Enterprise Account Executive - Mobile Emulation technology

At Appetize.io we provide the fastest way to access mobile apps in the workplace. Our 800,000 users use us for many purposes, including support, demos, testing and automation. We're a fully remote team with no physical office, with most of our customer base in the United States.

Job Description

Appetize has a strong track record selling to some of the largest enterprises in the world. Our platform provides a strongly differentiated solution that solves real pains faster and more effectively than any other solution on the market.

We are now at the stage where we are looking for an ambitious sales leader who will help us scale to $10MM in revenue. With this responsibility, you’ll be able to benefit from well established bottoms up sales motion that gets hundreds of signups every day. You will become part of a highly intelligent and experienced team, and be entrusted with building the playbook for our GTM enterprise strategy. Since our sales cycle varies on the customer requirements, you will be expected to understand business needs and be able to craft compelling solutions to these needs together with our existing Solutions Engineering team.

Next to new business, you will also work with existing customers to expand their usage across multiple use cases, teams and verticals to increase the value they are seeing delivered. Some of our largest accounts have tens of thousands of users using Appetize daily, and we’d love to go even bigger.

The ideal candidate will have some smaller-start up company experience where they have had to roll up their sleeves, while also having a track record of contributing successfully to a company’s growth.

What you’ll do:

• Work with our customers (developers, product managers, operations, support and sales teams), to skillfully communicate the value proposition of Appetize and build strong relationships along the way.
• Maximize the amount of pipeline generated from our community and design a repeatable sales playbook for closing enterprise accounts.
• Work closely with our Solutions Engineering team to craft demonstrations that maximize value for the end customers, getting as close as possible to a working solution out of the gate.
• Negotiate enterprise agreements with our flagship customers and coordinate the legal and procurement processes internally and externally
• Project manage the onboarding of new customers from initial interest to a signed agreement with a happy customer ready to deploy Appetize to their teams.

This job might be perfect for you if:

• You enjoy working with customers in building technical solutions that are used by massive teams and user bases and have a big impact.
• You love the journey of building something from the ground up, have startup sales experience, and understand how to build with scalability and growth in mind.
• You understand how developers think and have experience selling to developers (with ideally 2+ years in a developer-focused sales role).
• You have a strong track record in enterprise sales or securing $50K-$100K+ customer contracts, and you’ve demonstrated this at one or more companies.
• You know how to work closely with Growth teams to develop demand generation strategies that drive qualified pipeline.
• You understand how to manage end-to-end SaaS sales cycles and are ideally well versed in MEDDICC.
• You’ve managed, mentored, or coached other sales professionals in the past and understand how to help others succeed.
• You’re a skillful and empathetic communicator, both verbally and in writing.
• You’re passionate about strong teams and partnerships, including your direct team and cross-functional ones.
• You can work core US hours, while being self-directed and flexible according to the needs of our customer base.