Account Executive

Account Executive

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Company Description

Strategy (Nasdaq: MSTR) is at the forefront of transforming organizations into intelligent enterprises through data-driven innovation. We don\’t just follow trends—we set them and drive change. As a market leader in enterprise analytics and mobility software, we have pioneered the BI and analytics space, empowering people to make better decisions and revolutionizing how businesses operate. We are also leading a groundbreaking shift in how companies approach their treasury reserve strategy, adopting Bitcoin as a key asset and reshaping the financial landscape.

Our people are the core of our success. At Strategy, you\’ll join a team of smart, creative minds working on dynamic projects with cutting-edge technologies. We thrive on curiosity, innovation, and a relentless pursuit of excellence. Our corporate values—bold, agile, engaged, impactful, and united—form the foundation of our culture.

Job Description

Strategy is seeking a Senior Account Executive to drive strategic sales into enterprise accounts within an assigned territory. The role focuses on new business development (approximately 70% new logo, 30% account development) with quota‑carrying responsibility.

Responsibilities

• Drive complex, enterprise‑wide sales cycles and effectively present Strategy’s value proposition to C‑level business and IT stakeholders through strategic value‑led engagements.
• Prospect, develop and close new business while creating satisfied and referenceable customers.
• Research the customer environment to create effective business impact models, account plans, and win plans; and create business cases, ROI and TCO models.
• Manage all aspects of the sales process including lead generation, qualification, evaluation, close and account care, collaborating cross‑functionally with Sales (Inside Sales, Sales Engineering), Marketing and Professional Services.
• Work strategically with Inside Sales to develop a territory and target account plan to create a healthy pipeline that will yield over‑achievement in booking targets.
• Manage an individual sales pipeline to ensure an appropriate mix of prospects, new business opportunities and firm proposals.
• Balance long‑term objectives with short‑term results to maximise overall revenue generation.
• Meet and exceed direct sales goals within the assigned territory.
• Acquire and maintain a thorough working knowledge of Strategy’s Business Intelligence software products and services and a deep understanding of their applications.
• Position Strategy’s solutions through strategic value‑based selling, business case definition, ROI analysis, customer references and analyst data.
• Coordinate and manage industry events and user groups to generate market interest.
• Ensure that all stages of the sales cycle are undertaken effectively to achieve the required results whilst adhering to Strategy’s chosen sales methodology – MEDDPICC.
• Identify and manage risk in the business activities and report risks in a timely, open, and appropriate manner.
• Prepare accurate sales forecasts and cycle reporting using Strategy’s CRM tool.
• Leverage and enhance partner relationships to drive additional value and revenue.

Qualifications

• 5+ years of quota‑carrying sales experience of software products and services into large enterprises.
• Demonstrable track record of consistent over‑quota sales performance.
• Hunter mentality with a strong pipeline generation approach.
• Experience with MEDDIC (or MEDDPICC) and a command of the message.
• Proven senior‑level stakeholder engagement on complex IT and business‑led opportunities with referenceable client wins.
• Extensive experience prospecting, driving, and closing complex enterprise sales cycles.
• Experience in areas such as Business Intelligence, Artificial Intelligence, Data Analytics, CRM, ERP, Cloud enterprise software sales.
• Strong knowledge of ROI and TCO principles.
• Creative self‑starter who works effectively within a supportive team culture while managing one’s own business.
• English language proficiency.
• Degree or equivalent academic/work experience.

Desirable Experience

• Working knowledge of Business Intelligence competitor products, data preparation, ETL, databases, analytics, and enterprise data warehouses. Understanding of Big Data is preferred.

Equal Opportunity Statement

Strategy is an Equal Employment and affirmative action employer (F/M/Disability/Vet/Sexual Orientation/Gender Identity). All qualified applicants receive consideration for employment without regard to race, creed, color, religion, national origin, sexual orientation, gender identity, disability, veteran status, sex, age, genetic information, or any other legally protected basis.