Enterprise Account Executive at Gem (Oats) (San Francisco, CA)Enterprise Account Executive

The company is looking for an Enterprise Account Executive to join our dynamic team. This team sells cutting-edge security solutions to Enterprise level accounts within a defined territory. The ideal candidate for the role will be located in Atlanta and have the following skillset:

• Strong hunter mindset: Strategic approach to early pipeline development. Proven track record of prospecting into enterprise accounts with the ability to leverage all five pillars of demand generation: AE prospecting, SDR, Marketing, Channel, and Customer referrals.
• Strategic qualification skills: Expert at uncovering and discovering customer pain points and business challenges
• Exceptional presentation abilities: Skilled at crafting and delivering compelling value propositions based on customer needs
• Sales process mastery: Demonstrated ability to execute a systematic, repeatable sales methodology while maintaining high quality across multiple concurrent opportunities
• Data-driven approach: Excellence in maintaining accurate and consistent data for account and opportunity management
• ROI expertise: Ability to develop and present compelling business cases showing multi-dimensional value to diverse stakeholders
• Knowledge management: Skilled at capturing and organizing customer insights and market intelligence
• Internal champion: Proven ability to navigate complex internal buying processes
• Entrepreneurial spirit: Track record of success in high-growth environments with lean resources
• Cross-functional leadership: Experience leveraging Sales Engineering, Marketing, BDRs, Product, and Customer Success teams effectively

• Sell the company's security solutions within your defined territory, focusing on exceeding new annual recurring revenue quota
• Manage enterprise accounts (>3k mailbox organizations) throughout the full sales cycle, from initial engagement through contract signing and expansion
• Build and maintain a robust pipeline through strategic prospecting into enterprise accounts
• Partner with Customer Success to drive renewals and identify expansion opportunities
• Maintain meticulous documentation and data accuracy across all sales systems
• Serve as the voice of the customer/prospect with internal teams to drive prioritization and revenue growth

Must Have

• Enterprise Account Hunter: 3+ years of direct enterprise experience prospecting, closing new logos, and growing major accounts against established competitors
• Advanced negotiation skills with proven success in complex enterprise deals
• Consistent top performer (top 5% of sales organization preferred)
• Technical acumen: Deep understanding of security, email, cloud, AI, and related technologies
• Cyber-security Software sales experience: Track record of selling subscription software/SaaS to CISOs and security stakeholders
• Start-up success: Demonstrated ability to thrive in early-stage environments and build territories from the ground up
• BS/BA degree or equivalent work experience