Strategic Enterprise Account Executive Majors-Media Telco & Entertainment

Matillion is a data integration platform focused on transforming how organizations work with data through innovative products like the Data Productivity Cloud and Maia, an AI-powered virtual data engineer.

Location: Remote (US)

Salary: $125,000–$160,000/yr + variable commissions ($250,000–$320,000 total on-target earnings)

Responsibilities

• Manage and Grow Strategic Customers – Develop and execute strategic account plans for high-value accounts, addressing growth objectives and customer needs.
• Build Deep Customer Relationships – Engage with key stakeholders, including architecture teams, buying committees, and procurement, to expand Matillion’s presence.
• Drive New Business – Identify, research, and secure new strategic customers through targeted prospecting and engagement strategies.
• Lead the Full Sales Cycle – Manage deals from discovery to onboarding, collaborating with Solutions Engineers and Customer Success teams for seamless execution.
• Develop Partner Relationships – Work closely with technology and consulting partners, fostering strong seller-to-seller connections to drive joint opportunities.
• Ensure Operational Excellence – Apply MEDDPICC principles for opportunity management, maintain accurate forecasting, and continuously refine sales techniques.

Requirements

• Extensive Sales Experience – full-cycle strategic sales experience, ideally in Data & Analytics, SaaS, or enterprise software.
• Proven Success in High-Value Deals – Track record of exceeding $1M+ ARR quotas, closing six-figure deals, and managing seven-figure customer accounts.
• Strategic Account Growth – Ability to navigate complex accounts, identify new use cases, and expand customer value through a consultative sales approach.
• Sales Methodology & Negotiation – Expertise in sales frameworks like MEDDPICC, Force Management, or Value Selling, with strong negotiation and closing skills.
• Pipeline Generation & Customer Engagement – Independently source, develop, and onboard new customers while maintaining a high level of client engagement (5+ meetings per week).
• Entrepreneurial & Collaborative Mindset – Experience in both startup and enterprise environments, leveraging internal resources to drive success in a fast-paced setting.

Benefits

• Company Equity
• 25 days PTO
• 5 days paid volunteering leave
• Health insurance
• Life insurance
• Access to mental health support
• 401K

Additional Information

• The role is based in the US and involves working with a global team.
• The company emphasizes a culture of collaboration, innovation, and integrity.
• Matillion is committed to diversity and inclusion, providing equal opportunity employment.