Senior Account Executive at Emnify

Job description

Senior Account Executive — West Coast (Remote, US) About emnify emnify is a leading cloud-native IoT connectivity provider helping businesses connect and manage devices globally through a single, modern platform. Our technology powers connected products across industries including mobility, logistics, energy, healthcare, and security — enabling enterprises to scale IoT faster, more securely, and with greater flexibility. Built for the cloud era, emnify combines global cellular connectivity, network intelligence, and seamless API integrations into one platform that simplifies how businesses deploy and manage connected devices worldwide. With strong international growth and increasing momentum in the U.S. market, emnify is helping redefine what modern IoT connectivity looks like. --- Your Role This is a remote role covering the West Coast territory, sitting within a US sales team of around ten people and reporting directly to the VP of Sales, North America. You will own the full sales cycle — from prospecting and qualification through to close — for new enterprise accounts in your territory. You will work closely with Solutions Engineering, Product Management, Marketing, and Legal to bring the right resources to bear at the right moments in each deal. Why emnify IoT connectivity is moving from fragmented, carrier-dependent infrastructure toward cloud-native platforms — and emnify is at the front of that shift. The US market is a genuine growth priority, not an afterthought, and this territory represents real, buildable opportunity. You will be selling a product with strong technical differentiation into a buyer community that is actively looking for a better answer than what legacy telcos offer. The deals are complex and meaningful, the internal team is lean and collaborative, and the company has hit a series of significant milestones that signal strong commercial momentum. If you want a role where your territory performance is visible and your contribution matters, this is it. Your Impact Drive new enterprise revenue across the West Coast territory, owning every stage of the sales cycle from first contact to signed contract Build a disciplined, data-driven pipeline using a structured qualification framework and rigorous CRM hygiene, so your forecast is reliable and your activity is repeatable Own commercial negotiations — pricing, competitive positioning, business case development, and contracting — coordinating internal stakeholders to move deals forward Develop trusted relationships with decision-makers and influencers across Line of Business Management, Product, Operations, and Procurement within target accounts Establish a sustainable territory strategy: a clear account prioritisation plan, consistent prospecting motion, and a pipeline that covers future quota periods, not just the current quarter What We Expect A proven track record of closing complex B2B SaaS or technology deals at the enterprise level, with consistent quota attainment Experience managing and closing deals with ARR above $100k, including navigating multi-stakeholder buying processes and extended sales cycles Fluency in a structured sales methodology — MEDDIC, Challenger, SPIN, or similar — and the discipline to apply it consistently rather than selectively Comfort operating in a value-based selling motion: you build business cases, you quantify ROI, and you sell outcomes rather than features Proficiency with CRM and sales tools (Salesforce, LinkedIn Sales Navigator, or equivalents) and a genuine preference for a data-driven approach to managing your territory Clear, confident written and verbal communication — you can adapt your message for a technical buyer, a procurement lead, or a C-suite sponsor Coachability — we want someone who is excited to grow with us Your First 6 Months In your first few weeks , the priority is depth over activity. You will complete onboarding, work through product and technical training, and develop a solid grasp of emnify's ideal customer profile, buyer personas, pricing model, and competitive positioning. By month two or three , you will be prospecting independently — running outbound alongside inbound follow-up, conducting your own discovery calls, and qualifying opportunities against emnify's framework. You will start building pipeline and learning which messages and objections resonate with our buyers. Expect to be generating meetings and managing early-stage opportunities with increasing independence. By the halfway mark , you should own a live set of opportunities at multiple stages of the funnel. You will be running complete discovery and demo cycles, coordinating Solutions Engineering and other internal resources, producing a reliable forecast, and progressing late-stage deals toward close. Depending on sales-cycle length, this is when first wins typically become possible. The broader arc is becoming a repeatable, forecastable contributor — someone with a clear territory strategy, consistent prospecting habits, strong internal relationships, and a sharp understanding of why deals are won or lost. Why It Might Not Be a Match If you prefer a highly structured, process-heavy environment with clearly defined playbooks at every step, you may find emnify's pace and degree of self-direction uncomfortable — we are still building, and we expect this person to help shape how things are done, not just follow an established script If you are most comfortable managing a high volume of smaller, transactional deals, the complexity and longer timelines of enterprise IoT sales cycles may not suit your natural rhythm If you need a large, well-resourced support organisation around you before you feel confident going to market, this role will feel underpowered — the team is lean, which means high ownership and real impact, but also real ambiguity

Requirements

Must-haves

Senior Account Executive — West Coast (Remote, US)
Drive new enterprise revenue across the West Coast territory, owning every stage of the sales cycle from first contact to signed contract
Build a disciplined, data-driven pipeline using a structured qualification framework and rigorous CRM hygiene, so your forecast is reliable and your activity is repeatable
Own commercial negotiations — pricing, competitive positioning, business case development, and contracting — coordinating internal stakeholders to move deals forward
Develop trusted relationships with decision-makers and influencers across Line of Business Management, Product, Operations, and Procurement within target accounts
Establish a sustainable territory strategy: a clear account prioritisation plan, consistent prospecting motion, and a pipeline that covers future quota periods, not just the current quarter
What We Expect
A proven track record of closing complex B2B SaaS or technology deals at the enterprise level, with consistent quota attainment
Experience managing and closing deals with ARR above $100k, including navigating multi-stakeholder buying processes and extended sales cycles
Fluency in a structured sales methodology — MEDDIC, Challenger, SPIN, or similar — and the discipline to apply it consistently rather than selectively
Comfort operating in a value-based selling motion: you build business cases, you quantify ROI, and you sell outcomes rather than features
Proficiency with CRM and sales tools (Salesforce, LinkedIn Sales Navigator, or equivalents) and a genuine preference for a data-driven approach to managing your territory
Clear, confident written and verbal communication — you can adapt your message for a technical buyer, a procurement lead, or a C-suite sponsor
Coachability — we want someone who is excited to grow with us
Your First 6 Months
Why It Might Not Be a Match
If you are most comfortable managing a high volume of smaller, transactional deals, the complexity and longer timelines of enterprise IoT sales cycles may not suit your natural rhythm

Nice-to-haves

None flagged.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

api

Platform: greenhouse
Effort: quick