• Focused on a portfolio of customers, the Enterprise CAE will own the sales process from start to finish. • You will work closely with Sales Managers, Sales Engineers, Customer Success, Professional Services, Marketing, and Dialpad Partners to grow our existing customer base. • Create an account plan for how you will achieve your quarterly goals. • Cultivate relationships with our customers to gain insight into customer strategy and expansion plans. • Work leads and generate pipeline. • Achieve or exceed quarterly revenue goals. • Serve as a Dialpad expert and become a trusted advisor and resource for your customers. • Identify customers who would be a good fit for the Customer Advisory Board and Executive Sponsor Program. Become an advocate for the customer back to Dialpad.

• Manage the full sales cycle for a dedicated portfolio of enterprise clients, collaborating closely with internal teams (Sales Managers, Sales Engineers, Customer Success, Professional Services, Marketing) and Dialpad Partners to drive customer base expansion. • Partner with fellow Enterprise CAEs to identify leads for upsell and cross-sell opportunities, develop compelling quotes, and maintain effective client communication. • Strategize account growth by crafting personalized account plans in alignment with monthly and quarterly sales objectives. • Foster strong relationships with customers to understand their strategic goals and anticipate expansion requirements. • Proactively generate leads and nurture a robust sales pipeline. • Consistently achieve or surpass quarterly revenue targets.

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description IDC's Americas Growth Sales Team is looking for an Account Executive who will focus on selling IDC's research, data, events, and custom consulting products. This position is ideally based in the North East, but we will consider qualified candidates on the continental US. - Account management with outcome of increased overall YoY Total Bookings - Proficiency in account planning and territory management - Accurate daily activity reporting, and monthly/quarterly/annual forecasting - Learn IDC products and services, that align with your territory, accounts, and competitors - Help clients get the most value out of their market research investment and will focus on renewing contracts, business retention, and account growth - Communicate, coordinate, and collaborate with other internal IDC stakeholders to continue to develop opportunities within account base Qualifications - Required degree or certifications (Bachelors Degree highly preferred) - 3+ years of quota carrying technology related sales experience, along with strong written, analytical, and verbal communication skills - Strong cold-calling experience - Demonstrated experience developing both existing and prospect accounts while developing high level relationships - Entrepreneurial, motivated, assertive, and collaborative - Self-starter and a quick-thinker - Strong time management and organization skills - Prior market research industry sales experience is helpful, but not required - Less than 10% travel required - 100% Remote Benefits - 15 vacation days (prorated based on start date) - 12 company-paid holidays - 6 paid sick days (prorated based on start date; may vary by state) - Medical, dental, and vision coverage - 2 floating holidays (prorated based on start date) - 1 volunteer day - 401(k) company match (IDC matches 3% on the first 6% of employee contributions) - Company-paid short-term disability - Company-paid life insurance - Company-paid parental leave Compensation Transparency At IDC, we are committed to fair and equitable pay practices. Employees are compensated equitably for their work, aligned with their skills and experience. Salary and incentive structures are determined through a rigorous process that considers experience, education, certifications, role-specific requirements, internal equity, and verified U.S. market data from an independent third-party partner. The expected total annual compensation, depending on location and experience, is between $100,000 – $120,000, inclusive of base salary and variable compensation. Equal Opportunity Employer IDC is committed to providing equal employment opportunities for all qualified persons. Employment eligibility verification required. We participate in E-Verify.

• Close new logos and expand existing business within an assigned territory, meeting and exceeding sales goals through prospecting, qualifying, managing, and closing sales opportunities • Leverage and coordinate cross-functional internal teams (Sales Development, Legal, Engineering, Security, Marketing, Product) to efficiently navigate complex sales cycles • Maintain, build and own specific relationship maps for your territory, including existing relationships and aspirational contacts • Lead compelling presentations of CockroachDB’s product and vision to a broad range of audiences, from c-level executives to individual contributors • Provide timely and accurate forecasts and clear visibility on sales and revenue performance by actively handling your pipeline of opportunities