Enterprise Account Executive (PacWest)
The Enterprise Account Executive (EAE) is a hybrid hunter/generalist responsible for driving new business while managing a defined portion of assigned install base accounts. While primarily a hunter role (with high hunting intensity), the EAE, must be able to manage, renew, grow, and support select existing customers. EAEs manage transactional through mid-to-large enterprise opportunities, competitive takeouts, and expansion opportunities within their assigned territory.
Key Responsibilities
Hunting and Pipeline Generation:
- Actively hunt for new enterprise opportunities through outbound prospecting, partner collaboration, and market intelligence
- Execute high-intensity hunting activities to drive net-new customer acquisition
- Build a strong top-of-funnel pipeline aligned to territory goals
Account Management:
- Manage and grow assigned install base accounts including renewals, cross-sell, and upsell
- Own renewals, cross-sell, and upsell activities within your assigned customer set
- Maintain regular facetime and appointment activity to drive customer engagement
Sales Execution:
- Drive full sales cycles including discovery, solution positioning, proposal development pricing, and negotiations
- Navigate mixed deal complexity (midsized to large opportunities)
- Engage with Director-VP level executives across customer organizations
- Drive competitive displacement strategies to replace legacy ADC/security vendors
Territory Management:
- Build a balanced a balanced territory business plan combining aggressive hunting targets and customer expansion
- Maintain comprehensive visibility and accurate forecasting in Salesforce (SFDC)
- Work effectively with channel partners to expand reach and accelerate deal cycles
Key Performance Indicators (KPIs)- Net-new business and pipeline creation
- Deal velocity and conversion rates
- Face time and appointment activity
- Channel engagement and co-selling
- Forecast accuracy and territory coverage
Candidate Qualifications
- 5-10 years enterprise or mid-market sales experience
- Strong balance of new logo hunting and account management skills
- Experience selling networking, security, SaaS, and/or infrastructure solutions
- Proven skills in discovery, presentation, qualification, and closing
- High proficiency in Salesforce SFDC and territory planning
Educational and Professional Requirements:
- Bachelor's degree or equivalent work experience
- Excellent written and verbal communication skills, including formal presentation capabilities
- Self-motivated and results-driven, with the ability to work effectively under pressure
- Strong strategic planning skills to build stable business streams
A10 Networks is an equal opportunity employer and a VEVRAA federal subcontractor. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. A10 also complies with all applicable state and local laws governing nondiscrimination in employment.#LI-AN1 #LI-RemoteTargeted compensation guideline: $275,000 - $320,000. Compensation will vary based on number of factors, including market demand for specific skills, role type, job level, and individual qualifications. Final salary offers are determined by considerations including, but not limited to, subject matter expertise, demonstrated skill level, relevant experience, geographic location, education, certifications, and training.
