Enterprise Account Executive - Confluent

About the role

As a member of the Confluent Sales Team (an IBM Company), the Enterprise Account Executive is responsible for selling Confluent solutions to our National Accounts segment. You will use your prospecting, sales, negotiation, and leadership skills to effectively sell Confluent offerings to leading companies, meeting and exceeding your quarterly sales target. A "consumption/growth" mentality and a proven track record of success within a value-driven sales model are essential.

Responsibilities

• Drive Revenue Growth: Achieve and exceed quarterly and annual sales targets by driving net-new customer acquisition and expanding consumption within existing enterprise accounts.
• Strategic Sales Execution: Own and manage the entire sales cycle, from prospecting and discovery to negotiation and closing complex deals, using structured sales methodologies like MEDDPICC or Challenger.
• Prospecting & Pipeline Management: Proactively identify, qualify, and develop a robust sales pipeline, building strong relationships with C-level executives and senior stakeholders within GCCs.
• Consultative Selling: Understand customer needs and business problems, developing and presenting compelling value propositions tailored to specific business outcomes leveraging Confluent's data streaming platform.
• Solution Design & Collaboration: Partner closely with Solutions Engineers, Global Account Managers, Professional Services, and Customer Success teams to design effective technical solutions and ensure seamless customer experience.
• Market Expertise: Become an in-depth subject matter expert (SME) on Confluent's offerings, the broader data infrastructure, DataStreaming, AI, and Kafka landscape.
• Ecosystem Alignment: Work with the partner ecosystem across AWS, GCP, Azure, GSIs, and GCC-focused Partners.
• Reporting & Forecasting: Maintain accurate CRM records, provide regular sales reports, and forecast sales accurately.

Requirements

• 5+ years of proven, quota-carrying sales experience in a competitive market.
• Demonstrated success in consultative, solution-selling environments within technology (SaaS, cloud, big data, open-source, or enterprise IT solutions).
• Experience selling into GCC clients is required.
• Proven track record of meeting or exceeding sales quotas consistently.
• Technical Knowledge: Strong understanding of data, cloud technologies, open-source, and the business value of data streaming/Kafka (Confluent) solutions.