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Enterprise Account Executive



Sales & Business Development
New York, NY, USA
Posted on Thursday, June 27, 2024
The Role
As an early Enterprise Account Executive at Valence, you’ll drive the adoption of first-to-market AI leadership coach and team tools platform with Fortune 500 enterprise clients like Coca Cola, Nestle, AstraZeneca, General Mills and more. You’ll leverage your consultative sales expertise to propel revenue growth at multi-national organizations. In collaboration with GTM and product teams, you’ll continuously refine our value proposition, sales methodology, and market positioning to ensure differentiated value across the landscape.
The ideal candidate will have compelling communications skills to build high-yield relationships with buyers, working complex opportunities, and executing strategies to capture revenue potential with speed. We are looking for a natural company builder - high owner, structured executer and entrepreneurial mindset because the opportunity for impact here is astronomical. By driving deployment of Valence's generative AI product, you will help enterprises transform their approach to leadership and development while also advancing the cutting edge deployment of AI.
We'd love for candidates to be working on-site in New York, but we encourage individuals who will be remote to also apply.
Why Valence
Valence is a Series A B2B SaaS company backed by Insight Partners, pioneering the first generative AI leadership coach for large enterprises. Our mission is to transform learning and development at the world’s biggest companies, helping them work better together. Featured in Harvard Business Review, our clients include Coca-Cola, Nestlé, General Mills, ServiceNow, AstraZeneca, Experian, and Bristol Myers Squibb.

What You'll Do

  • Win new business and drive revenue for Valence. Find your way to the right people at prospective customers, educate them, and help them succeed with Valence.
  • Lead complex sales cycles, managing pilots, negotiations, procurement/infosec and deal closures.
  • Experiment with sales strategies to meet and exceed revenue quotas.
  • Command, report and forecast sales activity - from prospecting target accounts and contacts to closing deals
  • Provide market feedback to the Product and Engineering teams, guiding the evolution of offerings.
  • Actively source and provide valuable market research, including industry-specific information and trends for prospects.
  • Contribute to refinements of the sales function as a whole at Valence, including the collaboration with other AEs.

What We're Looking For

  • At least 7 years of experience in a high-impact sales role within a SaaS organization, with a proven track record in enterprise deals.
  • Demonstrated ability in handling complex, enterprise (250k+) deals, showing proficiency in navigating complex sales processes and contractual negotiations.
  • Outstanding communication and presentation skills, capable of engaging effectively with C-level executives and technical leaders.
  • Outstanding organization and project management skills, able to manage many moving parts with limited support.
  • Resilient and adaptable in fast-paced, evolving startup environments.
  • Previous experience or passion in coaching, leadership and development is highly advantageous.
  • Strong analytical skills, with the ability to translate customer needs into actionable product feedback.
  • Think you have what it takes, but not sure you check every box? Apply to the role anyway!

Why Valence

  • Strong ties to the executive team, a culture of transparency and engagement with strategic decisions.
  • Options from day one, which means you will be on the ownership track right away.
  • Competitive salary and equity packages.
  • Comprehensive health coverage (medical, dental, and vision) from day 1.
  • Virtual doctor and mental health services from day 1.
  • Provision of anything you need to be successful - learning tools, hardware, office equipment, software.
  • Generous PTO, company-wide R&R shutdowns.
  • Phone and home office stipend, and access to an office in NYC
Location and Work Environment
We have the option to work in person in NYC in a small hub, but otherwise this is a remote-friendly role with some quarterly travel to client or for team meetings. Candidates must be comfortable to travel and have the necessarily passport/authorization to travel internationally.
Diversity Equity and Inclusion
We are committed to fostering a diverse and inclusive environment where our team members, vendors, contractors and beyond feel valued and supported. We know that our commitment to inclusion and belonging enables us to do our best work overall. We strongly encourage applications from candidates of all backgrounds regardless of race, gender, sexual orientation, marital status, age, citizenship, disability, and national origin. Accommodations are available upon request for candidates taking part in all aspects of the hiring and selection process. We know applying for a job can be intimidating, please don’t hesitate to reach out - Allison Langille, Head of People