Senior Account Executive (US, West Coast)
Emnify•2h ago
United StatesRemote$100KFull-timeSenior Level5+ yrs exp
Top focus
Account Executive
- Senior Account Executive — West Coast (Remote, US)
- About emnify
- emnify is a leading cloud-native IoT connectivity provider helping businesses connect and manage devices globally through a single, modern platform. Our technology powers connected products across industries including mobility, logistics, energy, healthcare
- security — enabling enterprises to scale IoT faster, more securely
- with greater flexibility.
- Built for the cloud era, emnify combines global cellular connectivity, network intelligence, and seamless API integrations into one platform that simplifies how businesses deploy and manage connected devices worldwide.
- With strong international growth and increasing momentum in the U.S. market, emnify is helping redefine what modern IoT connectivity looks like.
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- Your Role
- This is a remote role covering the West Coast territory, sitting within a US sales team of around ten people and reporting directly to the VP of Sales, North America. You will own the full sales cycle — from prospecting and qualification through to close — for new enterprise accounts in your territory. You will work closely with Solutions Engineering, Product Management, Marketing
- Legal to bring the right resources to bear at the right moments in each deal.
- Why emnify
- IoT connectivity is moving from fragmented, carrier-dependent infrastructure toward cloud-native platforms — and emnify is at the front of that shift. The US market is a genuine growth priority, not an afterthought
- this territory represents real, buildable opportunity. You will be selling a product with strong technical differentiation into a buyer community that is actively looking for a better answer than what legacy telcos offer. The deals are complex and meaningful, the internal team is lean and collaborative
- the company has hit a series of significant milestones that signal strong commercial momentum. If you want a role where your territory performance is visible and your contribution matters, this is it.
- Your Impact
- Drive new enterprise revenue across the West Coast territory, owning every stage of the sales cycle from first contact to signed contract
- Build a disciplined, data-driven pipeline using a structured qualification framework and rigorous CRM hygiene, so your forecast is reliable and your activity is repeatable
- Own commercial negotiations — pricing, competitive positioning, business case development, and contracting — coordinating internal stakeholders to move deals forward
- Develop trusted relationships with decision-makers and influencers across Line of Business Management, Product, Operations, and Procurement within target accounts
- Establish a sustainable territory strategy: a clear account prioritisation plan, consistent prospecting motion, and a pipeline that covers future quota periods, not just the current quarter
- What We Expect
- A proven track record of closing complex B2B SaaS or technology deals at the enterprise level, with consistent quota attainment
- Experience managing and closing deals with ARR above $100k, including navigating multi-stakeholder buying processes and extended sales cycles
- Fluency in a structured sales methodology — MEDDIC, Challenger, SPIN, or similar — and the discipline to apply it consistently rather than selectively
- Comfort operating in a value-based selling motion: you build business cases, you quantify ROI, and you sell outcomes rather than features
- Proficiency with CRM and sales tools (Salesforce, LinkedIn Sales Navigator, or equivalents) and a genuine preference for a data-driven approach to managing your territory
- Clear, confident written and verbal communication — you can adapt your message for a technical buyer, a procurement lead, or a C-suite sponsor
- Coachability — we want someone who is excited to grow with us
- Your First 6 Months
- In your first few weeks , the priority is depth over activity. You will complete onboarding, work through product and technical training
- develop a solid grasp of emnify's ideal customer profile, buyer personas, pricing model
- competitive positioning.
- By month two or three , you will be prospecting independently — running outbound alongside inbound follow-up, conducting your own discovery calls
- qualifying opportunities against emnify's framework. You will start building pipeline and learning which messages and objections resonate with our buyers. Expect to be generating meetings and managing early-stage opportunities with increasing independence.
- By the halfway mark , you should own a live set of opportunities at multiple stages of the funnel. You will be running complete discovery and demo cycles, coordinating Solutions Engineering and other internal resources, producing a reliable forecast
- progressing late-stage deals toward close. Depending on sales-cycle length, this is when first wins typically become possible.
- The broader arc is becoming a repeatable, forecastable contributor — someone with a clear territory strategy, consistent prospecting habits, strong internal relationships
- a sharp understanding of why deals are won or lost.
- Why It Might Not Be a Match
- If you prefer a highly structured, process-heavy environment with clearly defined playbooks at every step, you may find emnify's pace and degree of self-direction uncomfortable — we are still building
- we expect this person to help shape how things are done, not just follow an established script
- If you are most comfortable managing a high volume of smaller, transactional deals, the complexity and longer timelines of enterprise IoT sales cycles may not suit your natural rhythm
- If you need a large, well-resourced support organisation around you before you feel confident going to market, this role will feel underpowered — the team is lean
- means high ownership and real impact, but also real ambiguity
Required skills
B2BSaaSCRMSalesforceSales Navigator