Senior Account Executive (Software Sales)

Tango Analytics helps businesses make smarter decisions through technology, data, and collaboration. The Senior Account Executive will own the full sales cycle for enterprise SaaS solutions, generate and manage pipeline, engage executive stakeholders, and develop value-based business cases for retail or corporate customers.

Responsibilities:

• Own the sales cycle: qualification → proposal → negotiation → close
• Consistently deliver against a high-performance quota
• Sell multi-module SaaS solutions into enterprise buying committees
• Engage senior stakeholders including C-suite, SVP, and VP-level executives
• Generate opportunities through a mix of outbound outreach, inbound leads, partners, referrals, and events
• Partner closely with Sales Engineering, Marketing, and Leadership to advance deals
• Build and maintain a 4× quota pipeline through disciplined outbound activity and inbound follow-up
• Maintain accurate pipeline hygiene, deal stages, and forecasting in Salesforce
• Lead structured discovery conversations to uncover strategic, financial, and operational issues
• Align Tango’s platform to clearly defined customer outcomes
• Executive-level credibility in customer conversations
• Translating client needs into compelling solutions; use case studies, ROI projections, upsell & cross-sell where relevant
• Develop compelling business cases that demonstrate ROI, risk reduction, and enterprise value
• Navigate complex buying processes using MEDDPICC-aligned qualification

Requirements:

• • 7+ years of experience in B2B SaaS or enterprise technology sales
• • Experience selling a highly complex and technical SaaS product is required
• • Demonstrated success closing new logo deals with mid-market & enterprise customers
• • Experience selling into complex organizations with multiple stakeholders
• • Strong consultative selling mindset
• • Ability to run structured discovery and control sales conversations
• • Confident in executive-level communication, negotiation, and objection handling
• • Comfortable operating within a defined sales process and qualification framework
• • Results-driven and accountable
• • Coachable and committed to continuous improvement
• • High standards for preparation, follow-through, and professionalism
• • Thrives in a structured, performance-oriented environment
• • Bachelor's degree in Business, or related field
• \•West Coast Time Zone preferred
• • Experience in Real Estate Tech or PropTech highly preferred
• • Experience selling to Retail and/or Corporate clients highly preferred. A sample of our client profiles include: FedEx, Nike, Chick-fil-a, Wawa, etc
• • Familiarity with Salesforce and Gong strongly preferred