Named Account Executive

Reports to: Enterprise Sales Director (Global)

Hours: 40 Hours a Week (Mon-Fri 1pm-9pm GMT) Hybrid/Remote (London)

About us

3T Software Labs has one mission: to build the finest NoSQL tools available. Over the last six years we have firmly established ourselves at the forefront of NoSQL innovation and the NoSQL tooling market with over 400,000 active users of our industry leading IDE, Studio 3T. We have teammates from over 30 nationalities working both from our offices and remotely in Berlin and Cambridge, UK.

Purpose of job:

Our Named AE’s (NAE’s) are responsible for hunting, developing, and closing business from some of our largest Enterprise Accounts and opportunities. A Named Account Exec will own, develop, and communicate account plans internally, and lead the execution on a complex set of sales strategies to senior stakeholders for an assigned territory of $5bn+ Mkt Cap ICP companies in the Finance, Tech, Healthcare for our rapidly growing business.

In addition to targeted outbound to the top accounts in their territory our NAE‘s will also take the lead on various Enterprise deals that enter the funnel elsewhere in region through inbound – Studio 3T is the most downloaded tool in the world for MongoDB with over fifteen thousand downloads every week and we are growing fast with fortune 500 companies, Mid Market and some of the most well known Enterprise logos taking on enterprise licenses.

Our Named AE’s must have prior hunting and closing experience with strong professional presence and an advanced set of sales skills they will harness to maximise every commercial opportunity. NAE’s must also be great communicators capable of working cross functionally to support Enterprise Accounts with the right level of resources and to influence the future of our solutions in line with Enterprise customer needs.

Person specification:

We are looking for highly intelligent, driven, and dynamic AE’s with experience selling regular six figure (TCV) deals into enterprise accounts or high value Mid Market. Our EAE’s must posses a strong professional presence, a high business acumen, and a value based approach to proposals and negotiation. It’s preferable though not necessary that applicants for the NAE level have experience negotiating multiyear deals, true up models and or Term Licensing through bespoke enterprise agreements.

Our NAE’s must have excellent discovery, account planning, and business development skills ideally trained in MEDDPICC/MEDDIC and some form of account planning methodology (although we do also provide this training and regular coaching).

Whilst Studio 3T offers highly technical solutions for Mongo DB Database Development no former ‘technical tech’ experience is necessary as long as the candidate is capable of learning a few key technical concepts initially, and is committed to becoming a domain expert over time. (we provide lots of technical training and support)

A Named AE will be a natural leader capable of using, influencing, and organising key internal resources in support of strategic account plans, and they will be an internal champion for our biggest customers.

Professional Experience

• 2+ years of quota carrying sales experience, with a strong track record of consistently achieving and exceeding sales and pipeline development targets
• Ideal candidates will have at least 1 year of BDR/SDR experience prior to becoming an AE elsewhere
• Experience selling tech into Enterprise or Mid-Market accounts in the tech, finance, and/or healthcare verticals is a plus
• Experience negotiating and closing $100K+ deals is a plus
• Familiar with MEDDPICC/MEDDIC or similar sales methodologies is a plus (we train and use MEDDPICC across 3T)
• Command of the message and account planning methodology is a plus
• Strong professional presence – calm and in control of complex situations with high EQ
• Advanced negotiation and financial selling skills are a plus
• Experience structuring complex multiyear term licenses are a major plus
• Excellent communication skills, with the ability to clearly and effectively convey information to senior stakeholders internally and externally
• Self-motivated, enthusiastic and passionate about staying current with industry trends, customer and competitor news.

Responsibilities (Not in order of importance):

• Develop and maintain strong relationships with key accounts and enterprise customers to drive growth and exceed annual sales targets
• Identify new business opportunities and generate a robust pipeline to surpass annual quotas (MEDDPICC)
• Develop and maintain a set of clear account plans, objectives and team tasks for key accounts to deliver further growth over a 12-24 month horizon
• Develop and execute complex sales strategies and lead negotiations for enterprise contracts
• Deliver compelling sales presentations and proposals in collaboration with Customer Success, and executive sponsors
• Attend relevant industry events and networking opportunities to stay current on industry trends and competitor activity
• Coordinate and lead onsite visits at key accounts in AMER and EMEA
• Participate in team building and company-growth activities including two-way feedback sessions and strategy workshops with Marketing and Product Management
• Act in the best interest of the company at all times and perform other tasks as required by the CRO and Regional Sales Director