[Hiring] Senior Account Executive @emnify

Role Description

This is a remote role covering the West Coast territory, sitting within a US sales team of around ten people and reporting directly to the VP of Sales, North America. You will own the full sales cycle — from prospecting and qualification through to close — for new enterprise accounts in your territory. You will work closely with Solutions Engineering, Product Management, Marketing, and Legal to bring the right resources to bear at the right moments in each deal.

Your Impact

• Drive new enterprise revenue across the West Coast territory, owning every stage of the sales cycle from first contact to signed contract.
• Build a disciplined, data-driven pipeline using a structured qualification framework and rigorous CRM hygiene, so your forecast is reliable and your activity is repeatable.
• Own commercial negotiations — pricing, competitive positioning, business case development, and contracting — coordinating internal stakeholders to move deals forward.
• Develop trusted relationships with decision-makers and influencers across Line of Business Management, Product, Operations, and Procurement within target accounts.
• Establish a sustainable territory strategy: a clear account prioritisation plan, consistent prospecting motion, and a pipeline that covers future quota periods, not just the current quarter.

Qualifications

• A proven track record of closing complex B2B SaaS or technology deals at the enterprise level, with consistent quota attainment.
• Experience managing and closing deals with ARR above $100k, including navigating multi-stakeholder buying processes and extended sales cycles.
• Fluency in a structured sales methodology — MEDDIC, Challenger, SPIN, or similar — and the discipline to apply it consistently rather than selectively.
• Comfort operating in a value-based selling motion: you build business cases, you quantify ROI, and you sell outcomes rather than features.
• Proficiency with CRM and sales tools (Salesforce, LinkedIn Sales Navigator, or equivalents) and a genuine preference for a data-driven approach to managing your territory.
• Clear, confident written and verbal communication — you can adapt your message for a technical buyer, a procurement lead, or a C-suite sponsor.
• Coachability — we want someone who is excited to grow with us.

Your First 6 Months

• In your first few weeks , the priority is depth over activity. You will complete onboarding, work through product and technical training, and develop a solid grasp of emnify's ideal customer profile, buyer personas, pricing model, and competitive positioning.
• By month two or three , you will be prospecting independently — running outbound alongside inbound follow-up, conducting your own discovery calls, and qualifying opportunities against emnify's framework. You will start building pipeline and learning which messages and objections resonate with our buyers.
• By the halfway mark , you should own a live set of opportunities at multiple stages of the funnel. You will be running complete discovery and demo cycles, coordinating Solutions Engineering and other internal resources, producing a reliable forecast, and progressing late-stage deals toward close.
• The broader arc is becoming a repeatable, forecastable contributor — someone with a clear territory strategy, consistent prospecting habits, strong internal relationships, and a sharp understanding of why deals are won or lost.

Why It Might Not Be a Match

• If you prefer a highly structured, process-heavy environment with clearly defined playbooks at every step, you may find emnify's pace and degree of self-direction uncomfortable — we are still building, and we expect this person to help shape how things are done, not just follow an established script.
• If you are most comfortable managing a high volume of smaller, transactional deals, the complexity and longer timelines of enterprise IoT sales cycles may not suit your natural rhythm.
• If you need a large, well-resourced support organisation around you before you feel confident going to market, this role will feel underpowered — the team is lean, which means high ownership and real impact, but also real ambiguity.