Enterprise Account Executive

About the company

Our client is a weather and climate intelligence platform that helps enterprises predict how weather will affect their operations and act on it before it does. They’ve passed $100M in ARR and reached unicorn status with a lean global team of under 200 people, and their edge is something that ensures competitors can't catch up: proprietary data from a satellite program they built and launched themselves, run through models developed by some of the most respected scientists in the field. Their customers include major airlines and national insurance carriers, and enterprise sales now falls under a new CRO who is focusing the team on two verticals, aviation and insurance.

About the role

This is a new-logo hunting role for an enterprise seller who builds their own pipeline and runs complex deals from first conversation to signature. You’ll own a vertical-aligned territory, map stakeholders across operations, risk, IT, procurement and the C-suite, and build business cases that quantify the ROI of better weather decisions for the buyer.

Deals are typically $500K to $1M+ ACV over multi-month cycles, and because the platform is often configured to fit each customer, you’ll need to be comfortable discussing the product credibly on your own, with Solutions Engineering supporting the deeper technical work. The company is evolving its sales playbook, so the right person will be comfortable with ambiguity and will help shape how the enterprise motion runs.

The team works from the Boston office two days a week, and travel runs around 20–30%. You'd report to an exceptional VP of Sales whom we helped them hire a year ago.

Compensation is a $120K–$150K base with a 50/50 split ($240K–$300K OTE).

Must-have requirements

• 5+ years of SaaS sales experience with consistent quota attainment, including closing new-logo deals yourself rather than only managing renewals or expansions.
• A track record of closing $500K+ ACV enterprise deals across multi-month sales cycles with multiple stakeholders.
• Experience selling a configurable or customized solution, not purely an out-of-the-box product.
• Enough technical comfort to hold substantive platform conversations without needing a Solutions Engineer in every meeting.
• Strong discovery and value-based selling skills, with the ability to build ROI cases that executive sponsors can take to their leadership.
• A history of generating your own pipeline through outbound prospecting and strategic account planning.
• A software-first sales background; if you’ve sold hardware, the software should have been the core of the value rather than a supplement to it.
• Based in the Boston area and able to work in the office two days a week, with willingness to travel 20–30%.

Nice-to-have requirements

• Experience selling into aviation (airlines, airports, cargo, MROs) or insurance (carriers, reinsurers, MGAs).
• Startup or scale-up experience, especially if you consistently closed larger deals than the average on your team.
• Experience selling data, API, analytics or decision intelligence platforms, or a background in weather, climate, risk or operations technology.
• Familiarity with a structured methodology such as MEDDPICC, Challenger or Command of the Message.
• Experience co-selling with partners, GSIs or cloud marketplaces.