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Account Executive II, Tier 2, TMT Vertical (R-18604)

Dun & Bradstreet, Inc.

Job Overview

Location

Indiana, USA

Job Type

Full-time

Full Job Description

📋 Description

• Own and grow a strategic book of 25+ enterprise accounts in the Technology, Media & Telecommunications (TMT) vertical, acting as the single point of accountability for revenue retention, expansion and net-new logo acquisition.
• Serve as a trusted advisor to C-suite and VP-level stakeholders, translating complex business challenges into measurable value propositions powered by Dun & Bradstreet’s data, analytics and risk-management SaaS solutions.
• Drive the full sales cycle—from initial discovery and multi-threaded stakeholder mapping to solution design, commercial negotiation, legal contracting and executive approval—while orchestrating internal resources such as Solutions Consultants, Product Specialists, Legal, Pricing and Client Success.
• Deliver predictable quarterly and annual performance by maintaining a disciplined pipeline in Salesforce.com, forecasting within 10 % accuracy and exceeding a quota that is commission-eligible and tied to both ARR and TCV metrics.
• Expand wallet-share through strategic account planning that identifies whitespace, maps political power structures and aligns cross-sell/upsell motions to each client’s digital-transformation roadmap, M&A activity or risk-mitigation priorities.
• Protect and renew existing revenue streams by proactively leading business reviews, renewal negotiations and win-back campaigns in partnership with Client Success, ensuring NDR (net-dollar retention) above 110 %.
• Prospect into new divisions, subsidiaries and green-field accounts using a consultative, challenger-style approach that links external market intelligence to quantifiable ROI and cost-of-inaction scenarios.
• Travel up to 40 % for high-impact onsite meetings, executive briefings and industry events, representing Dun & Bradstreet as a thought leader on topics such as third-party risk, master data management and AI-driven commercial insight.
• Collaborate with Marketing to craft account-based campaigns, reference stories and executive events that accelerate pipeline velocity and deepen executive relationships within the TMT ecosystem.
• Continuously refine sales methodology mastery—MEDDICC, Command of the Message and Value Selling—while mentoring junior reps and sharing best practices across the broader Tier 2 sales community.
• Demonstrate an ownership mindset by identifying process gaps, piloting creative deal structures (multi-year ramp, usage-based pricing, channel partnerships) and championing client feedback loops that influence product roadmaps.

🎯 Requirements

• Bachelor’s degree and 8+ years of enterprise SaaS, consulting or services sales experience with a demonstrable track record of exceeding annual quotas.
• Proven success managing complex sales cycles ($250K–$2M+ ACV) involving multiple senior stakeholders and multi-product solutions.
• Expert-level proficiency with Salesforce.com, Excel, PowerPoint and Word; ability to build executive-level business cases and ROI models.
• Ability to travel up to 40 % for client and prospect meetings.
• Deep network or subject-matter expertise within the Technology, Media & Telecommunications vertical is strongly preferred.

🏖️ Benefits

• Generous PTO that increases with tenure, plus paid sick leave and up to 16 weeks of 100 % paid parental leave after one year.
• Competitive 401(k) with company match, medical, dental and vision coverage for you, spouse/partner and dependents.
• Education assistance, extensive training resources and discounted Wellhub memberships to support continuous growth.
• Do Good Program—paid volunteer days and donation matching to amplify your community impact.

Skills & Technologies

Remote

Degree Required

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Dun & Bradstreet, Inc.

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About Dun & Bradstreet, Inc.

Dun & Bradstreet is a global provider of commercial data, analytics and insights on businesses. The company maintains a database of more than 500 million corporate entities worldwide, offering credit reports, risk management tools, sales and marketing intelligence, supply chain data, and compliance solutions. Founded in 1841, it serves enterprises, financial institutions and governments seeking to assess business creditworthiness, identify opportunities and mitigate risk. Its offerings are delivered through cloud-based platforms and APIs, integrating with customer systems to support informed decision-making across finance, procurement and regulatory functions.

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