Enterprise Account Executive, Expansion

🌎 Location: Remote within the US

⬆ Reporting Into: Account Director, Enterprise 

💰Compensation: $80,000-$115,000 base salary with total expected compensation of $155,000-$190,000, uncapped, based on qualifications and experience. 

About Ceros

At Ceros, we believe that creating powerful digital experiences is essential for helping organizations tell their stories and differentiate their brands.  In a world where buyers are inundated with endless digital noise, it’s critical for brands to deliver experiences that inspire, educate, and make a lasting impact on the audiences that matter most.

Our no-code content creation platform empowers businesses to transform the buying journey with rich, interactive experiences that capture the attention of buyers and drive enduring business outcomes. The platform makes it faster, easier, and more cost-effective to create premium digital experiences, allowing businesses to scale it across their go-to-market programs.

Today, Ceros powers some of the most engaging experiences on the web. In 2023 alone, interactive content created with Ceros — from websites to landing pages and pitch decks to case studies— was viewed more than half a billion times, with over 3 million comments added using MarkUp, our visual collaboration tool.

Working at Ceros means making an impact at scale. Our products and services are beloved by over 500,000 users and leveraged by leading brands including Workday, Colliers, Getty, McKesson, and McKinsey. Ceros is backed by top-tier investors, including Sumeru Equity Partners, Grotech Ventures, Greycroft, and Starvest Partners.

 

The Role

We’re seeking an Enterprise Account Executive to identify opportunities for upsell and cross-sell within our client base and close deals in new divisions and groups. We’ve signed some of the top brands in the world and want to extend the value they’re seeing from Ceros throughout the organization. Primarily, you will focus on identifying new groups who can benefit from Ceros, and sell into them. Additionally, you will assist with strategic renewals, ensuring that expansion efforts are aligned with the renewal strategies.

Key Responsibilities

• Proactive Prospecting:
• Take initiative in identifying and reaching out to potential opportunities within existing client accounts through a variety of channels - high emphasis on phone as well as email, LinkedIn, events, networking, carrier pigeon, etc. Creativity matters!
• Utilize a variety of techniques and tools to gather information on potential leads within current client organizations. 
• Strategic Relationship Building:
• Engage in numerous conversations with various stakeholders to understand their needs and challenges, and position Ceros as a solution.
• Independently and confidently runs effective meetings with C-suite 
• Develop and nurture strategic relationships within client organizations to facilitate expansion opportunities.
• Conducting Proof of Concepts (POCs):
• In partnership with Growth Account Managers, work closely with potential teams to run POCs, identifying success criteria, driving a sense of urgency and ensuring the prospects understand the value and capabilities of Ceros.
• Gather feedback from POCs to refine offerings and ensure alignment with client needs.
• Organization Mapping & Account Planning:
• Develop comprehensive organizational maps that identify key stakeholders, decision-makers, and potential influencers within client organizations.
• Use organizational mapping as a foundational tool to build actionable and strategic account plans that span from 3 to 12 months, and can do so autonomously.
• Expert Product Insights:
• Have a complete command of the Ceros Suite and be prepared to offer expert insights on how it can benefit different personas, teams and divisions within the client's organization.
• Deal Strategy & Pipeline Management:
• Manage full lifecycle of upsell and cross-sell deals, from prospecting to POCs through deal execution (security, finance, procurement, legal, etc)
• In conjunction with the Customer Success team, support strategic renewals that have upsell opportunities identified.
• Manage a rolling pipeline on a quarterly basis, ensuring all potential opportunities are tracked and progressed.
• Feedback Loop
• Act as a liaison for customer and prospect feedback, relaying critical information to the business and product owners to ensure continuous improvement.

Practical stuff we anticipate you having

• Minimum 3 plus years’ closing sales of >$50K ARR.