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Job Summary

Commercial AE’s are product experts who run the full sales cycle- from qualification and tailored discovery to demo, evaluation management, and driving the buying process through close, with minimal support. They own a portfolio, manage a high‑velocity pipeline, and balance transactional motions with increasingly strategic, multi-threaded engagements across stakeholders to deliver measurable business impact and predictable results.

Supervisory Responsibilities

None.

Duties/Responsibilities

Run full‑cycle sales, including discovery, ROI‑backed business cases, tailored demos, and orchestrated evaluations through close, consistently applying a consultative approach over feature selling.
Build and manage a diverse pipeline with clear creation and coverage targets; execute personalized outreach (e.g., Tier 1 strategies, effective sequences), follow up on inbound and partner-sourced leads, and align product releases to prospect interest to progress deals.
Develop and maintain territory/account plans with tiering, prioritized top accounts, and documented account maps; maintain org charts and stakeholder alignment to accelerate access to economic buyers.
Multi-thread proactively across marketing, finance, IT, and executive stakeholders; design and run workback/joint evaluation plans that incorporate all decision makers at the right times.
Quantify value by running ROI analyses based on discovery insights and benchmarks; articulate the business case clearly and tailor assets (decks, case studies) to each persona.
Collaborate cross‑functionally (BDRs, Solution Architects, Customer Success, Partnerships, Marketing/ABM, and leadership) with clear pre‑call prep, role clarity, and project‑managed work plans to advance opportunities.
Maintain pipeline rigor and forecasting hygiene in SFDC: accurate stages, dates, next steps, “why/why not,” forecast categories, and timely deal updates that roll up predictably to leadership.
Negotiate strategically using business value, pricing/packaging fluency, and trade‑based approaches; limit discounting to justified scenarios and time‑bound non‑standard offers with clear walk‑away points.
Manage time intentionally (prospecting blocks, customer meetings, CRM admin, enablement); drive continuous improvement through self‑development and Gong usage to raise deal quality and consistency.
Represent and operate in alignment with company values, reinforcing trust and long‑term partnership with prospects and customer
Perform other related duties as assigned.

Required Skills/Abilities

Excellent verbal and written communication; active listening; ability to present to larger internal and external groups with confidence and tailor tone and content to the audience.
Consultative selling with strong discovery; ability to translate business objectives into ROI‑justified use cases and demos tailored to discovery, not generic walkthroughs.
Analytical mindset; ability to calculate ROI, interpret funnel and forecast signals, and apply core e‑commerce/SMB metrics to build compelling business cases.
Proactive multi‑threading and executive engagement; persona‑specific messaging and sequencing to build consensus across stakeholders, including economic buyers and sponsors.
Strategic territory and account planning; tiering, top‑account prioritization, and competitive plays supported by account research and mapping.
Pipeline creation excellence; consistent outbound generation, coverage management, timely lead follow‑up, and orchestration of marketing/partner programs and events.