Black Kite is seeking a West Coast based, highly motivated and experienced Senior Account Executive (Sr. AE) to drive new business and revenue growth within named and target enterprise accounts. This role is responsible for the full sales lifecycle, from prospecting and pipeline management to closing deals, while ensuring a seamless sales experience for clients. The ideal candidate will excel at building relationships with key decision-makers, understanding enterprise client requirements, and partnering with cross-functional teams to exceed sales quotas.

Key Responsibilities

• New Business Sales Generation: Drive new business sales revenue by managing a portfolio of named and target enterprise customer accounts.
• Sales Process Management: Handle the complete sales lifecycle, including defining and executing sales plans, prospecting, qualifying opportunities, leading demonstrations, and closing deals.
• Collaboration with Teams: Partner with sales engineering, channel, and customer success teams to ensure a seamless onboarding experience for new customers.
• Pipeline Development: Develop and manage a robust sales pipeline to move strategic transactions through the sales process and convert qualified leads to sales opportunities.
• Customer Engagement: Maintain strong relationships with key decision-makers and influencers in enterprise accounts to generate continued revenue.
• Channel Partner Engagement: Work closely with channel partners to successfully sell Black Kite solutions and drive mutual success.
• Reporting and Forecasting: Prepare activity and forecast reports, participate in quarterly business reviews, and maintain detailed opportunity documentation in Salesforce (SFDC).
• Market and Field Collaboration: Share field insights with Marketing to support client content development and identify growth opportunities for future partnerships.
• Cross-functional Partnership: Collaborate with senior leadership and internal teams across sales, marketing, and product to drive new business in current and emerging markets.

Qualifications

• Strong track record of consistent overachievement of quota attainment in a cyber, risk, or IT enterprise territory
• Demonstrated success in an enterprise sales role with experience in proposing solutions at all customer organization levels.
• Excellent understanding of the sales process and ability to effectively partner across internal teams.
• Strong customer-facing and presentation skills; ability to establish credibility with executive-level stakeholders.
• Proven track record of building and nurturing multi-level client relationships.
• Skilled in delivering both technical and business presentations to varied audience sizes.
• Consultative selling approach: able to identify customer pain points and align with Black Kite’s value proposition.
• Strong network with enterprise clients and channel partners within the assigned region.
• Excellent organizational skills and technical acumen.
• Consistent track record of achieving or exceeding monthly, quarterly, and annual sales quotas.
• Proven ability to generate and maintain a healthy pipeline and contribute to long-term company goals.
• Experience in driving collaboration across internal teams for a seamless customer experience.