Senior Corporate Account Executive

About the team

The Senior Corporate Account Executive is responsible for finding, creating, managing, and closing business within our Corporate market sales organization (Enterprise, Mid-Market, Commercial). The CAM is responsible for selling the complete HashiCorp portfolio of software products to new and existing customers. This role will be 75% landing new business and 25% renewing and growing current customers.

What you’ll do (responsibilities)

• Engage new and existing HashiCorp Open Source Users to demonstrate how they can be more successful with our technology portfolio.
• Engage in significant Outbound activity making use of the tools available (Yesware, DiscoverOrg, Sales Navigator, Outreach, ZoomInfo, Tableau, etc.).
• Manage multiple sales cycles, sales campaigns, and install base customers in a high-paced dynamic environment.
• Build and execute complex sales engagements targeting Development, IT Operations, and Security Operations personas.
• Align HashiCorp technology solutions to customers' business needs, challenges, and technical requirements.
• Execute solution and value selling to the existing customer base and new prospects.
• Articulate and evangelize the vision and positioning of both the company and products.
• Qualify queries, requests, and inbound leads that come through our website and other channels.
• Accurately forecast business on a monthly and quarterly cadence.

What you’ll need (basic qualifications)

• 4+ years Sales-specific closing experience.
• Success managing both inbound and outbound sales motions.
• Familiarity with Cloud and Infrastructure software.
• Experience with Open Source Software business models is preferred but not required.
• A consistent record of meeting or exceeding annual/quarterly goals and targets.
• Past experience creating and executing quarterly and annual business plans.
• A strong executive presence, communication skills, and credibility.
• Experience with forecasting and business reporting.
• Knowledge of how to work with channel partners.

What's nice to have (preferred qualifications)

• MEDDPICC.
• Value-Selling Sales Methodology.
• Salesforce.
• Clari.
• LinkedIn Sales Navigator.
• Outreach.
• Tableau.
• ZoomInfo.

You will be expected to work from the Austin, TX office on a weekly basis on the days designated by your manager.

Individual pay within the range will be determined based on job-related factors such as skills, experience, and education or training.

The base pay range for this role in the SF Bay Area / NYC area is: $167,900—$197,500 USD

The base pay range for this role in California (excluding SF Bay Area), New York (excluding NYC), Seattle Metro, Denver / Boulder Metro, Washington D.C., or Maryland is: $167,900—$197,500 USD

The base pay range for this role in Colorado (excluding Denver / Boulder Metro), Illinois, Minnesota, or Washington (excluding Seattle Metro) is: $167,900—$197,500 USD

HashiCorp is an IBM subsidiary that has been acquired by IBM and will be integrated into the IBM organization. HashiCorp will be the hiring entity. By proceeding with this application, you understand that HashiCorp will share your personal information with other IBM subsidiaries involved in your recruitment process, wherever these are located.