Senior Account Executive

This position is listed on behalf of a partner company, which manages all applications and next steps. Our partner is looking for a Senior Account Executive based in India. As a Senior Account Executive, you will drive enterprise sales growth by managing strategic customer relationships and expanding adoption of innovative software testing and automation solutions. You will take ownership of the entire sales cycle, from prospecting and opportunity qualification to solution development, negotiation, and closing complex deals. Working with large enterprises across the Indian market, you will engage C-level executives and senior IT leaders to understand their business challenges and align technology solutions with their strategic objectives. You will be responsible for building a healthy sales pipeline, delivering accurate forecasts, and consistently achieving ambitious revenue targets. In close collaboration with pre-sales, marketing, and customer growth teams, you will develop effective account strategies and deliver measurable customer value. This opportunity is ideal for a commercially driven professional who thrives in a fast-paced, collaborative environment and enjoys combining strategic thinking, consultative selling, and disciplined execution.

Manage the complete enterprise sales cycle, including prospecting, lead qualification, opportunity development, solution positioning, negotiations, and deal closure. Develop and execute strategic account plans to expand relationships with enterprise customers and prospects across the Indian market. Build trusted relationships with C-level executives, senior IT leaders, and other key decision-makers to understand their business priorities, technical challenges, and long-term objectives. Present and position software testing, quality engineering, and automation solutions in terms of business value, operational efficiency, risk reduction, and digital transformation outcomes. Consistently achieve or exceed quarterly and annual sales quotas by managing complex, multi-stakeholder opportunities and closing high-value enterprise contracts. Maintain accurate revenue forecasts and disciplined pipeline management, ensuring visibility into opportunity progression, deal risks, and expected business outcomes. Collaborate with pre-sales, customer growth, and marketing teams to develop tailored solutions, strengthen customer engagement, and maximize account success. Apply structured sales methodologies, such as MEDDPICC, to qualify opportunities, navigate complex purchasing processes, and improve sales execution. Leverage CRM and sales enablement platforms to manage customer interactions, track opportunities, monitor performance, and support data-driven decision-making. Use AI-assisted tools to improve sales research, productivity, account planning, and customer engagement while continuously refining sales strategies. Demonstrate ownership, resilience, adaptability, and accountability throughout the sales process, incorporating feedback and identifying opportunities for continuous improvement. Contribute to a collaborative sales culture by sharing insights, supporting team initiatives, and aligning individual performance with broader business objectives. Requirements At least 5 years of experience selling enterprise business-to-business (B2B) software-as-a-service (SaaS) solutions to IT decision-makers within large enterprises in the Indian market. A proven track record of consistently meeting or exceeding sales quotas in complex enterprise sales environments involving multiple stakeholders. Demonstrated success closing high-value enterprise transactions, including deals exceeding $100,000 in annual contract value (ACV). Strong understanding of enterprise sales processes, including prospecting, opportunity qualification, consultative selling, solution positioning, negotiation, and closing. Proven ability to build relationships with senior executives and IT leaders, understand business priorities, and connect technical solutions to measurable business outcomes. Strong forecasting and pipeline management skills, with the ability to assess opportunity health, anticipate risks, and accurately predict revenue outcomes. Experience using structured sales methodologies, such as MEDDPICC or equivalent enterprise sales frameworks. Familiarity with CRM and sales enablement tools, such as Salesforce, Clari, and Outreach. Practical experience using AI-powered tools, such as Claude or equivalent solutions, to improve sales productivity and workflow efficiency. Excellent communication, presentation, negotiation, and stakeholder management skills, with the ability to influence decision-makers across technical and business functions. Strong commercial acumen, strategic thinking, and analytical skills, combined with a results-oriented approach to achieving ambitious sales targets. A proactive, resilient, and adaptable mindset, with the ability to navigate challenges, respond to feedback, and maintain momentum in a competitive sales environment. A collaborative approach to working with cross-functional teams, sharing knowledge, and delivering successful customer outcomes. Preferred Qualifications Familiarity with software testing, quality engineering, test automation, or related enterprise technology solutions. Previous experience selling software testing or automation products to large organizations. Knowledge of the partner's product portfolio and its application to enterprise software development, testing, and digital transformation initiatives. Benefits Competitive compensation: Market-aligned salary with performance-based commissions and bonuses linked to sales success. Remote work: Remote working opportunity based in India. Supportive leadership: Access to an engaged leadership team that encourages collaboration, performance, and professional development. Career development: Opportunities to strengthen enterprise sales expertise, strategic account management skills, and commercial leadership capabilities. Professional growth: Exposure to large enterprise customers, complex sales cycles, and innovative software testing and automation technologies. Collaborative culture: An environment that values teamwork, shared success, accountability, and continuous learning. Growth opportunities: The chance to contribute to an expanding business and make a measurable impact on enterprise sales performance. Innovation-driven environment: Opportunities to explore AI-assisted sales tools and emerging technologies that enhance customer value and sales effectiveness.