Source and qualify new business opportunities that fit our ICP. Develop roughly 30% of your annual book of business. Advance inbound and partner generated opportunities. Maintain appropriate pipeline hygiene and coverage.
Gain a deep understanding of the target customer’s business, relevant processes and challenges. Ensure the right questions are being asked and answered. Bring unique value to every interaction. Develop relationships with multiple buying personas within the account.
Connect a prospect’s business objectives (both functional and corporate) with the Ketch solution. Do the math. Construct a compelling business case. Pain the picture of a better future. Tell the story.
Conduct effective account discovery. Apply MEDDPICC throughout the sales cycle. Develop pitch and proposal material as appropriate. Make responsible, effective use of company assets. Handle objections. Document activities in Salesforce. Drive opportunities to Closed/Won.
Develop high-level functional and technical understanding of Ketch products. Align product demonstrations to customer needs.

7+ years of quota-carrying, consultative sales at a SaaS company in the data privacy and/or adtech/martech sectors
2+ years of average deal sizes in range from $150K to $500K
4 + years of proposal writing and pitch material development
Demonstrated ability to translate a technical solution into measurable business value
Results-driven mindset and proven ability to beat sales targets
History of success in working as part of a virtual global team environment
Exceptional time management and people alignment skills
Bachelor’s degree or equivalent
Ability to commute into Manhattan easily and regularly
Able to legally work in the United States
English language fluency (spoken and written). Second language fluency a plus

Enterprise Account Executive – East Coast

Key skills