The big picture
Seequent is the global leader for integrated subsurface software, enabling better decision-making to benefit people and the planet.
Currently, in hypergrowth mode, we are looking for an experienced Account Executive to join our largest region as we continue our evolution from transactional license selling to strategic partnerships.
As an experienced sales leader, you will be responsible for a select portfolio of existing strategic accounts within the Civil and Environmental segments in North America. You will manage the sales cycle for our Enterprise/Almost Enterprise customers with annual software subscriptions and training services by collaborating with multiple internal stakeholders to support our customers along the journey of discovery and implementation. You will drive new opportunities through in-depth knowledge of your accounts and awareness of geoscience industry trends. The role prioritizes relationship building, business analysis, and generating customer loyalty. You have the enterprise solution selling, business and industry expertise required to build trusted relationships with our customers, from user to C-level. You are passionate about finding solutions that provide value and drive customer success.
The priority of this role is to enable the region to meet its strategic objective of predictable, sustainable, long-term sales growth as our relationships with customers evolve. This is critical as we launch EVO, our API plugin cloud platform, that will change how we market to and support our customers, aligning cloud architectures with our largest clients and partners.
Success comes from being an inquisitive, proactive problem solver who cares about our customers, our team, and Seequent's culture of a shared passion for the planet.
The role will be based on a hybrid basis from our Denver, Colorado office.
Our expectations of you as an Account Executive
Account Management

• Manage a diverse client portfolio, including Fortune 500 companies
• Implement and align global strategies to achieve both regional and global targets for your accounts
• Within the region and across regions, work with Account Executives, Sales Admins, Customer Success, Deal Desk, Marketing, and Geo Science Technical experts to build a collaborative account team approach and execution
• Regular communication with key customer stakeholders via email, phone or in-person meetings to support relationship and opportunity development
• Develop a clear understanding of the client's existing technology footprint, growth plans, and competitive landscape. Learn and understand the challenges our clients face and recommend solutions based on their needs. Understand our customer's decision-making requirements
• Create internal relationships and collaborate across the organization to broaden insights, navigate processes, and obtain the necessary alignment
• Oversee and/or orchestrate all aspects of annual reoccurring revenue (ARR) requirements and new business within your account portfolio
• Develop and maintain documented account plans within our CRM to capture a 360 view of the accounts. Plans include clear timelines, actionable steps, and targets
• Support the development of Enterprise Agreements, coordinating with internal and external stakeholders
• Work with the Regional Segment Manager ECE, to ensure the sales activities lead to the achievement of company growth and profitability within your selected accounts

Pipeline and opportunity generation

• Manage a diverse pipeline that includes short-term and long-term, cross-selling and up-selling opportunities
• Utilize internal metrics and third-party industry reports and platforms to build and maintain an accurate pipeline
• Provide monthly, quarterly, and annual sales forecasting and reporting. Drive results for Seequent using market insights and practices
• Maximize the leads from marketing and training sessions led by the regional and global marketing efforts
• Collaborate and align the Account Plans with the entire go-to-market team including Technical Services, Customer Success, Marketing, and Segment/Product management
• Develop a high level of knowledge of the value proposition of Seequent's suite of solutions and services as part of a SaaS platform
• Understand the value proposition for all Seequent solutions and why these are critical to different user personas, to identify and drive opportunities, and support new development

Organizational development

• Provide customer feedback to internal stakeholders, supporting solution and process development
• Support the evolution of our commercial practices from transactional account management to strategic partnerships
• Drive internal process and system improvements to support future growth

To be successful in the role, you should have

• Minimum of 5 years Account Management/Related experience
• Proven experience leading SaaS Enterprise global clients at an executive level
• Experience managing complex sales cycles from start to finish with a track record of success and quota achievement
• Experience working with C-suite and leading cloud architecture strategy and implementation
• Ability to lead in a matrix, non-reporting structure
• A strong track record of nurturing and developing customer relationships beyond point of sale
• Proven ability to report upwards and demonstrate success
• Ability to manage ambiguity, take calculated risks, and thrive in an unstructured, fast paced environment
• Able to clearly communicate with stakeholders to achieve a conclusion
• Innovative and curious personality, open and able to work in a fast-growing, fast-paced environment
• Ability to work well with other team members in multiple regions
• Excellent documentation and record management skills
• Experience in relationship management software, Salesforce Lightning preferred
• University degree in business-related studies or earth science
• Preferred
• Client management within the Civil and Environmental sectors is ideal but not mandatory

What we support you with
People working with you - In this role you will be working closely with the NAM Regional Segment Manager, technical teams and wider sales function as well as coordinating with your peers in other regions targeting global opportunities.
Financial Resources - Seequent have committed to providing a well-supported professional office environment and equipment. At times, there may be a need to work from home and this is also supported.
Product Training - It is expected that account executives will participate in self-learning made available in the Sales Enablement resources and also learn by shadowing other Account Executives.
Travel - You will be required to travel for this position in support of business development. This may include customer office visits, conferences and other events. Seequent will pay for and arrange required travel.