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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in managing complex B2B software sales cycles, utilizing MEDDPICC methodology, and leveraging AI tools for account planning and forecasting. Proven ability to mentor colleagues and drive expansion strategies within high-complexity accounts.
Highest-signal resume keywords
B2B Software Sales ExperienceMEDDPICC MethodologySalesforce ProficiencyGenerative AI Tools UsageAccount Management
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Quota AttainmentComplex Deal ManagementValue MappingNegotiationContractingPipeline DevelopmentForecasting AccuracyCompetitive PositioningBase ManagementData Governance Solutions
Soft Skills
MentoringCollaborationCritical EvaluationCommunicationLeadership
Tools & Technologies
SalesforceClariClaudeMicrosoft CopilotAI Tools
Certifications & Qualifications
Command of the Message Certification
Industry Keywords
Enterprise SalesStrategic AccountsSaaS EnvironmentData QualityData Integrity
About the role
Key responsibilities & impact- Own the largest and highest-complexity accounts and territory within the Commercial segment
- Manage renewals, expansions, and net-new higher-ACV opportunities
- Lead complex, multi-stakeholder sales cycles including value mapping, proof of concept, competitive positioning, negotiation, and contracting
- Partner with Sales Engineering, Marketing, and channel/Value Added Distributor partners on account and territory strategies
- Build and defend a sustainable pipeline of expansion and net-new opportunities
- Mentor Commercial AE I/II colleagues and model MEDDPICC discipline and deal-execution rigor
- Partner with Commercial Accounts leadership on progression into Strategic Accounts/Growth Accounts or sales leadership
- Represent territory forecast, pipeline coverage, and expansion strategy in leadership business reviews
- Use AI tools for account planning, forecasting accuracy, competitive research, and proposal development
- Critically evaluate AI-generated analysis, proposals, and account plans
- Mentor other AEs on responsible and effective use of AI tools across the sales cycle
Requirements
What you’ll need- 5–8+ years of B2B software sales experience with a consistent record of quota attainment on complex, multi-stakeholder deals
- Demonstrated success managing a renewal, base-management, or high-volume transactional book and scaling into larger or more strategic accounts
- Strong command of MEDDPICC or a comparable enterprise sales methodology
- Experience partnering with Sales Engineering and channel/distribution partners on complex deals
- Proficiency with CRM and forecasting tools such as Salesforce, Clari, or similar
- Ability to travel as required, approximately 25–50%
- Comfortable using generative AI tools such as Claude or Microsoft Copilot, critically evaluating AI-generated outputs, and adopting new AI capabilities
- Bachelor's degree in business or a related field is preferred; equivalent experience accepted
- Preferred: prior enterprise, strategic, or field sales experience or demonstrated readiness to move into one
- Preferred: experience selling data integrity, data quality, data governance, or master data management solutions
- Preferred: formal sales methodology certification such as Command of the Message
- Preferred: prior knowledge or experience with Precisely products
- Preferred: experience in a private equity-backed or public SaaS environment
- West/Central United States geographic location preferred but not required for highly qualified candidates
Benefits
Comp & perks- Structured ramp program with a ramped quota
- Enablement through product and technical training, sales skills, MEDDPICC, proven plays, and deal support
- Formal readiness plan for progression into field sales or sales leadership
- AI-first work environment with access to AI tools and capabilities