Enterprise Account Executive

Enterprise Account Executive

Company: Pogo Location: USA Work Model: Onsite Contract: Permanent

About the Role

Pogo is seeking our first Enterprise Account Executives to significantly scale our B2B enterprise business. You will be instrumental in growing our Annual Recurring Revenue (ARR) from $XM to $XXM. This role encompasses the full sales cycle, from initial prospecting through to account expansion.

Key Responsibilities

• Lead Generation & Engagement: Proactively build relationships with prospects through outbound emails, calls, industry conferences, and events. Cultivate and nurture inbound and referral leads to maintain a robust pipeline.
• Qualification & Closing: Conduct discovery calls and product demonstrations, leading follow-up conversations to understand prospect needs and close new business. Develop compelling ROI cases and skillfully navigate contract negotiations.
• Consultative Selling with Trials & POCs: Manage the trial and Proof of Concept (POC) experience end-to-end, collaborating with internal teams to ensure project success and accelerate the path to subscription.
• Renewals & Expansion: Oversee the renewal process for your accounts and actively identify upsell and cross-sell opportunities. Foster deep relationships with existing clients to understand their evolving needs and drive revenue growth within the customer base.
• Process & Feedback: Contribute to the development and refinement of the sales playbook as the company scales. Share learnings and insights to foster a culture of continuous improvement.
• Cross-Team Collaboration: Work closely with Go-To-Market, Engineering, and Product teams to ensure seamless client onboarding. Partner with the founding team on strategic deals and revenue priorities.
• Travel: Be prepared to travel up to 3-5 days per month.

About You

• You likely have 3-10 years of sales experience, with a proven track record of selling to enterprise customers throughout the full sales cycle.
• You are a proactive "hunter" energized by building pipeline from scratch and are not reliant on inbound leads.
• You are a strong communicator capable of quickly earning credibility with senior stakeholders and translating product features into compelling business cases.
• You are hands-on, resourceful, and committed to closing deals.
• You take ownership of your sales targets, understand your performance metrics, and are adept at problem-solving.
• You are a fast learner, quickly grasping new products, industries, and buyer personas.
• You leverage AI tools to enhance research, outreach, and preparation.
• Bonus points:
  • You can effectively communicate insights through data storytelling.
  • You have experience selling insights or data analytics products.

Why You Might Be Excited About This Opportunity

• Build from the Ground Up: Play a key role in shaping Pogo's Go-To-Market strategy, defining sales processes, target markets, and success metrics as we scale.
• Sell a Desirable Product: Work with a product that is generating significant interest from leading global brands. You'll engage with prospects eager to leverage Pogo's solutions for sales, marketing, and consumer insights.
• Direct Impact on Strategy: Collaborate directly with founders and the product team. Your customer feedback will directly influence product roadmap, positioning, and business strategy.
• Fast Feedback Loops: Experience a dynamic environment with rapid iteration. Test messaging, refine outreach, and influence product direction quickly.
• Meaningful Customer Relationships: Own customer accounts from initial contact through expansion, becoming a trusted partner.
• Product-Minded Culture: Join a team that is deeply committed to building useful and delightful products, valuing craft and customer empathy.
• Shape Early Culture: As an early team member, your approach will significantly influence the company's sales culture and future hiring.

Why You Might Not Be Excited About Us

• Limited Structure: As an early GTM hire, you will be involved in building foundational processes and playbooks alongside your teammates and leadership.
• Thrive in Ambiguity: Enterprise sales at Pogo involves navigating new buyer personas, shaping positioning in real-time, and solving complex problems. This role is ideal for those energized by such challenges.
• Broad Responsibilities: Expect to wear multiple hats, from prospecting and sales to contributing to product feedback and positioning. This role may not be suitable for those seeking highly specialized, narrowly defined positions.
• Commitment Beyond 9-to-5: While flexible work schedules are supported, significant impact is expected at this stage. We encourage time off to recharge, offering unlimited Paid Time Off (PTO) with a minimum vacation policy of 20 days.