• Own and grow strategic relationships - Build, expand, and deepen relationships with key enterprise clients. Drive new business, renewals, and multi-year expansion opportunities across your portfolio. • Lead consultative enterprise sales cycles - Own complex, multi-stakeholder deals across large financial institutions, often spanning regions, business lines, and senior decision-makers. • Set account strategy and drive execution - Develop and execute thoughtful, multi-year account plans aligned to client priorities and Addepar’s broader GTM strategy. • Operate as a cross-functional leader - Work closely with Sales Engineering, Client Success, Services, and Partnerships to deliver a coordinated, “one team” experience—minimizing friction and maximizing client impact. • Engage at the executive level - Build trusted relationships with C-level stakeholders within client organizations and partner with Addepar’s leadership team when appropriate to advance strategic opportunities. • Contribute to how we go to market - Bring perspective from your experience and from the field—sharing best practices, shaping engagement models, and helping evolve how we serve enterprise clients. • Maintain strong pipeline and forecasting discipline - Ensure timely, accurate pipeline management and forecasting to support internal alignment and planning.

• You manage the entire sales process from start to close. • Responsible for the full sales cycle: from lead qualification to contract signing. • You actively build your pipeline and develop new business opportunities. • Establish and maintain long-term customer relationships at decision-maker level. • Deliver compelling demos and presentations, both remotely and on-site. • Work closely with Marketing, Customer Success and Product.

• Identify suitable target customers and proactively introduce them to our solution • Conduct initial conversations with potential customers • Analyze feedback from the market to improve outreach • Support building scalable sales processes

Role Description The Account Executive (AE) role in Zyte is considered a business critical position. It’s this cohort of the sales organisation that drives new business acquisition and top-line revenue growth. The Sales team is highly target oriented, tasked with achieving monthly and quarterly booking, while also strategically driving growth in areas dictated by strategic business needs. In your role, you will be primarily responsible for winning business in net new accounts. You will create opportunities through outbound campaigns focused on strategic targets. This isn’t about waiting for leads to land in your lap—it’s about aggressive, strategic territory conquest. Your aim will be to understand the customer's business goals and needs and meet target expectations by offering Zyte products that are qualified as ‘best fit’ given your expert product knowledge. Key Responsibilities - Possess significant experience in outbound sales in the mid-market space managing an allocated territory and a high volume opportunity pipeline. - Build your pipeline by finding entry points into strategic Accounts in your territory and deliver strong tailored value propositions. - Proactively identify the most relevant personas, creating impactful messaging in a multi-channel approach, in order to generate meetings, create opportunities and win business. - Use your strong selling and influencing skills to gain customer commitment, progress opportunities and close deals. - Effectively forecast your new business pipeline through expert knowledge of Zyte's Sales Methodology. - Log, track and maintain updated customer and opportunity records in our CRM system to a very high standard. - Physically attend customer meetings and Conferences where required. - Have a mindset of owning your territory and business. Qualifications - 4+ years of experience in an Outbound sales role. - Demonstrated ability to meet and/or exceed determined sales and activity quotas. - Energy, enthusiasm and the ability to work under pressure to meet deadlines and demanding targets. - Strong deal closing and negotiation skills. - Ability to work effectively in a team environment and collaborate. - High level of analytical and organisational skills and excellent attention to detail. - Understanding of data harvesting / web crawling is a plus - but not required. - Previous experience working in a SaaS / PaaS Account Management or Sales position, specifically selling to Enterprise accounts. - Excellent communication and interpersonal skills. - Exceptional Discovery skills and ability to tailor strong value propositions. - Creativity, and initiative combined with commercial awareness. Benefits - Become part of a self-motivated, progressive, multi-cultural team. - Have the freedom & flexibility to work remotely. - Get the chance to work with cutting-edge open source technologies and tools.