高级客户经理，垂直客户
Senior Account Executive, Vertical Accounts
**关于 Mixpanel**
Mixpanel 是领先的的产品智能和分析平台，被超过 29,000 家公司信赖，帮助他们了解人们如何使用所构建的产品。通过将强大的分析功能与了解您业务的 AI 相结合，Mixpanel 帮助团队看到什么有效、诊断什么无效，并决定下一步要构建什么。了解更多请访问 [mixpanel.com](mixpanel.com)。
**关于团队**
Mixpanel 正在打造一个垂直市场进入策略——按行业组织企业销售，以便我们能用买家的语言、他们的用例以及他们认可的公司的证明来销售。这个团队不同于 Mixpanel 的重点客户团队，后者负责现有客户的基础续订和增长；该团队的任务是获取新的企业客户并实现垂直领域的扩展。
**关于职位**
我们正在招聘一位垂直销售高级客户经理，负责在北美市场的一个行业垂直领域内推动增长。您将推动新企业客户的管道建设以及在您的垂直领域内的扩展，从第一次会议到成交全程主导企业级交易。除了自己的区域外，您还将建立深厚的垂直领域专业知识并加以应用——塑造发现问题、信息传递和竞争定位，这些是您的同事所依赖的，并将您在实地学到的内容反馈到团队的销售手册中。此职位适合那些能够在模糊环境中工作的人员，因为垂直模型仍在成熟过程中，而销售手册也正在实时构建。
**职责**
- 在您负责的垂直领域内推动新企业客户管道建设——获取、筛选并完成新 Mixpanel 客户，以及现有客户的新业务单元或子公司
- 与续约经理合作推动续约增长，与客户价值经理合作推动现有业务单元或新子公司的交叉销售机会
- 从第一次会议到成交全程主导企业级销售流程，应用 MEDDPICC（或 Mixpanel 的选定方法论）来筛选和管理每笔交易
- 准确预测并及时识别风险，向您的经理和 CRM 中报告
- 学习您垂直领域的语言、买家角色和常见用例，并应用行业特定的发现问题、信息传递和竞争定位
- 搭建并优化您垂直领域的销售手册——信息传递、发现问题、竞争情报和交易模式，使您在实地学到的内容可以被更广泛的团队重复使用
- 提出可信的建议
查看英文原文
**About Mixpanel**
Mixpanel is the leading product intelligence and analytics platform, trusted by more than 29,000 companies to help understand how people use the products they build. By combining powerful analytics with AI that knows your business, Mixpanel helps teams see what’s working, diagnose what’s not, and decide what to build next. Learn more at [mixpanel.com](mixpanel.com).
**About the Team**
Mixpanel is building a vertical go-to-market motion — organizing enterprise sales by industry so we can sell in the buyer's language, with their use cases, and with proof from companies they recognize. This team is distinct from Mixpanel's Named Account team, which owns renewals and growth on the existing customer base; this team's mandate is net-new enterprise logos and expansion within a vertical.
**About the Role**
We're hiring a Senior Account Executive, Verticalized Sales to own growth within an industry vertical across North American markets. You'll drive net-new enterprise pipeline and expansion within your vertical, running full-cycle enterprise deals from first meeting to close. Beyond your own territory, you'll build deep vertical expertise and put it to use — shaping the discovery questions, messaging, and competitive positioning your peers rely on, and feeding what you learn in the field back into the team's playbooks. This role suits someone who's comfortable building in ambiguity, since the vertical model is still maturing and the playbooks are being built in real time.
