Enterprise Account Executive, GTM Data and AI
At a glance
Mid-level Account Executive role at Openprise. San Mateo · full-time.
Openprise states pay in the role description below.
growthroles summary, based on the employer's posting.
What you'll do
- Build new-customer pipeline through outbound work, referrals, events, webinars, partners, and coordinated account outreach
- Work named accounts with Sales Development and Marketing, turning inbound interest and engagement into qualified sales opportunities
- Take complex deals through discovery, technical review, business case, executive alignment, security, procurement, negotiation, and close
- Map buyer relationships and tie technical issues to measurable costs, routing mistakes, slow lead response, duplicates, or manual data work
- Keep CRM details current, forecast reliably, and share buyer and competitor feedback with Product, Marketing, and company leaders
What you bring
- At least five years in quota-based B2B SaaS sales, including wins on complex new-customer deals
- A track record backed by concrete quota, attainment, pipeline, and deal examples
- Experience sourcing a meaningful share of your own pipeline and guiding opportunities from first outreach to close
- Background selling technical or data-focused solutions through evaluations with several business and technical stakeholders
- Strong discovery, business-case writing, negotiation, executive presentations, and written communication
Who this fits
This suits a disciplined seller who enjoys prospecting, technical discovery, and managing complex enterprise decisions. You’ll own a named territory with a stated annual new-business quota and stay involved with new customers through their first six months to surface expansion opportunities and support handoff. The role is hybrid, with three office days each week.
From the employer
About Openprise
Openprise is the GTM data and AI orchestration platform. Revenue Operations, Marketing Operations, Sales Operations, and Data Operations teams use Openprise to automate the data work that revenue depends on, including cleansing and standardization, deduplication and matching, enrichment governance, lead and account matching, routing and assignment, scoring, segmentation, and TAM and ABM operationalization.
Most companies have plenty of GTM data and ambitious plans for AI. What they often lack is the orchestration layer required to make their data and AI trustworthy at scale. Openprise solves that problem for some of the most technical, discerning, and influential leaders in the revenue organization.
We are a lean team where people have meaningful ownership, direct access to executives, and the opportunity to influence how we sell, position, and develop our platform.
The Opportunity
Openprise is hiring an Enterprise Account Executive to acquire new customers and manage complex, technical sales opportunities.
You will own a named account territory and carry a $1.5 million annual new business quota. You will manage the complete sales process, from account research and prospecting through discovery, technical validation, business case development, executive alignment, negotiation, and close.
This is a true new logo role. You will be expected to generate a meaningful portion of your pipeline, supported by a shared Sales Development Representative, Marketing programs, events, partners, Solutions Engineering, targeted account intelligence, and direct access to the executive team.
You will remain involved with new customers during their first six months to identify expansion opportunities and ensure a successful transition to Customer Account Management.
This role offers the opportunity to sell a differentiated platform into a business problem that is becoming more important as companies invest in GTM automation and AI. You will work directly with sophisticated buyers, company executives, and technical partners while helping shape Openprise’s sales approach, positioning, and market feedback.
This opportunity is best suited for a thoughtful, disciplined seller who combines prospecting initiative with strong discovery, technical curiosity, and sound business judgment.
This is a hybrid role. We require employees to be in the office three days a week.
Responsibilities:
- Build qualified pipeline through targeted outbound prospecting, referrals, events, webinars, partner relationships, and coordinated account-based outreach.
- Partner with Sales Development and Marketing to pursue named accounts, follow up on inbound interest, and convert engagement into qualified opportunities.
- Lead complex sales from discovery through close, including technical validation, business case development, executive alignment, security review, procurement, and negotiation.
- Develop relationships across the buying group and connect technical challenges to measurable outcomes such as wasted spend, routing errors, delayed lead response, duplicate records, and manual data work.
- Position Openprise clearly against enrichment tools, integration platforms, native CRM and marketing automation capabilities, internal scripts, and custom development.
- Maintain accurate CRM records, apply disciplined qualification criteria, provide reliable forecasts, and share customer and competitive insights with Product, Marketing, and company leadership.
Qualifications:
- At least five years of quota-carrying B2B SaaS sales experience, including successful ownership of complex new business opportunities.
- A demonstrated record of sales performance, supported by specific quota, attainment, pipeline, and deal examples.
- Experience generating a meaningful portion of your own pipeline and managing opportunities from prospecting through close.
- Experience selling a technical or data-driven solution through a complex evaluation involving multiple business and technical stakeholders.
- Strong discovery, written communication, business case development, negotiation, and executive presentation skills.
Preferred Qualifications
- Experience selling to Revenue Operations, Marketing Operations, Sales Operations, Data Operations, or related teams.
- Experience with data management, integration, automation, AI, CRM, or marketing technology solutions.
- Experience succeeding in an early stage or growth stage company.
- Familiarity with MEDDPICC, Command of the Message, Challenger, or a comparable enterprise sales methodology.
Base salary range: $140,000 to $150,000; Target commission range: $140,000 to $150,000
On target earnings (OTE) range: $280,000 to $300,000
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