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Enterprise Account Executive

Opal Labs, Inc.

Job Overview

Location

Remote

Job Type

Full-time

Full Job Description

📋 Description

• Are you a seasoned sales professional with a passion for revolutionizing enterprise software and a proven ability to drive significant revenue growth? Opal, a trailblazer in the next generation of access management, is seeking a highly motivated and results-oriented Enterprise Account Executive to join our dynamic team. At Opal, we are tackling a long-standing, complex challenge in enterprise software – access management – and transforming it into an automated, intelligent, and user-friendly experience. Our innovative product seamlessly blends consumer-grade simplicity with the robust scale, reliability, and security demanded by enterprise clients. As an Enterprise Account Executive, you will be at the forefront of this transformation, playing a pivotal role in defining and executing sales strategies that not only meet but significantly exceed your assigned quota.
• Your primary responsibility will be to manage the entire sales cycle, from initial prospecting and lead qualification to expertly guiding prospects through Proofs of Value (POVs) and ultimately closing lucrative deals. This involves a deep understanding of our product's value proposition and its ability to solve critical access management challenges for large organizations. You will be expected to develop and nurture a robust pipeline of new business opportunities, consistently identifying and engaging with key stakeholders within target accounts.
• Collaboration is key to success at Opal. You will work hand-in-hand with your Customer Success Manager (CSM) and Sales Engineering (SE) counterparts. Together, you will forge strong, trusted partnerships with our clients, ensuring they continuously derive maximum value from Opal. This collaborative effort extends to proactively identifying upsell and cross-sell opportunities within existing accounts, thereby fostering long-term customer loyalty and driving expansion revenue. Furthermore, you will be instrumental in ensuring timely and successful renewals, solidifying Opal's position as an indispensable partner for our customers.
• To excel in this role, you must possess a keen interest in and a commitment to acquiring and maintaining a deep understanding of the access management industry. This includes staying abreast of the latest trends, emerging technologies, and the competitive landscape. Your insights will be invaluable as you collaborate with our Go-To-Market (GTM) team to refine sales best practices, share key learnings about industry dynamics, and contribute to the evolution of our messaging and sales assets. This collaborative feedback loop is crucial for optimizing our pipeline generation and management efforts.
• As a vital voice for our customers and prospects, you will serve as a conduit between the market and our internal teams. You will actively share feedback and insights with Sales Engineering, Product, and Marketing teams, ensuring that customer needs and market demands are appropriately prioritized in our product development and strategic planning. This ensures that Opal remains at the cutting edge of innovation and continues to deliver solutions that truly resonate with the enterprise market.
• Meticulous record-keeping and data integrity are paramount. You will be responsible for diligently documenting your sales activities, results, and maintaining accurate, up-to-date data across all our sales systems, including our CRM. This ensures transparency, facilitates effective forecasting, and supports data-driven decision-making across the organization.
• This role is ideal for a self-starter who thrives in a fast-paced, competitive environment and possesses a strong entrepreneurial spirit. You should be comfortable navigating ambiguity and driving initiatives independently, while also being a highly collaborative team player. Your ability to think critically, solve complex problems, and adapt quickly to evolving market conditions will be essential for success. We are looking for individuals who are not just looking for a job, but are eager to build something impactful and contribute to the growth of a category-defining company.

🎯 Requirements

• Minimum of 5 years of quota-carrying field sales experience in a fast-paced and competitive market, with a proven track record of landing net new logos and consistently meeting or exceeding sales quotas.
• Experience selling complex enterprise software, with a strong preference for backgrounds in security, infrastructure management, or identity and access management solutions.
• Demonstrated strong executive presence, exceptional listening skills, and a proven ability to effectively sell into the C-suite and engage with senior-level decision-makers.
• A curious, highly driven, and self-starting attitude, ideally with prior experience in a startup environment, demonstrating adaptability and a proactive approach to problem-solving.

🏖️ Benefits

• Competitive Salary and Early Employee Equity: Receive a competitive base salary and the opportunity to own a piece of Opal's future success through early employee equity.
• Top-Tier Health Coverage: Comprehensive Medical, Vision, and Dental insurance plans to ensure your well-being.
• All-Expenses-Paid Company and Team Bonding Trips: Participate in exciting company and team events throughout the year, fully covered by Opal, fostering strong camaraderie and a positive work culture.
• Daily Lunch & Coffee Allowance: Enjoy a daily allowance to cover your lunch and coffee expenses, making your workday more comfortable and enjoyable.
• Unlimited Paid Time Off (PTO) and 11 Company Holidays: Benefit from a flexible unlimited PTO policy and generous paid holidays to maintain a healthy work-life balance.
• One Medical Membership: Access to a premium primary care provider for convenient and high-quality healthcare services.
• 401k Plan: A retirement savings plan to help you plan for your future financial security.
• Pre-Tax Commuter Benefits: Convenient pre-tax benefits to help offset your commuting costs.

Skills & Technologies

Remote

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Opal Labs, Inc.

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About Opal Labs, Inc.

Opal is a health benefits administration platform designed to streamline the process for employers and insurance brokers. It offers a unified platform for managing health insurance plans, dental, vision, and other voluntary benefits. Opal aims to simplify complex benefit administration tasks, providing tools for enrollment, eligibility management, and carrier connections. The platform focuses on transparency and efficiency, helping companies control costs and improve the employee experience by making benefits easier to understand and access. It serves as a central hub for all benefit-related information and operations, reducing administrative burden and enhancing decision-making for HR departments and brokers.

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