**Responsibilities**
- Drive net-new enterprise pipeline within your assigned vertical(s) — sourcing, qualifying, and closing new Mixpanel customers, as well as new business units and subsidiaries within existing customers
- Drive expansion alongside Renewal Managers on renewal growth and Customer Value Managers on upsell opportunities in current business units or new subsidiaries
- Run a full-cycle enterprise sales process from first meeting to close, applying MEDDPICC (or Mixpanel's chosen methodology) to qualify and manage every deal
- Forecast accurately and surface risk early, to your manager and in the CRM
- Learn the language, buyer personas, and common use cases of your vertical, and apply industry-specific discovery questions, messaging, and competitive positioning
- Shape and refine your vertical's playbooks — messaging, discovery questions, competitive intel, and deal patterns — so what you learn in the field becomes repeatable for the wider team
- Ask credible technical discovery questions about a prospect's data, analytics maturity, and existing tooling
- Partner closely with Sales Engineering on demos and technical validation tailored to your vertical's use cases
- Keep SFDC pipeline and forecast data current and accurate
- Partner with Marketing and Product Marketing to pressure-test vertical messaging and campaigns against what you're seeing in the field
- Provide your manager the signal — deal volume, win rates, competitive patterns — needed to make the case for a vertical graduating to a dedicated coverage model
- Partner with Enablement on vertical fluency training and onboarding for the wider team as the vertical matures
**We're Looking For Someone Who Has**
- A strong track record of full-cycle sales success, from net-new acquisition to customer expansion, across SMB to enterprise SaaS
- Experience selling into a specific industry vertical, or a demonstrated ability to build vertical fluency quickly
- Comfort operating in ambiguity, building processes and playbooks in real time rather than inheriting them
- Strong discovery and qualification skills; experience with MEDDPICC or a similar methodology
- Experience with analytics, data, or technical products, with the ability to run credible technical discovery and hold your own with technical buyers
- Direct, clear communication that builds trust with both business and technical stakeholders
- A track record of turning field learnings into repeatable playbooks that help the wider team
**Bonus Points For**
- Experience partnering closely with Sales Engineering on technical validation and demos
- A track record of shaping go-to-market strategy or influencing how a team sells into a market
- Experience mentoring or informally developing peers on a sales team
- Familiarity with SFDC and forecasting tools at an advanced level
#LI-Remote
**Benefits and Perks**
- Comprehensive Medical, Vision, and Dental Care
- Mental Wellness Benefit
- Generous Vacation Policy & Additional Company Holidays
- Enhanced Parental Leave
- Volunteer Time Off
- Additional US Benefits: Pre-Tax Benefits including 401(K), Wellness Benefit, Holiday Break
_*please note that benefits and perks for contract positions will vary*_
**Culture Values**
- **Make Bold Bets:** We choose courageous action over comfortable progress.
- **Innovate with Insight:** We tackle decisions with rigor and judgment - combining data, experience and collective wisdom to drive powerful outcomes.
- **One Team:** We collaborate across boundaries to achieve far greater impact than any of us could accomplish alone.
- **Candor with Connection:** We build meaningful relationships that enable honest feedback and direct conversations.
- **Champion the Customer:** We seek to deeply understand our customers’ needs, ensuring their success is our north star.
- **Powerful Simplicity:** We find elegant solutions to complex problems, making sophisticated things accessible.
**Why choose Mixpanel?**
We’re a leader in analytics with over 9,000 customers and $277M invested from prominent investors: like Andreessen-Horowitz, Sequoia, YC, and, most recently, Bain Capital. Mixpanel’s pioneering event-based data analytics platform offers a powerful yet simple solution for companies to understand user behaviors and easily track overarching company success metrics. Our accomplished teams continuously facilitate our expansion by tackling the ever-evolving challenges tied to scaling, reliability, design, and service. Choosing to work at Mixpanel means you’ll be helping the world’s most innovative companies learn from their data so they can make better decisions.
Mixpanel is an equal opportunity employer supporting workforce diversity. At Mixpanel, we are focused on things that really matter—our people, our customers, our partners—out of a recognition that those relationships are the most valuable assets we have. We actively encourage women, people with disabilities, veterans, underrepresented minorities, and LGBTQ+ people to apply. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity or expression, sexual orientation, age, marital status, veteran status, or disability status. Pursuant to the San Francisco Fair Chance Ordinance or other similar laws that may be applicable, we will consider for employment qualified applicants with arrest and conviction records. We’ve immersed ourselves in our Culture and Values as our guiding principles for the impact we want to have and the future we are building.