Account Executive: Ai-Powered Data Solutions
il y a 3 semaines
About Mikan
Mikan ) helps organizations turn data into decisions. We pair pragmatic strategy with packaged, industry-relevant data & AI solutions that automate prep, elevate insights, and drive next-best actions. We serve customers across Financial Services, Healthcare, Manufacturing, Education, and Membership Organizations.
The Role
You'll own the full sales cycle from targeted outbound and partner co-selling, through close and expansion. You'll lead disciplined discovery, shape solution narratives tied to measurable outcomes, and orchestrate evaluation, security/procurement steps, and commercial terms. This is a builder role for a consultative closer who loves turning complex problems into clear business value.
What You'll Do
• Build and progress pipeline
o Identify and engage ICP accounts; create multi-threaded opportunities with executive and functional buyers.
o Run structured discovery to quantify pains, target outcomes, and success metrics.
• Shape and position solutions
o Align customer needs to Mikan offerings (strategy packages and AI-enabled solutions) with clear business cases and close plans.
o Amplify Mikan's Automation-Outcome value story.
• Drive deals to close
o Coordinate evaluations, security/IT and procurement/legal reviews; manage pricing/terms and approvals; negotiate to signature.
o Ensure clean handoffs to delivery team; collaborate with the delivery team on expectations for success milestones and references.
• Forecast with discipline
o Maintain CRM accuracy (24-hour freshness); publish weekly forecasts; manage risk and stage progression with evidence.
o Uphold deal-crafting & margin guardrails, document decisions and next steps.
• Partner for the long haul
o Convert pilots/prototypes to subscriptions across lines of business.
o Co-sell with ecosystem partners and platforms, support events and targeted campaigns.
Qualifications
• 3–7+ years of full-cycle, new-logo B2B sales (SaaS, data analytics, AI-adjacent services), with consistent quota attainment.
• Proven ability to run structured discovery, quantify value, and build multi-stakeholder consensus (business + technical + legal/procurement).
• Experience moving 30–90 day land motions (pilots/prototypes that convert to subscriptions).
• Strong written and verbal communication; CRM rigor; professional presence with executives.
• Familiarity with selling data, analytics, or AI-enabled offerings.
• Vertical experience in one or more of our focus industries.
• Channel/partner co-sell experience and comfort with marketplace-style motions.
Location, Work Style & Logistics
• Location: Washington, DC (Hybrid: remote most days + periodic in-office collaboration).
• Hybrid (DC): Remote most days with periodic in-office collaboration for team working sessions, prospect meetings, and enablement.
• Employment Type: Full-time (W-2). Exceptional contractor/agency profiles may be considered.
• Travel: ~10–25% for client workshops and events (as needed).
What Success Looks Like
• Consistent attainment of new-business targets and healthy pipeline coverage (≈3×).
• Predictable forecasting (±10% accuracy) and stage-based hygiene.
• Documented value: references, renewals, expansions, and signed logo/case-study rights.
• Commercial discipline: controlled deal crafting, maintained margins, and clean handoffs to delivery/CSM.
How We Enable You
• Clear ICPs and value narratives by industry; discovery templates; proposal and ROI scaffolds; reference architectures and demo scripts.
• A strategy-first land motion (prototype/pilot to subscription) with defined success criteria and value reviews.
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