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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates extensive enterprise sales experience with a focus on SaaS and complex solution selling, emphasizing strong negotiation, communication, and relationship-building skills with executive stakeholders. Proven ability to develop strategic account plans and execute effective territory management to achieve sales targets.
Highest-signal resume keywords
Enterprise Sales ExperienceMEDDPICC MethodologyStrategic Account PlanningNegotiation SkillsSaaS Sales Expertise
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Full-Cycle Sales ManagementValue-Selling CapabilitiesPipeline DevelopmentOpportunity ExecutionForecasting
Soft Skills
Strong Communication SkillsCollaborative ApproachOrganizational SkillsAccountabilityDrive to Learn and Grow
Tools & Technologies
SalesforceClariOutreachChatGPTDigital Sales Tools
Industry Keywords
Supply Chain SoftwareRisk ManagementProcurementComplianceEnterprise Technology
About the role
Key responsibilities & impact- Drive continued growth across the Western United States
- Build and own a comprehensive territory and attainment plan
- Develop strategic account plans for priority prospects
- Prospect and acquire new customers through complex enterprise sales cycles
- Conduct discovery, develop business cases, deliver value- and ROI-driven presentations, and negotiate strategic agreements
- Execute outbound strategies with BDRs and cross-functional colleagues to generate qualified pipeline
- Use outreach, digital tools, industry events, partner relationships, and referrals to establish new connections
- Understand customers’ businesses, operating environments, and risk-management priorities
- Translate Exiger’s capabilities into business outcomes related to supply chain and third-party risk
- Use ChatGPT, Salesforce, Clari, Outreach, and other sales tools to research prospects, manage opportunities, and capture insights
- Collaborate with Legal, Product, Sales Engineering, Customer Success, and Marketing
- Maintain accurate opportunity data and forecast consistently in Clari
- Build executive relationships and participate in Executive Value Reviews and strategic roadmap discussions
- Participate in forecast calls, sales training, account reviews, and team huddles
- Meet or exceed quarterly and annual ACV targets and maintain approximately three to five times pipeline coverage
Requirements
What you’ll need- At least 5–10 years of enterprise sales experience, ideally within SaaS, enterprise technology, or another complex solution-selling environment
- Demonstrated success managing full-cycle sales opportunities with large or complex organizations
- Experience developing new enterprise accounts and expanding relationships within existing customers
- Strong discovery, communication, presentation, negotiation, and value-selling capabilities
- Experience building relationships with executive stakeholders and economic buyers
- Working knowledge of structured enterprise sales methodologies; MEDDPICC expertise is strongly preferred
- Experience selling supply chain, procurement, compliance, risk-management, or related software is a plus
- Strong organizational skills and discipline to manage territory planning, pipeline development, opportunity execution, and forecasting
- Collaborative, accountable approach and strong drive to learn, grow, and win
- Experience selling into enterprise accounts across the Western United States is strongly preferred
- Willingness to travel throughout the assigned territory and to key customer locations as needed
- Must be based within the assigned Western U.S. territory
- Position is not open to applicants based in WA, CA, or CO
Benefits
Comp & perks- Competitive base salary
- Uncapped commission opportunity
- Additional performance incentives, including SPIFFs and recognition awards
- Comprehensive medical, dental, and vision benefits
- Sixteen weeks of paid parental leave
- Purposeful career-development programs
- Reimbursement for eligible educational certifications
- Discretionary Time Off for eligible employees, with no established maximum