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Account Executive - New ARR and Cloud

TigerGraph

TigerGraph

Sales & Business Development
Redwood City, CA, USA
Posted on Tuesday, January 23, 2024

ACCOUNT EXECUTIVE - NEW ARR AND CLOUD

TigerGraph is the only Scalable Enterprise Graph Database system, powered by the first and only native parallel graph technology. We are in an emerging database category and we have been growing rapidly.

TigerGraph's core technology is the only scalable graph database for the enterprise. Its proven technology supports fraud detection, agile rule engine, customer 360, MDM, IoT, AI, and machine learning.

As an Account Executive, you’ll play a key role in expanding our business accounts and acquiring new customers. You will own and manage the SaaS sales cycle to ensure TG’s growth within the market. You know how to sell innovation and change through communicating our value to customers and partners.

You understand the need to learn/drive our product in-depth and can guide deals forward to all levels of the customer’s decision making process. Lastly, you believe that the key to success is to always be prospecting and that you are your own SDR.

Be responsible for driving sales of TigerGraph products and solutions within key target verticals including Financial Services, Consumer Products, Supply Chain Logistics, Digital Marketers and Energy. There will be tremendous opportunity for career development and growth.

Must be quota-driven, and will represent TigerGraph and its product suite within a specified region, work with prospects & customers, TigerGraph team members and partners to exceed sales objectives.

This position will manage all aspects of the sales process including lead generation, qualification, close and account management; and will play an integral role in the success of the overall sales team.

Must Haves:

  • Can close net new customers in six months.

  • Strong track record of over-achievement, always met quota year after year

  • Siege Mentality - 20% Rigor, 80% Self Motivation, Hunt and Execute.

  • Drive strong collaboration with Sales Engineering and Solutions Engineering

  • Demonstrate strong knowledge of the Sales “Technical Stack”, such as, SalesForce, LinkedIn Sales Navigator, ZoomInfo, Outreach.io, and Orum

  • Unfazed to rejection and rebound quickly

  • Prospect each day for 2 hours.

The Impact You Will Have

  • Assess your accounts and develop a strategy to identify and engage all buying centers

  • Use a solution approach to selling and creating value for customers

  • Identify the most viable use cases in each account to maximize TigerGraphs chances of winning

  • Orchestrate and work with teams to maximize the impact on your ecosystem

  • Build value with all engagements to promote successful negotiations to close point

  • Promote TigerGraph enterprise cloud data platform, creating incremental ARR

  • Be Customer Obsessed - deliver technical and business results using the TigerGraph Platform

  • Promote Teamwork...it makes the Dreamwork!

What We Look For

  • Must reside in Bay Area and come into HQ, Redwood City location three (3) times a week.

  • You have previously worked in an early-stage company and you know how to navigate and be successful in a fast growing organization.

  • Sales experience within big data, Cloud, or SaaS sales

  • Prior customer relationships with CIOs and important decision-makers

  • Simply articulate intricate cloud technologies and big data

  • Success closing new accounts while upselling existing accounts

  • 4+ years of sales experience in SaaS/PaaS companies

  • Bachelor's Degree

Responsibilities

  • Manage prospects from lead to close

  • Clearly articulate and demonstrate our value proposition, creating excitement and enthusiasm among prospects

  • Cultivate long-term relationships with customers

  • Maintain weekly sales forecast and achieve quota quarterly

  • Run and implement 7 to 10 day pilot program

  • Define and execute sales plans for the assigned territory and then meet and exceed quotas through prospecting, qualifying, managing and closing sales opportunities within assigned accounts

  • Develop and manage sales pipeline, prospect and assess sales and move a large number of transactions through the sales pipeline

  • Manage and track customer and transactional information in the TigerGraph CRM system

  • Provide activity forecasts and regular pipeline reporting through the CRM system

  • Execute product demonstrations to prospective clients

  • Develop accounts of various sizes and grow client relationships

  • Understand the competitive market, be familiar with competing companies and their product suite

Qualifications

  • Track record of closing complex sales to Fortune 500 companies

  • Domain Experience with Big Data, Application Development sales and tools, Database & Cloud based solutions

  • A Closer - consistent overachievement of sales goals in a large geographic territory

  • Drive to expand client base and close sales

  • Excellent communication skills verbal and written, team player

  • Entrepreneurial - willing to go the extra mile, strong work ethic, resourceful, "get it done” attitude

  • Must be willing to travel to clients to support sales relationships (Post COVID)

Requirements

  • Bachelor's Degree required. Equivalent years of experience may be substituted for the degree requirement

  • 7+ years of software sales experience

The anticipated salary range for candidates who will work in Redwood City, CA is $75,000 - $100,000, variable is the same range. The final salary offered to a successful candidate will be dependent on several factors that may include, but are not limited to, the type and length of experience within the job, type and length of experience within the industry, education, etc. TigerGraph is a multi-state employer and this salary range may not reflect positions that work in other states.