Enterprise Account Executive

The Role

Pantheon is seeking a driven, results-oriented Enterprise (CORE) Account Executive to focus on acquiring new business and driving revenue growth. This is a hunter role with a focus on net-new business, targeting mid-market accounts. As a critical member of our sales team, you'll develop and execute a strategic sales plan to close deals, build strong client relationships, and contribute to Pantheon's success.

Our ideal candidate has a proven track record of success in SaaS or PaaS sales, thrives in a fast-paced environment, and brings a scrappy, resourceful approach to building and managing a robust pipeline. You'll need to be comfortable with outbound efforts, technical conversations, and selling Pantheon's value proposition to technical personas and C-suite executives alike.

What you Need to Succeed

• Drive net new business by generating a pipeline through outbound prospecting, partner collaboration, and strategic territory management.
• Lead discovery calls and navigate technical sales conversations with CTOs, CIOs, CMOs, Directors, VPs, and other executive-level stakeholders, including technical and marketing buyers.
• Deliver compelling value propositions, leveraging a methodology like Force Management's Command of Message.
• Effectively qualify opportunities using frameworks like MEDDIC.
• Own and exceed your annual quota by closing deals while identifying new opportunities.
• Manage the entire sales process from lead generation to close, maintaining a focus on speed-to-value and customer success.
• Maintain a disciplined approach to pipeline management and forecasting to ensure consistent revenue achievement.
• Collaborate cross-functionally with Sales Development, Sales Engineering, Professional Services, and Customer Success to ensure a seamless and effective buyer's journey

What you Bring to the Table

• 7-10 years of experience in technical or MarTech SaaS sales, with a strong focus on outbound efforts and net new business acquisition.
• Comfortable selling to a developer persona
• Experience with established sales methodologies like Force Management's Command of the Message or Winning by Design's SPICED.
• Familiarity with qualification frameworks like MEDDIC or SPICED
• Proven ability to generate your pipeline through outbound calling, prospecting, and identifying top targets.
• Demonstrated success in closing deals consistently and achieving or exceeding quota.
• A resourceful, scrappy mindset, able to build pipeline and opportunities without heavy lead support or brand recognition.
• Strong ability to ramp quickly and adapt to a technical sale, often starting with technical stakeholders.
• Exceptional communication, negotiation, and relationship-building skills.
• Polished, professional demeanor with the ability to engage effectively at all organizational levels.
• Familiarity with open-source technology is a significant advantage
• Willingness to travel approximately 20-30% of the time

What We Offer

We have all the usual perks and benefits but what we can really offer you is a fantastic work environment powered by an amazing team.

• Industry competitive compensation and equity plan
• Flexible time off, sick days, and 13 paid holidays
• Comprehensive medical insurance including Health, Dental and Vision
• Paid parental leave (plus fertility, adoption and other family planning benefits)
• In-office workspace (San Francisco & Chicago)
• Monthly allowance for wellness, reading and access to LinkedIn Learning for continued development
• Events and activities both team-based and company wide that inspire, educate and cultivate

The on-target earnings (OTE) for this position are

• US: $246,200-$300,000 OTE, with a 50/50 base-to-variable compensation split
• Final compensation will be determined based on factors including role scope, relevant experience, and geographic location.

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