Description

The ECS Account Executive is responsible for driving net-new revenue, expansion, and customer success within Enterprise accounts. This role blends strategic account planning, disciplined pipeline generation, and world-class deal execution to deliver consistent, predictable growth.

Core Responsibilities

• Own and drive the full sales cycle from prospecting to close across a defined portfolio of Enterprise accounts.
• Build and execute strategic account plans, including whitespace mapping, key stakeholder engagement, and long-term growth strategies.
• Generate a healthy, predictable pipeline through disciplined prospecting, events, outbound, and
partner collaboration.
• Forecasting discipline to ensure clear next steps, risk identification, and accurate predictions.
• Partner closely with Solution Engineers, Marketing, Customer Success, Alliances, and Partners to
accelerate deals and improve customer outcomes.
• Deliver compelling product demos, value propositions, and ROI aligned to customer’s business outcomes.
• Leverage AI tools and data insights to prioritize accounts, personalize outreach, and maximize impact.
• Build trusted, long-term relationships with C-level and senior executives.
• Document all activities, next steps, and engagement in Salesforce to ensure operational excellence.
• Represent Salesforce as the trusted advisor focused on customer success and long-term value.

Key Skills & Competencies

• Strong business acumen and understanding of complex customer needs.

• Proven experience driving Enterprise-level deals with disciplined execution.
• Excellent communication, storytelling, and executive presence.
• Strategic prospecting skills with ability to generate your own pipeline.
• Effective cross-functional collaboration across SE, CSM, Partners, and Marketing.
• Proficiency in forecasting, deal inspection, and opportunity management.
• Ability to navigate and influence large, matrixed organizations.
• Growth mindset, resilience, grit, and strong bias for action.
• Comfort using AI, analytics, and digital selling tools to accelerate productivity.

Success Measures
• Consistent attainment or over-attainment of quota.
• Strong pipeline coverage with disciplined hygiene and quality.
• Expansion within existing accounts and acquisition of new logos.
• Customer satisfaction, adoption, and long-term growth.
• Clear, predictable forecasting aligned with ECS standards.