汽车SaaS企业客户经理
Automotive SaaS Enterprise Account Executive
## **汽车企业客户经理，企业版**
**地点：** 美国远程办公
**首选办公地：** 达拉斯、丹佛、芝加哥、旧金山湾区、纽约市
**出差：** 约25%
**团队：** 市场进入团队
**汇报对象：** 市场进入负责人
### **关于Canopy Connect**
Canopy Connect 正在构建保险数据基础设施，为重要决策和交易提供支持。
我们为企业提供来自最佳数据源（承保人、文件和表格）的可信保险数据访问权限，使他们能够自动化录入和验证，提升客户体验，减少手动工作，并做出更好的决策。
我们的客户涵盖保险、汽车、贷款、金融科技、房地产及其他需要保险信息的市场。
我们正在快速成长，并赢得了这些行业中一些最大公司的信任。
### **职位描述**
我们正在招聘企业客户经理，以与Canopy最大的战略潜在客户建立新业务。
你将从管道创建到签约全程负责复杂的大型企业交易。你需要与高管、业务和技术人员利益相关者合作，并领导可能包括技术评估、安全、法律、采购、财务和多年期商业协议的购买流程。
这是一个早期阶段的企业销售环境。你将在Canopy Connect内部有强大的合作伙伴，但你需对交易负责并完成推动交易所需的各项工作。
我们的企业客户管理团队在新业务交接后负责客户增长。
### **你将负责**
- 在指定的企业客户中实现并超越新的年度经常性收入配额。
- 与我们的拓展团队一起在你的区域内创建合格的销售管道。
- 制定能引起高级买家关注的账户策略和观点。
- 进行严谨的业务、技术和运营调研。
- 构建与有意义的客户成果相关的量化商业案例。
- 同时与高管、业务发起人、技术利益相关者、评估者和决策者沟通。
- 从初始范围到客户决策，主导复杂评估和试点项目。
- 处理安全、隐私、法律、采购、财务和商业审查。
- 制定并协商支持持久客户关系和多年协议的提案。
- 维护基于客户证据的可检查销售管道和预测。
- 与解决方案工程、产品、工程、法律、财务紧密合作
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## **Automotive Account Executive, Enterprise**
**Location:** Remote, US
**Preferred hubs:** Dallas, Denver, Chicago, San Francisco Bay Area, New York City
**Travel:** Approximately 25%
**Team:** Go-To-Market
**Reports to:** Head of GTM
### **About Canopy Connect**
Canopy Connect is building the insurance data infrastructure that powers important decisions and transactions.
We give businesses trusted access to insurance data from the best data sourcescarriers, documents, and forms so they can automate intake and verification, improve customer experiences, reduce manual work, and make better decisions.
Our customers span insurance, automotive, lending, fintech, real estate, and other markets where insurance information matters.
We are growing quickly and earning the trust of some of the largest companies in these industries.
### **About the Role**
We are hiring Enterprise Account Executives to win net-new business with Canopy’s largest and most strategic prospects.
You will own complex enterprise Deals from pipeline creation through signature. You will work across executive, business, and technical stakeholders and lead buying processes that may include technical evaluations, Security, Legal, Procurement, Finance, and multi-year commercial agreements.
This is an early-stage Enterprise sales environment. You will have strong partners across Canopy Connect, but you are expected to own the Deal and do the work required to move it forward.
Our Enterprise Account Management team owns customer growth after the new-business handoff.
### **What You’ll Do**
- Own and exceed a net-new ARR quota across named Enterprise accounts.
- Create a qualified pipeline in your territory alongside our Prospecting team.
- Develop account strategies and points of view that earn attention from senior buyers.
- Run rigorous business, technical, and operational discovery.
- Build quantified Business Cases tied to meaningful customer outcomes.
- Multi-thread across executives, business sponsors, technical stakeholders, evaluators, and decision-makers.
- Lead complex evaluations and pilots from initial scope through a customer decision.
- Navigate Security, Privacy, Legal, Procurement, Finance, and commercial review.
- Build and negotiate proposals that support durable customer relationships and multi-year agreements.
- Maintain an inspectable pipeline and forecast based on customer evidence.
