Strategic Sales AE (Director)

Our Strategic Enterprise Executive is the most senior Individual Contributor on the Sales team.

Responsibilities:

• Generate new business opportunities by selling directly to top tier e-commerce decision makers, including C-level executives and other key stakeholders
• Manage 6-18 month sales cycles, including dovetailing customer requirements and Bolt’s current or adjusted roadmap
• Manage customer-side buying process from discovering / creating need, building a business case to a formal RFP, procurement to IT security review process
• Close deals in net new accounts that push the boundary of Bolt’s existing serviceable available market (SAM)
• Present a thorough segment plan within first 90 days
• Track all customer details including use case, purchase time frames, contacts, next steps, and forecasting in our CRM (Salesforce)
• Work closely with solution engineering and product to understand strategic enterprise use cases and needs
• Effectively prioritize opportunities, and ensure an optimal level of satisfaction among customers

Must haves:

• Significant experience selling to named strategic accounts at larger companies, having achieved deal outcomes well into the six figures
• Experience utilizing a solution and value selling approach while exceeding activity, pipeline and revenue targets
• Prior success in analytics, cloud, or SaaS sales
• Extensive experience building customer relationships and negotiating complex deals by having a deep understanding of business cases
• Experience selling innovative and disruptive products, building trust without deep product evaluations, leveraging multiple use cases, and compressing your deal cycles
• Passion for communicating value to senior stakeholders and figuring out creative ways to create success and develop new business cases internally for the company
• Creative contract negotiation techniques, deal structuring
• Flexibility to travel for some deals post-Covid

Nice to haves:

• 15+ years of quota-carrying sales experience
• A four-year technical bachelor degree or MBA from a top-tier university
• Demonstrated excellence in something outside of work
• Ability to simply articulate intricate payments and analytics concepts
• An energetic self-starter who is proactive in holding yourself accountable to a consistent sales process
• Comfortable challenging the opinions of executives or peers throughout Bolt