Senior Enterprise Account Executive

Описание вакансии

Paradigm offers an AI-native workplace culture platform that helps organizations build high-performance cultures where everyone can do their best work and thrive. Our platform combines analytics, AI-powered insights, and expert guidance to help companies measure, understand, and improve the systems that shape culture—such as leadership behaviors, team dynamics, and talent practices. Since our founding in 2014, we’ve partnered with thousands of organizations—from fast-growing startups to Fortune 100 companies—to turn culture into a measurable driver of performance.

Details, culture, compensation, and benefits: Paradigm is a fully remote company committed to building a culture where people can do their best work while maintaining balance and well-being across their lives. We believe diverse perspectives strengthen teams and improve outcomes, and we’re committed to creating an environment where people from all backgrounds feel supported and able to thrive. Learn more about some of the perks of working @ Paradigm as well as our employee benefits.

The compensation range for this Senior Enterprise AE role is: $260,000 - $300,000 OTE (base + variable; depends on experience). Compensation includes uncapped earning potential plus equity options.

WHO WE’RE HIRING

We’re looking for a Senior Enterprise Account Executive to drive new logo acquisition and build pipeline with mid-market and enterprise customers. This role owns new business revenue by identifying, developing, and closing opportunities while helping prospective customers understand the value Paradigm's platform and services can deliver.

WHAT YOU’LL DO

What you can expect in a Senior Enterprise Account Executive role at Paradigm:

• Own the full-cycle, outbound-led sales process for Paradigm’s products and services. Target Fortune 1000 and Enterprise customers by identifying, prospecting, and qualifying opportunities through outbounding, leading sales calls, facilitating product demonstrations, crafting custom proposals, negotiating contract terms, and closing deals.
• Drive outbound pipeline generation. Build and execute a repeatable outbound methodology to consistently fill and advance your pipeline. Identify, contact, and engage with prospective new customers through cold calling, strategic email outreach, social selling, and networking. Set weekly and monthly activity targets and hold yourself accountable to pipeline coverage ratios.
• Territory Management. Own all aspects of territory management including account segmentation, account planning, and prospecting strategy development. Build and maintain account maps for your territory that include both target prospects and aspirational contacts to grow net-new customer relationships.
• Collaborate on new business expansion opportunities. Partner with the broader sales team and Subject Matter Experts on expansion & supporting broader account strategy.
• Develop a deep understanding of our products and services to deliver a compelling value proposition for prospective and existing clients.
• Use tools such as Salesforce, Box, and Chili Piper to maintain client data and relationships, ensuring an integrated sales approach.

ABOUT YOU

• Commitment to inclusive organizations. You’re passionate about applying your skills to build healthier and more inclusive organizations. You’re interested in engaging with customers and prospects in discussions about organizational culture, engagement, and inclusion, and ideally have relevant personal or professional experience with inclusion-related initiatives (e.g., selling into relevant functions, participating in an ERG, volunteer work in underserved communities, etc).
• Work Experience. You have at least 6 years of full-cycle, outbound-led SaaS sales experience with a strong track record of new logo acquisition.

• This includes identifying, prospecting, and qualifying new large enterprise-level business and closing sales deals.
• You also have experience selling HR, Talent, People, Learning & Development, and/or similar products.

• Role Scope. As a Senior AE, ​​you bring a track record of leading complex, high-value sales cycles, navigating multiple stakeholders, and aligning solutions to strategic business priorities. You operate with a high degree of autonomy and can mentor junior team members.
• Sales Quotas. You consistently meet revenue targets & have experience selling complex deals.
• Outbounding Skills: You proactively identify and pursue new opportunities, leveraging skilled outreach and targeted outbound strategies to drive new business.
• Technology and CRM. You have extensive experience with Salesforce CRM and PowerPoint, and you’re familiar with (or open to learning) Box, Google Suite, and Chili Piper.
• Communication and Collaboration. You’re a clear communicator who can put together thoughtful written proposals that bring the value of a product to life. You can build processes and playbooks from scratch.You’re also an eager collaborator and partner effectively with internal and external stakeholders, proactively working toward opportunities for mutual benefit.
• Growth Mindset. You thrive in fast-moving, ambiguous environments and can quickly diagnose challenges, develop practical solutions, and turn uncertainty into opportunity. You demonstrate resourcefulness when faced with challenges that defy easy solutions, and you continually seek out opportunities to expand your impact.

Sound like you?

We’d love to meet you.

If you need an accommodation to participate in our interview process, please let us know.