Enterprise Account Executive

Pantheon WebOps Platform powers the open web, running more than 300,000 sites in the cloud for customers including Google, Princeton, Salesloft, and Doctors Without Borders. Every day, thousands of developers and marketers create, iterate, and scale WordPress and Drupal sites to reach billions of people globally. Pantheon’s multitenant, container-based platform enables organizations to manage all of their websites from a single dashboard. Organizations, including Clorox and the United Nations, drive results through accelerated development and real-time publishing using Pantheon’s collaborative workflows.

Pantheon is seeking a driven, results-oriented Enterprise (CORE) Account Executive to focus on acquiring new business and driving revenue growth. This is a hunter role with a focus on net-new business, targeting mid-market accounts. As a critical member of our sales team, you’ll develop and execute a strategic sales plan to close deals, build strong client relationships, and contribute to Pantheon’s success.

Our ideal candidate has a proven track record of success in SaaS or PaaS sales, thrives in a fast-paced environment, and brings a scrappy, resourceful approach to building and managing a robust pipeline. You’ll need to be comfortable with outbound efforts, technical conversations, and selling Pantheon’s value proposition to technical personas and C-suite executives alike.

• Drive net new business by generating a pipeline through outbound prospecting, partner collaboration, and strategic territory management.
• Lead discovery calls and navigate technical sales conversations with CTOs, CIOs, CMOs, Directors, VPs, and other executive-level stakeholders, including technical and marketing buyers.
• Deliver compelling value propositions, leveraging a methodology like Force Management’s Command of Message.
• Effectively qualify opportunities using frameworks like MEDDIC.
• Own and exceed your annual quota by closing deals while identifying new opportunities.
• Manage the entire sales process from lead generation to close, maintaining a focus on speed-to-value and customer success.
• Maintain a disciplined approach to pipeline management and forecasting to ensure consistent revenue achievement.
• Collaborate cross-functionally with Sales Development, Sales Engineering, Professional Services, and Customer Success to ensure a seamless and effective buyer’s journey

• 7-10 years of experience in technical or MarTech SaaS sales, with a strong focus on outbound efforts and net new business acquisition.
• Comfortable selling to a developer persona
• Experience with established sales methodologies like Force Management’s Command of the Message or Winning by Design's SPICED.
• Familiarity with qualification frameworks like MEDDIC or SPICED
• Proven ability to generate your pipeline through outbound calling, prospecting, and identifying top targets.
• Demonstrated success in closing deals consistently and achieving or exceeding quota.
• A resourceful, scrappy mindset, able to build pipeline and opportunities without heavy lead support or brand recognition.
• Strong ability to ramp quickly and adapt to a technical sale, often starting with technical stakeholders.
• Exceptional communication, negotiation, and relationship-building skills.
• Polished, professional demeanor with the ability to engage effectively at all organizational levels.
• Familiarity with open-source technology is a significant advantage
• Willingness to travel approximately 20-30% of the time