Enterprise Account Executive - California/Texas

Stardog, the leading Enterprise Knowledge Graph platform, turns data into knowledge to power more effective digital transformations. Industry leaders including Bosch, NASA, and Raytheon use Stardog to create a flexible data layer that can support countless applications. One of Fast Company's prestigious Most Innovative Companies, Stardog is a fast-growing venture-backed company with a globally distributed team.

Stardog, the leading Enterprise Knowledge Graph platform, is seeking a seasoned Enterprise Account Executive (EAE) to drive new business with large, complex enterprises. You will own the full sales cycle—from prospecting and consultative discovery to solution mapping, negotiation, and close—while building long-term relationships with C-level executives and senior technical leaders. This is a hunter / acquisition sales role.

The successful Enterprise Account Executive is highly energetic, proactive, competitively driven and achievement oriented. Enterprise Account Executives combine their knowledge of technology, mastery of complex-selling and a proven track record of B2B sales to sell and deliver Stardog’s data unification platform.

The Enterprise Account Executives’ primary duty is to meet or exceed their revenue goals by selling Stardog’s technology and services to new and existing customers. You’ll leverage your extensive experience, consultative selling skills and long-standing relationships to engage with stakeholders, decision-makers and executive sponsors.

Further, you’ll manage all sales activity through opportunity development, resource allocation, sales team collaboration, account strategy, planning and execution and accurate forecasting. You’ll lead and participate in the development and presentation of a compelling value proposition. Identify and develop strategic alignment with key third-party partners and influencers. And finally, negotiate pricing and contractual agreement to close the sale.

Required Experience/Skills/Abilities

• 7+ years of enterprise software sales experience, ideally in data infrastructure, analytics, integration, or adjacent domains.

• Hunter acquisition mindset with proven success sourcing, creating, and closing entirely new logos in enterprise accounts (not just managing or upselling existing customers).

• Experience selling enterprise-scale technologies whether deployed on-premise or cloud-based as hosted or Software-as-a-Service (SaaS).

• Consistent record of exceeding $1M+ annual quota in complex, multi-year deals.

• Experience selling enterprise-scale business applications, including ERP, CRM or analytics, as well as MDM, data quality, data integration or data management technologies.

• Skilled in selling to both technical and business leaders (CTO, CIO, CDO, VP Data/Architecture).

• Strong understanding of enterprise IT landscapes, data management, and analytics trends.

• Cultivate and leverage mutually beneficial relationships with strategic alliance partners – GSIs, ISVs and channel partners.

• Background in consultative frameworks (MEDDICC, Challenger, etc.).

• Willingness to travel as needed (estimated to be 25%).

• Excellent communication, negotiation, and presentation skills.

• A successful candidate will enjoy learning and being challenged.

• Applicants must be authorized to work for ANY employer in the U.S. We are unable to sponsor or take over sponsorship of an employment Visa at this time.

Desired Experience/Skills/Abilities

• Experience with graph databases, semantic technology, data fabric, or knowledge graph solutions.

• Familiarity with strategic accounts in highly regulated industries.

• Consistent over-achievement in past roles while carrying $1MM+ (ACV) quotas with high average deal sizes.

• Previous Sales Methodology training (Challenger, Complex Sales, Force Management, Miller Heiman, TAS, et al), CRM experience (Salesforce.com preferred), and strong customer references preferred.

• Successfully organized, conducted and/or participated in field marketing campaigns and events.

• Demonstrated leadership ability and success in mentoring new pre-sales and sales peers.

• Strong personal productivity computer skills and applications, including Salesforce.com, Google, and Microsoft.

• Self-motivated, with the ability to thrive in a dynamic, startup environment.

Responsibilities

• Identify, qualify, and win new enterprise customers in target industries (financial services, pharma, manufacturing, government, etc.).

• Own multi-stakeholder, complex sales cycles from first call to signed contract.

• Articulate the value of Stardog’s Knowledge Graph platform to business and technical audiences.

• Collaborate with Solutions Engineering and Customer Success to design and deliver tailored demos, proof-of-concepts, and ROI models.

• Build a strategic territory plan, including account prioritization, relationship mapping, and partner engagement.

• Accurately forecast pipeline and revenue using CRM best practices.

• Work closely with Marketing, Product, and Partner teams to align messaging, qualify opportunities, and feed market insights back into product strategy.

• Strong organization skills with the ability to manage multiple tasks in parallel, a keen attention to detail and a focus on efficiency.

• Strong communication skills, including in email.

• Self-starter and self-motivated person who excels in a fast-paced professional environment.

• Works with a sense of urgency and takes ownership of the core responsibilities of this position.

Why Stardog?

• Competitive compensation, equity, and performance incentives

• Comprehensive health insurance. 401(k) retirement plan w/matching

• Remote-first work with flexible work arrangements

• Dynamic and collaborative work environment with opportunities for growth and advancement

• Inclusive, mission-driven culture that values innovation, learning, and excellence