
• Identify and prioritize target growth areas within the Atlassian ecosystem with key stakeholders within the organization.
• Create SOWs and proposals in collaboration with internal teams, and negotiate commercial terms to secure new business, leveraging AI tools and techniques for enhanced productivity. 
• Cultivate deep, executive-level relationships within client organizations, acting as a trusted advisor.
• Lead the strategic alignment with the Atlassian, Tempo, Appfire and SmartBear Account teams to maximize partnership opportunities within our account base and target account list. 

Sales Execution & Solution Development:

• Work in close partnership with Field CTOs (fCTOs) to drive the development of winning Statements of Work (SOWs). The Account Executive is responsible for the commercial strategy and positioning, while the fCTO is responsible for authoring the technical solution and SOW document.
• Lead the negotiation of commercial term for high-value opportunities.
• Proactively identify and sell opportunities for change orders, aligning scope adjustments with client objectives and driving additional revenue. 
• Adhere to defined sales processes, from discovery and solutioning through to final negotiation.

Collaboration & Communication:

• Collaborate with fCTOs and other internal leaders (Marketing, Delivery) to align messaging, develop solutions, and ensure seamless account execution.
• Manage and monitor customer satisfaction, proactively addressing any issues to maintain strong client relationships.
• Maintain accurate and up-to-date information in SFDC for personal opportunities to ensure reliable forecasting.
• Work with our Consulting Operations team to manage the staffing of projects and allocate the right talent for VISTA engagements.

Qualifications/Requirements:

• 7+ years of progressive experience in enterprise account management and business development, preferably in IT consulting or technology services.
• Demonstrated track record of meeting and exceeding multi-million dollar sales targets.
• Expert-level understanding of complex sales processes, opportunity management, and CRM tools. 
• Exceptional communication, negotiation, and executive presentation skills.
• Proven ability to develop and execute multi-year strategic account plans.
• Deep experience selling complex solutions

💰 Enjoy a competitive base salary and commission structure

🩺 Benefit from comprehensive healthcare coverage that includes vision and dental plans.

💸 Take advantage of our high deductible plan with an HSA.

👴 We offer a 401K match of up to 4% to help you save for your future.

🏖️ Experience the freedom of flexible time off to recharge and relax.

🤝 Participate in our volunteer program with 40 hours of paid time off each year!

💰 Join our employee referral program and earn up to $2,000!

👕 Show off your style with some cool Praecipio swag!

💻 Work in a remote-first environment for your convenience.

Praecipio Consulting is an equal opportunity employer and will consider all qualified applicants without unlawful discrimination based on race, color, creed, national origin, sex, age, disability, marital status, sexual orientation or citizenship status.Praecipio complies with applicable federal, state, and local laws governing nondiscrimination in employment.