Enterprise Account Executive - TOLA

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Direct Sales

• Achieve annual targets for new customers and consumption through direct sales to enterprise customers within a defined territory. 
• Drive pipeline generation through outbound prospecting efforts while also validating inbound leads, converting free trials, and upselling pay-as-you-go customers. 
• Build and manage ecosystem relationships with CDP, SI, and ISV partners to enhance sales reach and support customer success. 
• Develop a territory plan and allbound strategy by working with your SDR, marketing and channel partners to maximize new logo acquisition.
• Oversee all customer communication from early discovery calls and demos through to POC support and technical support sessions with SE/SA team collaboration.
• Address objections and overcome contractual challenges to maximize customer value and satisfaction.  Apply MEDDPICC principles to manage opportunities and ensure alignment with customer needs effectively. 
• Maintain a growth mindset, continuously learning and applying new ideas and techniques. Matillion values a learning culture where successful sellers embrace ongoing development. 

Partner Relationship Development

• Foster strong relationships with technology and consulting partners in an aligned region.
• Enable seller-to-seller connections to generate new business opportunities. 
• Educate partners on the unique value of Matillion, showcasing how it supports their goals and enhances their offerings.

Teaming for Success

• Build collaborative relationships across Matillion teams, including Product, Marketing, Solution Architecture and SDRs, to ensure coordinated efforts and share insights.
• Educate and coach internal sales roles on best practices and customer insights to improve team effectiveness and engagement.

What we are looking for - Essential Skills

• 5+ years of full-cycle sales experience in a complex technology solution-selling environment.
• Proven success in achieving and exceeding $1M+ ARR quotas, sourcing and closing six-figure deals, and managing strategic customers with seven-figure ARR/CAR.
• Proven track record of independently sourcing, managing, developing, and onboarding new customers, demonstrating effective pipeline management
• Previous Sales Methodology training (e.g. MEDDIC, Force Management, ValueSelling, Winning By Design)
• Ability to uncover technical challenges and translate to business value across all levels of the customer organization
• Prior experience with large enterprise software contracts, including navigating RFP processes.
• Ability to manage multiple opportunities simultaneously across various stages of the sales cycle.
• Exceptional negotiation and closing skills with a consistent record of achieving or exceeding sales targets 
• Experience working both in a start-up environment and enterprise company is strongly preferred.