Role Description As a Senior Enterprise Account Executive at NextRow, you’ll own the full sales cycle for large, strategic enterprise deals selling Koru, our MarTech observability platform. You’ll be selling into the intersection of marketing, analytics, IT, and compliance: a complex, multi-stakeholder environment where you’ll need to connect the dots between a VP of Analytics who can’t trust their data, a Marketing Ops leader worried about tag governance, and a Legal team losing sleep over vendor data sharing. You know how to build multi-threaded executive relationships, align a buying committee, and close deals that stick. This is a quota-carrying, high-impact role with a direct line to leadership and real upside for the right person. What You’ll Do - Pipeline & Revenue Generation - Own a defined territory or named account list and execute a strategic plan to penetrate and grow revenue within it. - Build and maintain a healthy, accurately forecasted pipeline across accounts with $100K–$2M+ ACV potential. - Source opportunities through outbound prospecting, inbound leads, partner channels, and executive networking. - Consistently meet or exceed quarterly and annual quota targets. - Enterprise Sales Execution - Lead multi-stakeholder enterprise sales cycles from initial discovery through contract close, typically 3–6 months. - Conduct executive-level discovery, value-based product demonstrations, and ROI-driven business case presentations. - Navigate procurement, security reviews, compliance gatekeepers, and legal negotiations with confidence. - Partner with Solutions Engineering, Customer Success, and Product to tailor proposals and build compelling close plans. - Leverage a structured sales methodology (MEDDIC, MEDDPICC, or equivalent) to qualify rigorously and forecast accurately. - Strategic Account Development - Build and maintain executive-level relationships across Marketing Operations, Analytics, IT, Compliance, and Finance. - Develop account expansion plans to grow initial land footprints into enterprise-wide Koru deployments. - Stay sharp on the MarTech landscape, buyer personas, and competitive positioning to sell credibly at every level. - Collaborate with marketing on account-based programs, executive briefings, and industry events. - Cross-functional Contribution - Bring structured market and buyer feedback to Product and Leadership to shape the Koru roadmap. - Help build and refine the enterprise sales playbook. You’ll be among the first senior AEs selling Koru and your fingerprints will be on how we scale. - Mentor junior teammates and contribute to a high-performance, high-trust team culture. Qualifications - 5–8 years of B2B enterprise software sales experience with a consistent track record of quota attainment at $100K+ ACV. - Proven ability to navigate complex buying committees spanning Marketing Operations, Analytics, IT, Compliance/Legal, and executive stakeholders. - Experience selling MarTech, analytics, data quality, tag management, or adjacent enterprise software, you understand the ecosystem Koru lives in. - Fluency in the problems Koru solves: broken/missing marketing tags, unreliable analytics data, vendor data exposure, privacy compliance risk, and KPI monitoring gaps. - Skilled at building ROI and business case narratives for both technical evaluators (analytics engineers, marketing ops) and economic buyers (CMO, CDO, CFO). - Strong command of a structured sales methodology (MEDDIC, MEDDPICC, Challenger, Command of the Message, or equivalent). - Comfortable discussing GDPR, CCPA, data governance, and privacy compliance — these are often your entry point into an account. - Proficiency with Salesforce CRM and modern sales engagement tooling. - Comfortable in a startup environment where you help build the playbook, not just run it. Preferred Qualifications - Hands-on familiarity with tag management systems (e.g., Tealium, Google Tag Manager, Adobe Launch) or web analytics platforms (e.g., Adobe Analytics, Google Analytics). - Experience selling solutions that position as an audit, governance, or quality layer alongside, not replacing existing MarTech investments. - Existing relationships with CMOs, CDOs, VPs of Analytics, or Marketing Operations leaders at enterprise accounts. - Familiarity with consent management platforms (CMPs) or privacy tech and how they intersect with tag governance. Compensation & Benefits - Base salary: $90,000–$120,000, commensurate with experience. - Uncapped commission: On-Target Earnings (OTE) of $180,000–$240,000; top performers earn significantly more. - Comprehensive medical, dental, and vision insurance for you and your dependents. - Flexible remote/hybrid work environment with a quarterly company offsite. - Generous paid time off and company holidays. - Learning & development budget, certifications, conferences, and coaching. - Best-in-class sales tooling, dedicated Solutions Engineering support, and an SDR motion to fuel pipeline. - A clear, written advancement framework. You will always know exactly what it takes to get to the next level. Why NextRow - Performance is how you advance. We tie career progression directly to outcomes. No politics. If you close and grow, you get recognized — with comp, title, and responsibility. - Leadership that knows the craft. Our sales leadership has walked in your shoes. They’ll challenge you, coach you, and back you when you need it. - A feedback culture that’s real. We actively solicit candid input and act on it. Your voice shapes the Koru roadmap and how NextRow operates. - A product worth selling. Koru solves a real, painful problem — broken tags, blind-spot analytics, privacy exposure — that every enterprise with a digital presence has. You’ll never have to overpromise or apologize for what’s behind the demo. NextRow is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment where every person can do the best work of their career.