Senior Account Executive

About the Role

This position empowers a sales professional to manage and grow a strategic portfolio autonomously within a collaborative environment. The Senior Account Executive is tasked with accelerating annual recurring revenue (ARR) through acquiring new enterprise clients and expanding within existing ones. The role involves addressing complex challenges related to data management, security, compliance, and digital transformation by employing a consultative and value-driven sales methodology.

Key Responsibilities

• Design and implement territory and account strategies to generate pipeline, onboard new customers, grow key accounts, and consistently surpass ARR and Annual Contract Value (ACV) goals.
• Serve as a trusted consultant for C-level and senior technology executives, offering insights on industry trends, business value, and guidance on data protection, governance, AI preparedness, and transforming digital workplaces.
• Formulate and execute competitive tactics to position AvePoint effectively, replacing incumbent products and securing crucial enterprise deals.
• Lead intricate commercial negotiations, prepare business cases, and manage procurement processes to successful closure.
• Coordinate virtual teams to build pipeline, nurture opportunities, and conclude complex enterprise sales.
• Establish and nurture executive sponsorship and multipoint relationships within client organizations to speed deal closure and promote long-term growth.
• Collaborate closely with Microsoft, system integrators, and channel partners to drive pipeline growth and customer expansion.
• Align resources across multiple departments including sales, pre-sales, customer success, services, and partners to maximize outcomes and revenue growth.
• Provide market and customer insights to influence product development, go-to-market strategies, and competitive positioning.
• Identify expansion opportunities within AvePoint’s offerings such as Data Security, Governance, Backup, AI, and Operational Resilience.
• Maintain precise forecasting, rigorous CRM discipline, and opportunity tracking.
• Advance qualified pipeline via direct prospecting, partner collaboration, marketing efforts, and networking at executive levels.
• Develop strategic, multi-year account plans reflecting customer priorities and digital transformation objectives.

Desired Profile

• University degree or equivalent professional experience.
• Over 7 years experience in enterprise software sales with a consistent record of surpassing sales targets in complex, large-scale accounts.
• Proven ability to close significant six and seven-figure software and service deals.
• Expertise in forging strong executive relationships with CIOs, CTOs, CISOs, and leaders in Digital Workplace and Data Governance.
• Experience in selling Microsoft platforms, SaaS products, cloud solutions, or enterprise data management technologies.
• Strong skills in account planning, territory strategy, and sales forecasting.
• Capability to lead virtual, cross-organizational teams spanning sales, pre-sales, customer success, marketing, and partnerships.
• Familiarity with multiple sales methodologies and agile processes.
• Personal qualities: accountability, urgency, competitiveness, collaboration, and strong work ethic.

Additional Information

Applicants’ personal data will be handled strictly in line with applicable data privacy legislation and company privacy policies.