<p>About the role</p> <p>Appfire is looking for a Senior Commercial Account Executive to drive revenue growth, you'll fill a key role in acquiring new customers and creating raving fans of Appfire Flow. Being a champion of the entire sales process from start to finish, you will use your creative prospecting skills to strategically pursue net new business. In this role, you'll collaborate closely with solution engineers and customer success managers to develop and execute winning strategies that maximize value for our customers. Your ability to align teams, optimize efficiencies, and create tailored approaches will be key to creating, expanding relationships and driving success.</p> <p>Your everyday tasks will include:</p> <ul> <li>Develop and implement named Account or Territory plans geared at both maximizing expansion opportunities across a wide portfolio of products and ensuring a high bar of customer success. </li><li>Developing and executing strategic sales plans to achieve company sales goals and targets. </li><li>Identifying and qualifying leads, building relationships with key decision makers, understanding customer needs, delivering sales presentations, negotiating contracts, and closing deals. </li><li>Identify and understand the customer's strategy and the related capability and skills requirements </li><li>Help educate customers on the value of Flow throughout the adoption cycle through jointly developed and agreed success criteria and provide recommendations based on customers' business needs and usage patterns </li><li>Building and maintaining relationships with C-level and other executive relationships. </li><li>Understanding client needs and proposing appropriate solutions to meet those needs. </li><li>Collaborating with internal teams such as channel, marketing, product, and customer success to ensure client satisfaction. </li><li>Negotiating contracts and pricing agreements with clients. </li><li>Providing accurate forecasting and account planning and sales forecasts to management. </li><li>Staying updated on industry trends and competitors to maintain a competitive edge. </li><li>Traveling to meet clients and attend industry events as necessary. </li><li>Build sales strategies for designated territories or named Accounts </li><li>Run strategy plays to identify opportunities and build long relationships with your customers. </li><li>Work with complex sales cycles and collaborate cross-functionally with Channel sales organizations to build sales strategies for designated territories. </li></ul> <p>Skills and experience you'll need to succeed:</p> <ul> <li>Expert on Solution-Selling, Customer-centric Selling, Strategic Selling, the Challenger sale, Business Impact Selling and/or Value Selling. </li><li>Experience managing a pipeline and closing commercial contracts. </li><li>3+ years of relevant closing experience in addition to outbound SDR/BDR experience. </li><li>Proven strategic negotiation and closing skills with a successful track record of navigating stakeholders within large complex organizations and internally. </li><li>Preferable experience selling into engineering organizations and/or to developers in a SaaS organization, ideally with multi-year SaaS contracts into the C-Suite. </li><li>Contributes to the overall team culture in a positive, impactful way </li><li>You possess a learner mindset </li><li>Ability to partner cross-functionally and proactively build a network with internal and external stakeholders to drive the business forward </li><li>Bachelor's Degree or equivalent </li></ul> <p>Beyond the resume skills that match our culture and this role:</p> <ul> <li>You are dedicated to elevating client and co-worker experiences, knowing that exceptional work centers on serving others. </li><li>You adapt swiftly to new business demands, understanding that change fuels collective and individual growth. </li><li>You excel in communication, effectively connecting in remote/hybrid environments using tools like Slack, Zoom, and G Suite and through occasional in-person events. </li></ul> <p>OTE Range: $200,000 - $230,000</p> <p>We offer:</p> <p>Financial benefits</p> <ul> <li>Every Appfire employee is eligible for company equity. </li><li>401(k) Matching Component. </li></ul> <p>Skills development benefits</p> <ul> <li>Access to the Appfire University learning platform - a hub of knowledge, interactive resources, and engaging instructor-led courses designed to fuel your learning journey with unparalleled depth and accessibility. </li><li>Access to O'Reilly learning platform for technical skills training. </li></ul> <p>PTO, health & well-being</p> <ul> <li>10 paid holidays + Flexible PTO - no set number of days that you must take in a year. </li><li>100% company-paid health insurance. </li><li>50/50 split dental and vision insurance. </li></ul> <p>Volunteering</p> <ul> <li>24 hours of paid time off to participate in Appfire Town, Appfire's Corporate Social Responsibility (CSR) Program. </li></ul> <p>Other</p> <ul> <li>Flexible Spending Accounts. </li><li>Mobile phone and Internet stipend. </li></ul> <p>#LI-Remote</p>