企业客户经理
Enterprise Account Executive
## 关于我们
Grid 是身份验证和欺诈预防解决方案的领先提供商，帮助企业在网络上建立信任和安全性。我们构建了一个欺诈预防平台，将多个数据提供商整合到一个强大、易于部署和使用的解决方案中。
## 职位概述
我们正在寻找一位经验丰富且有驱动力的高级企业客户经理加入 Grain。该职位专注于获取和管理企业级客户，特别是在金融、电子商务和其他高风险领域。理想的候选人有销售复杂 SaaS 解决方案的出色业绩，对欺诈预防领域有深入了解，并能与高级决策者建立关系。
### 主要职责：
- **企业销售管理**：识别并瞄准关键企业客户，推动从潜在客户挖掘、方案制定到谈判和成交的整个销售流程。
- **顾问式销售**：深入了解客户在欺诈预防中的痛点，通过顾问式销售方法将我们的解决方案定位为首选方案。
- **战略客户开发**：与大型组织中的各层级利益相关者建立并维护关系，包括高管层。制定策略以扩大在关键客户中的影响力。
- **跨职能协作**：与市场、产品和客户成功团队紧密合作，统一市场推广策略、产品信息和售后支持。
- **销售管道管理和预测**：保持高质量潜在客户的活跃管道，并提供准确的销售预测。利用 CRM 工具跟踪进展并达成收入目标。
- **市场洞察**：了解行业趋势、竞争对手动态和法规变化，实时调整和优化销售策略。
- **合同谈判**：主导合同谈判，注重创建双赢协议，推动长期关系和客户满意度。
### 任职要求：
- 商业、市场营销或相关领域的学士学位；MBA 优先
- 7 年以上企业软件销售经验，在复杂 B2B 销售环境中持续达成或超越销售指标
- 在大型企业中向 C 级高管销售的成功经验，最好是在金融服务、电子商务或科技行业
- 对欺诈预防领域有深入理解
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## About Us
Grid is a leading provider of identity verification and fraud prevention solutions, empowering businesses to build trust and security online. We've built a fraud prevention platform that integrates multiple data providers into a single, powerful solution designed for rapid deployment and ease of use.
## Job Overview
We are seeking an experienced and driven Sr. Sales Enterprise Account Executive to join our team at Grain. This role focuses on acquiring and managing enterprise-level accounts, particularly within finance, e-commerce, and other high-risk sectors. The ideal candidate has a proven track record of selling complex SaaS solutions, a deep understanding of the fraud prevention landscape, and the ability to build relationships with senior decision-makers
### Key Responsibilities:
- **Enterprise Sales Management**: Identify and target key enterprise accounts, driving the full sales cycle from prospecting and proposal development to negotiation and closing.
- **Consultative Selling**: Develop a deep understanding of client pain points in fraud prevention, positioning our solution as the preferred choice through consultative sales methods.
- **Strategic Account Development**: Build and maintain relationships with stakeholders at all levels, including C-suite, in large organizations. Develop strategies to expand footprint within key accounts.
- **Cross-Functional Collaboration**: Work closely with Marketing, Product, and Customer Success teams to align on go-to-market strategies, product messaging, and post-sales support.
- **Pipeline Management and Forecasting**: Maintain an active pipeline of qualified leads and provide accurate sales forecasts. Leverage CRM tools to track progress and meet revenue targets.
- **Market Insights**: Stay updated on industry trends, competitor activities, and regulatory changes to adapt and enhance sales strategies in real-time.
- **Contract Negotiation**: Lead contract negotiations, focusing on creating win-win agreements that drive long-term relationships and customer satisfaction.
### Qualifications:
- Bachelor's degree in Business, Marketing, or related field; MBA preferred
- 7+ years of enterprise software sales experience, with a proven track record of consistently meeting or exceeding quota in complex B2B sales environments
- Demonstrated success selling to C-level executives in large enterprises, preferably in the financial services, e-commerce, or technology sectors
- Deep understanding of enterprise fraud prevention, risk management, with knowledge of industry trends and regulatory requirements.
- Strong business acumen and ability to articulate complex technical concepts to both technical and non-technical audiences
- Excellent negotiation, presentation, and interpersonal communication skills
- Proficiency in CRM tools (e.g., Salesforce) and sales enablement platforms
- Strong analytical and problem-solving skills, with the ability to adapt in a fast-paced, high-growth environment.
## **Benefits & Perks**
- Medical
- Dental
- Vision
- $1,500.00 professional development budget
- Fitness/Wellness reimbursement
- Internet reimbursement
- Home Office $1,000.00 stipend
- Unlimited PTO with manager approval
- Mental health days off
- Annual company offsite