Summary
The Account Exec will be responsible for developing and maintaining our largest accounts and drive new strategic business at Gradial. This will mean interfacing across multiple teams and executives at our largest accounts to establish a unified vision and value proposition, driving upsells and cross-sells across teams and organizations. The AE will also be responsible for prospecting, engaging and closing net new strategic accounts.
Responsibilities
Managing Big Current Accounts
- Building and maintaining relationships: Acting as the primary point of contact for existing enterprise clients, build long-term relationships with decision-makers and stakeholders within those companies.
- Upselling and cross-selling: Focus on increasing revenue from current accounts by identifying opportunities to sell additional products or services (upsell) or selling complementary solutions (cross-sell).
- Renewing contracts: Responsible for driving contract renewals and preventing churn by ensuring the customer continues to see value in the software.
- Handling escalations: When issues arise, resolve problems quickly by coordinating with customer success, product teams, and support.
- Strategic account planning: Develop and execute strategic account plans, ensuring that understanding of the client’s long-term goals and aligning the software company's solutions to support those goals.
Hunting for New Strategic Accounts
- Identifying new enterprise prospects: Focus on targeting large enterprises that fit the company’s ideal customer profile (ICP) and have the potential for high-value, long-term relationships.
- Engaging with C-level executives: Engage directly with senior-level decision-makers (e.g., CMOs) to demonstrate the value of solution in addressing business challenges at scale.
- Running complex sales cycles: Enterprise deals are often multi-stakeholder and involve complex sales cycles. AEs will run coordination with various internal teams (e.g., pre-sales engineers, legal, product) to close deals.
- Tailoring value propositions: Understand the unique needs and pain points of large prospects and tailor the product pitch to show how their software can solve strategic problems for the prospect.
- Negotiating large deals: Responsible for negotiating contracts, pricing, and terms with these large organizations, often working through procurement processes and legal reviews.
Market Analysis and Strategy
- Stay informed about industry trends, competitive landscape, and market conditions
- Analyze market data to identify new business opportunities and areas for growth
- Contribute to the development of go-to-market strategies for enterprise and channel segments
Supporting org and process building
- Develop sales enablement materials
- Work to improve demos and demo environment based on customer feedback
- Define and execute a well documented sales process
- Determine optimal set of tools and technologies, test and make case for them
Qualifications
- 4-5+ years in enterprise sales and channel partnerships within the technology industry
- Demonstrated ability to meet and exceed sales targets consistently
- Strong negotiation, communication, and presentation skills
- Ability to build and maintain strong relationships with clients and partners
- Analytical mindset with the ability to interpret market trends and data
- Strong organizational and project management skills
- Ability to work collaboratively across functions to achieve common goals
- In-depth understanding of artificial intelligence, enterprise sales processes and channel partner ecosystems
- Familiarity with creative platforms like Adobe Experience Manager, Salesforce, is a plus
Benefits
- Competitive salary with uncapped commission structure
- Comprehensive health, dental, and vision insurance
- Opportunities for professional development and career growth
- Flexible and fun work environment
About Gradial
At Gradial, we use artificial intelligence to advance the frontier of what’s possible with human creativity. Our products help large enterprises today use generative AI to reimagine design, so creative teams can build websites, outreach campaigns, wireframes, and digital experiences as fast as they can dream them, using nothing but English.
We are a small Seattle team of product designers and AI engineers, backed by world class investors and partners, with a desire to empower everyone to achieve their creative vision using artificial intelligence. At the office, we are constantly experimenting at the boundaries of what’s possible with AI and user experiences. Outside the office, we love exploring the outdoors, hiking, skiing, checking out great breweries, and making the most of the PNW. If you want to join our mission to define the future of AI and human creativity, please reach out to us at info@gradial.ai.