- Partner closely with Solutions Engineering, Product, Engineering, Legal, Finance, Prospecting, and Implementation.
- Bring market insight back to Canopy and help Raise the Bar for how we sell.
### **What We’re Looking For**
- 7+ years of B2B SaaS sales experience, including 3+ years selling to Enterprise or Strategic accounts.
- A strong record of meeting or exceeding quota in complex technology sales environments.
- Experience closing six-figure ARR Deals and multi-year agreements.
- Proven ability to create pipeline within named or strategic accounts.
- Experience selling across executive, business, and technical stakeholders.
- Experience navigating Enterprise Security, Privacy, Legal, Compliance, Procurement, and Finance processes.
- Experience leading technical evaluations, pilots, or proofs of value.
- Ability to build credible Business Cases tied to measurable business outcomes.
- Experience selling software involving APIs, integrations, workflow automation, data infrastructure, identity, verification, fintech, insurtech, or adjacent technical products.
- Enough technical fluency to work credibly with Product and Engineering buyers around APIs, integrations, authentication, webhooks, data flows, and implementation.
- Excellent written and verbal communication.
- Experience with structured Enterprise sales methodologies such as MEDDPICC, Challenger, or similar.
- Proficiency with CRM and prospecting tools such as HubSpot, Salesforce, LinkedIn Sales Navigator, and ZoomInfo.
### **Helpful Experience**
Experience selling into one or more of the following markets is helpful:
- Insurance
- Automotive and mobility
- Mortgage and lending
- Fintech
- Real estate
- Risk and fraud
- Financial services
Industry experience is valuable, but it is not a substitute for strong Enterprise selling. We care about your ability to learn quickly, understand a customer’s business, and lead a complex buying process.
### **You’ll Likely Thrive Here If**
You prepare. You are curious about how customers actually make money, operate, and make decisions. You can simplify technical products without oversimplifying the customer’s problem. You are comfortable with executives and engineers. You create momentum rather than waiting for it. You are disciplined without becoming bureaucratic. You take ownership when the path gets difficult. You want to help build an Enterprise sales organization, not simply operate inside one.
### **Why Join Now**
Insurance data is still collected, verified, serviced, maintained and used through too many manual and fragmented processes. Canopy Connect is changing that.
We are building the infrastructure to give companies trusted insurance data when and where they need it, and our Enterprise team is winning the customers that will help define the category.
You will not inherit a finished playbook. You will help build it and win with it.
* * *
**Our Benefits**
- **Healthcare**: We offer company-sponsored health, dental and vision insurance for employees and dependents.
- **Equity**: We are a team of owners and we provide our team with generous equity grants.
- **Time to Recharge**: We offer unlimited paid time off. Unplug, recharge, and come back refreshed.
- **Remote Friendly**: We are a fully distributed team. We all work remotely. We offer a $1,000 stipend to equip you with a home office that is comfortable and personalized to your needs.
- **Friday Reimbursed Lunch**: Order lunch on Fridays, and we'll cover it!
- **401K**: We offer a 3.5% match.
**Our Core Values**
- **Be Worthy of Trust |** We are building critical infrastructure that processes sensitive data. We earn trust every day by being transparent, honest and clear to all stakeholders.
- **Find a Way |** We seize opportunities and iterate quickly. We refuse to get blocked. We are relentlessly optimistic about possibilities. Tenacious and creative, we find a way.
- **Own It |** We are owners of the product and the company, and we own our successes as well as our failures. We value people who embody extreme ownership.
- **Think “We” Not “I” |** We prioritize the success of the team over individual contributions. The best decisions are made through triangulating the opinions of the team. Productive disagreement leads to good decisions. We don’t tolerate brilliant jerks.
- **Raise the Bar** **|** Our standard is to be the best in the world at what we do. We redefine excellence each day.
* * *
To protect the interests of all parties, Canopy Connect will not accept unsolicited resumes from any source other than directly from a candidate. Any unsolicited resumes sent to Canopy Connect will be considered Canopy Connect property. Canopy Connect will not pay a fee for any placement resulting from the receipt of an unsolicited resume. Canopy Connect will consider any candidate for whom an Agency has submitted an unsolicited resume to have been referred by the Agency free of any charges or fees.