This existing vacancy is open to candidates that reside anywhere in the U.S. or Canada, with preference for those near Chicago, IL or Toronto, ON for periodic in-person collaboration.
As a Senior Global Enterprise Account Executive at VelocityEHS, you will be responsible for acquiring new enterprise-level customers by leveraging a consultative, strategic approach to sales. You'll act as the main point of contact for prospective enterprise clients, guiding them through their EHS, ESG, and operational risk management goals with our software platform. This role interacts regularly with C-level executives and stakeholders in Safety, Environmental, IT, Finance, and Operations.
THE OPPORTUNITY:
- New Logo Acquisition: Drive new business bookings by targeting global enterprise prospects. Own a defined quota and consistently exceed quarterly and annual sales goals.
- Full-Cycle Sales: Run end-to-end sales cycles — from discovery and demo to proposal, legal, and close — using a consultative, value-based approach rooted in MEDDPICC.
- Strategic Prospecting: Self-source pipeline through outbound activity, partner collaboration, and intent data. Use a multi-touch strategy to reach executives across Safety, Operations, Risk and IT.
- Stakeholder Engagement: Navigate complex buying groups. Build multi-threaded relationships across the C-suite, legal, procurement, and technical functions. Serve as a trusted advisor throughout the process.
- Orchestration & Team Selling: Act as quarterback for the internal VelocityEHS team. Bring in Solutions Consultants, Product SMEs, Legal, and Executive Sponsors to shape and support enterprise sales motions.
- Forecasting & Pipeline Management: Maintain accurate forecasts and a robust 3x pipeline. Proactively report progress, risks, and upside to sales leadership. Keep opportunity notes, forecast stages, and MEDDPICC fields up to date.
- Account Ownership: Develop and execute account plans aligned to company goals and sales targets. Build deep understanding of their priorities, org structure, and strategic initiatives.
- Industry Presence: Represent VelocityEHS at key conferences, trade shows, and customer events. Leverage in-person engagement to advance strategic deals (expected travel: 10–20%).
Minimum Skills & Qualifications:
- Sales Experience: 10+ years of full-cycle, quota-carrying B2B SaaS sales experience, ideally focused on net-new business.
- Global Enterprise Account Expertise: Experience expanding business within large, complex customer accounts (10K+ employees)
- Complex Sales Cycles: Experience with longer or more complex sales cycles involving multiple stakeholders, procurement, and legal review
- RFP Management: Experience managing RFPs, procurement, and legal/security reviews
- Top Performer Track Record: Proven ability to exceed sales targets, consistently outperform peers, and close deals in a competitive sales environment
- Prospecting Mastery: Skilled at self-sourcing leads, working cold outbound, leveraging intent data, establishing and working referrals, using tools like ZoomInfo, 6sense, and LinkedIn Sales Navigator.
- Methodical Approach: Experience with structured sales methodologies like MEDDPICC, Richardson, Challenger, and/or SPIN. Disciplined with qualification, follow-up, and pipeline hygiene.
- Tech-Savvy: Proficient in sales tools like: Salesforce, Outreach, Gong, G2. Able to leverage data and insights to prioritize activity, market trends and improve outcomes.
- Communication & Negotiation: Exceptional verbal and written communication skills with the executive presence to sell and negotiate with VP and C-level stakeholders.
- Resilient & Competitive: Adaptable, tenacious, self-motivated, and goal oriented with a love of challenges, strong work ethic, and a drive to win in a fast-paced environment.
- Bachelor’s Degree or Equivalent Experience: Degree in Business, Communications, or related field preferred
Preferred Skills and Qualifications:
- Formal Sales Training: Completion of formal training in a recognized methodology (e.g. MEDDPICC certification)
- Vertical Experience: Domain knowledge in relevant industries such as Manufacturing, Chemical, Pharmaceutical, Food & Beverage, Oil & Gas, and Mining is a plus.
- Related Experience: EHS/ESG, industrial software, or regulated industries
- Data-Driven Decision Making: Ability to interpret performance data and apply insights to optimize personal sales strategies.
VelocityEHS is committed to competitive, fair, and equitable compensation practices by offering market-based salary ranges. The expected On-Target Earnings (OTE = base salary + variable) range for this position is between $268,075 and $307,375 USD (United States) or, $330,000 and $385,000 CAD (Canada), with variable earning opportunities uncapped. We aim to hire between the minimum and midpoint of the salary range and offers at the maximum of the range are uncommon. The final offered salary will be based on candidate’s proficiency in skill set, prior relevant experience, internal equity, market considerations, and other factors. This role is eligible for a Variable Pay Program. This role is also eligible for our comprehensive benefits package.
If you’re a proven hunter who loves building pipeline, closing deals, and making an impact, VelocityEHS is the place for you. Join us and help companies protect their people while growing your own career!
We welcome and encourage diversity in the workplace. VelocityEHS is an Equal Opportunity and Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to age, race, color, national or ethnic origin, religion, sex, sexual orientation, gender identity or expression, marital status, family status, veteran status, Indigenous/Native American status, or disability. Applicants with disabilities can request accessible formats, communication supports, or other accessibility assistance by contacting [email protected].
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