Account Executive, Strategic Enterprise

About the Role: Account Executive, Strategic Enterprise

Sprout Social is actively seeking an Account Executive, Strategic Enterprise to join our dynamic Sales & Customer Experience team. This role is pivotal in shaping how Sprout Social empowers innovative brands by facilitating customer connections through our leading social media management platform.

As part of the Sales and Customer Experience team, you will contribute to enabling organizations to unlock the full potential of social media, fostering authentic relationships, and driving significant business impact through powerful social intelligence and trusted partnerships. You'll collaborate with a high-performing team, working with iconic brands such as Campbell's, Salesforce, Airbnb, and Equifax. Sprout Social is committed to your professional growth, offering the autonomy to shape your career path and build towards future opportunities.

What You'll Do

• Develop a robust account growth strategy for a select portfolio of named customer accounts.
• Actively work to develop net new pipeline that consistently translates into revenue within assigned prospect accounts.
• Efficiently manage the enterprise purchasing process across global organizations, collaborating with procurement, legal, and security partners.
• Consistently meet and exceed your sales quota.
• Establish deep, multi-threaded relationships within your book of business, engaging with both executive (VP/C-suite) and end-user stakeholders.

What You'll Bring

Sprout Social is looking for a highly driven and tech-savvy Account Executive with strong business acumen to contribute to our expanding Strategic Enterprise sales team. A customer-centric approach to growing existing accounts is highly valued.

The minimum qualifications for this role include:

• 8+ years of software sales experience, predominantly in a closing capacity.
• Demonstrated success in selling complex enterprise solutions.
• Consistent over-performance in previous roles (within the top 5% of the company).

Preferred qualifications for this role include:

• Extensive experience establishing deep relationships, presenting, and selling to C-suite level decision-makers across various functions.
• Experience operating within a 'team selling' environment, managing supporting account resources.
• Proven ability to accurately forecast and manage pipeline on a monthly and quarterly basis.
• A strong passion for the transformative impact social media can have on large enterprises.

How You'll Grow

Within 1 month:

• Complete Sprout Social’s comprehensive 3-week new hire training and onboarding program.
• Partner with the Director of Enterprise to define key success metrics for your role.
• Meet with existing Enterprise Sales team members to gather insights and learnings.
• Shadow Account Executives on calls to understand sales strategies and positioning.
• Dive into the Sprout platform to learn its unique features and customer value.
• Learn Sprout’s go-to-market messaging, differentiators, and develop segment-specific value propositions.
• Study relevant customer stories and case studies to support ROI examples.
• Complete a demo and written certification for comprehension.
• Learn Sprout’s existing customer sales process by shadowing peers.

Within 3 months:

• Engage with your entire book of business to begin building strategic relationships.
• Understand customer contractual language to identify expansion opportunities.
• Meet and exceed activity goals to build a robust pipeline and achieve consistent quota attainment.
• Co-build account and territory plans with your BDR, Professional Services, and Customer Success teammates.
• Regularly collaborate with your BDR for seamless communication on new business and expansion.
• Conduct active research to understand customer brands, culture, KPIs, and success metrics.
• Gain a solid understanding of customer internal transitions to mitigate churn risk.

Within 6 months:

• Establish solid C-Level relationships within your book of business.
• Represent Sprout Social at conferences and engage potential leads at trade shows.
• Become an expert in Sprout Social and social media trends, product features, and platform enhancements.
• Consistently achieve revenue, pipeline, and activity targets.

Within 12 months:

• Mentor and develop your BDR to enhance their skills and career trajectory.
• Step up as a leader, sharing best practices across the organization.
• Consistently meet and exceed monthly activity, pipeline, and new business metrics.

Our Benefits Program

Sprout Social is proud to offer a comprehensive and competitive benefits program, regularly recognized for our team, product, and culture. We invest in our team through:

• Comprehensive Health & Wellness: Premium BCBSIL medical, dental (high/low plans), and vision (Eyemed) insurance for you and eligible dependents.
• Premium Mental Health Support: Free access to Modern Health for you and your dependents, including coaching, therapy, and digital resources.
• Retirement Savings: 401(k) plan with a 50% company match on your first 6% of contributions (a 3% total match).
• Financial Security: 100% employer-paid Life and Disability insurance.
• Flexible Paid Time Off: Flexible PTO policy, plus additional company-wide Rest & Recharge days.
• Paid Parental Leave: Up to 16 weeks of paid leave for new parents.
• Annual Lifestyle Stipend: A $1,000 USD annual Lifestyle Spending Account for well-being.
• Work From Home Support: A one-time $550 USD home office stipend, plus a monthly $50 USD internet stipend.
• Giving Back: 16 hours of paid volunteer time annually, plus a $100 annual charitable donation match.
• Additional Financial Perks: Pre-tax commuter benefits, subsidized child/eldercare (Care.com), discounted pet insurance (Figo), and no-cost personalized financial wellness support.

Please note: Benefit offerings are discretionary and subject to change; they do not constitute a contract or guarantee.

Work Location & Compensation

Sprout Social offers a remote workforce option in many U.S. states. Please check the application's drop-down box for available states. Few roles require an office setting, and this will be specified if applicable.

Individual base pay varies based on geographic pay zone and relevant experience. On Target Earnings (OTE) for new hires are:

• Zone 1 (New York, California, Washington): $277,200 - $381,150 USD annually
• Zone 2 (All other US states): $252,000 - $346,500 USD annually

OTE comprises a fixed base salary plus uncapped incentive compensation based on performance. Every team member also receives Restricted Stock Units (RSUs) under Sprout’s equity plan.

Equal Opportunity & Accommodations

Sprout Social is an Equal Opportunity Employer, committed to diversity, equity, and inclusion. We do not discriminate based on identity or legally recognized protected bases. As a federal contractor, we affirmatively recruit individuals with disabilities and protected veterans. For accommodation requests during the interview process, please email accommodations@sproutsocial.com.

Key Skills/Competency

• Strategic Sales
• Enterprise Solutions
• Account Growth
• Pipeline Management
• C-suite Engagement
• Social Media Impact
• Relationship Building
• Quota Attainment
• Business Acumen
• Team Selling