Sr. Sales Account Executive

Tungsten Automation is a company that specializes in intelligent automation software for government agencies. They are seeking a Senior Sales Account Executive to drive enterprise-wide sales initiatives, manage client relationships, and close new business across various industry verticals in their northeast territory.

Responsibilities:

• Identify, qualify, orchestrate and close new business within assigned target accounts leveraging compelling return on investment that Tungsten Automation solutions provide
• Work closely with Lead Generation, Inside Sales, and Sales Engineering teams to create and manage a strong pipeline in both existing customers and prospects
• Effectively manage multiple concurrent sales cycles across diverse industry verticals and enterprise environments
• Articulate the value of Tungsten Automation solutions to VP and C-level audiences aligned with strategic objectives and operational requirements
• Establish and maintain strong, referenceable relationships with existing client base while expanding influence within target organizations
• Qualify and forecast deals accurately and consistently using proven sales methodologies and CRM best practices
• Develop and execute field marketing activities to drive pipeline growth and accelerate opportunity development
• Grow and maintain a deep network of contacts across all business lines within each target account (minimum 40 contact points per organization)
• Collaborate with internal teams for effective prospecting and qualification, creating a pipeline of no less than 4X of target
• Leverage Tungsten Automation's partners opportunistically for joint prospecting, qualification, calls or visits according to Enterprise account mapping plans
• Execute direct selling motion while strategically utilizing partner ecosystem to enhance access and influence within target accounts
• Maintain clean and up-to-date CRM records in accordance with management guidelines and perform regular housekeeping activities
• Navigate long sales cycles and position seven-figure opportunities through effective negotiations and deal management
• Develop, manage and execute comprehensive sales plans focused on achieving revenue goals consistently on quarterly and annual basis
• Conduct C-level discussions with technical, business, and financial influencers while understanding underlying operational objectives
• Utilizes AI-enabled tools (e.g., chatbots, document automation, analytics assistants) to improve efficiency, accuracy, and streamline routine tasks while following company AI governance and data privacy standards

Requirements:

• 5-8 years of successful sales experience selling enterprise software and service solutions including Cloud and SaaS solutions to high-level executives within Global 2000 accounts
• Established relationships with large enterprise accounts and demonstrated track record of multi-year success consistently exceeding individual quarterly and annual quotas
• Proven success positioning and selling solutions aligned with customers' strategic objectives with recognition of underlying operational objectives and requirements
• Excellent communication and technical presentation skills with ability to conduct executive-level discussions and boardroom presentations
• Strong intellectual capabilities, high enthusiasm, integrity, and passion for providing solutions to world-class customers
• Ability to consistently close deals through effective negotiations and deal management in complex enterprise environments
• Outstanding business development expertise with organizational and qualification skills to prioritize effectively across multiple opportunities
• Strategic sales training background with solution selling and process-oriented sales approach experience
• Collaborative hunter personality combined with boardroom presence and executive presentation skills
• Strong work ethic with ability to manage and navigate long sales cycles while growing and positioning seven-figure opportunities
• Commitment to long-term success with entrepreneurial mindset and winning attitude
• Embraces continuous growth and self-improvement through learning opportunities in dynamic technology environment
• Team-oriented approach with ability to work effectively across cross-functional teams and partner ecosystems
• BS/BA degree or equivalent required (MBA preferred)
• Experience across multiple industry verticals with understanding of enterprise decision-making processes
• Proficiency with CRM systems and sales productivity tools for pipeline management and forecasting
• Skills in prompting AI systems and assessing output quality
• Ability to leverage AI to ideate, develop, and scale to the needs of their department
• Successful direct and channel selling experience with RPA, cognitive capture, process orchestration, mobility and engagement, and analytics solutions strongly preferred