Account Executive

Who you are

• This role suits someone who's comfortable building in ambiguity, since the vertical model is still maturing and the playbooks are being built in real time
• A strong track record of full-cycle sales success, from net-new acquisition to customer expansion, across SMB to enterprise SaaS
• Experience selling into a specific industry vertical, or a demonstrated ability to build vertical fluency quickly
• Comfort operating in ambiguity, building processes and playbooks in real time rather than inheriting them
• Strong discovery and qualification skills; experience with MEDDPICC or a similar methodology
• Experience with analytics, data, or technical products, with the ability to run credible technical discovery and hold your own with technical buyers
• Direct, clear communication that builds trust with both business and technical stakeholders
• A track record of turning field learnings into repeatable playbooks that help the wider team
• Experience partnering closely with Sales Engineering on technical validation and demos
• A track record of shaping go-to-market strategy or influencing how a team sells into a market
• Experience mentoring or informally developing peers on a sales team
• Familiarity with SFDC and forecasting tools at an advanced level

What the job involves

• We're hiring an Account Executive, Verticalized Sales to own growth within an industry vertical across North American markets
• You'll drive net-new enterprise pipeline and expansion within your vertical, running full-cycle enterprise deals from first meeting to close
• Beyond your own territory, you'll build deep vertical expertise and put it to use — shaping the discovery questions, messaging, and competitive positioning your peers rely on, and feeding what you learn in the field back into the team's playbooks
• Drive net-new mid-market and enterprise pipeline within your assigned vertical(s) — sourcing, qualifying, and closing new Mixpanel customers, as well as new business units and subsidiaries within existing customers
• Drive expansion alongside Renewal Managers on renewal growth and Customer Value Architects on upsell opportunities in current business units or new subsidiaries
• Run a full-cycle enterprise sales process from first meeting to close, applying MEDDPICC (or Mixpanel's chosen methodology) to qualify and manage every deal
• Forecast accurately and surface risk early, to your manager and in the CRM
• Learn the language, buyer personas, and common use cases of your vertical, and apply industry-specific discovery questions, messaging, and competitive positioning
• Shape and refine your vertical's playbooks — messaging, discovery questions, competitive intel, and deal patterns — so what you learn in the field becomes repeatable for the wider team
• Ask credible technical discovery questions about a prospect's data, analytics maturity, and existing tooling
• Partner closely with Sales Engineering on demos and technical validation tailored to your vertical's use cases
• Keep SFDC pipeline and forecast data current and accurate
• Partner with Marketing and Product Marketing to pressure-test vertical messaging and campaigns against what you're seeing in the field
• Provide your manager the signal — deal volume, win rates, competitive patterns — needed to make the case for a vertical graduating to a dedicated coverage model
• Partner with Enablement on vertical fluency training and onboarding for the wider team as the vertical matures

Benefits

• Competitive compensation
• Company stock options
• Sabbatical policy
• Paid time off
• Giving back
• Parental leave
• Mental health
• 401(k) match
• Wellness benefits
• Employee choice first
• Growth dollars
• Professional growth hours