Account Executive: Ai-Powered Data Solutions

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.