Senior Account Executive, Select Accounts at A16Z GAMES in Los Angeles, US (Remote)

Job description

• Our Select Accounts team owns Mixpanel's most strategic accounts. We're a small group of experienced enterprise sellers who run the full motion: protect the base, expand within it, and open net new logos from a defined target list. We don't split farmers and hunters here — everyone does both, and everyone is measured the same way: deep account relationships, disciplined pipeline, and quarter-over-quarter growth in their book.
• You'll own a book of named enterprise accounts — existing Mixpanel customers — alongside a focused list of net new target logos, running renewal, expansion, and new logo motions in parallel. This role leads complex, multi-stakeholder deals independently and is trusted to make judgment calls on pursuit strategy, deal structure, and prioritization across a full territory. You'll anticipate risk before it surfaces, bring a clear point of view to your account plans, and partner closely with Solutions Engineering, Customer Success, and Product to move deals forward. In your first 90 days, you'll build a territory plan covering your full account list, map the key relationships and growth opportunities in each account, and present your go-forward strategy to leadership.

Responsibilities

• Build and execute account plans that connect Mixpanel's capabilities to each customer's business priorities
• Develop multi-threaded relationships from the practitioner level through the C-suite, creating durable champions at every layer
• Run regular business reviews that show what's working and surface the next growth opportunity
• Forecast accurately and keep pipeline clean in Salesforce — no sandbags, no surprises
• Identify and close expansion opportunities within your book — new teams, new products, upgraded tiers
• Prospect and close net new logos from your named target list alongside your existing account motion
• Run a disciplined sales process using MEDDPICC; qualify hard and close on time
• Partner with Solutions Engineers on product demonstrations and proofs of concept that accelerate deals
• Build pipeline across all four sourcing channels: self-generated outbound, BDR, channel partners, and inbound
• Collaborate with Customer Success to make sure customers realize value after the sale
• Bring customer and market signals back to Product — you're closest to the problem
• Contribute to team playbooks and share what's working to help raise the floor for the team

Requirements

• A track record of owning enterprise SaaS accounts across renewal, expansion, and net new motions
• Closed six- and seven-figure deals with sales cycles of 6-12 months
• Built relationships at the VP and C-suite level, not just with day-to-day users
• Used MEDDPICC to qualify and run deals, not just fill out a field
• Led complex, cross-functional deals independently, anticipating risk and adjusting the plan before it becomes a problem
• Clear written and verbal communication that makes a complex product story land for any audience
• A self-directed, coachable approach — you look for a better way to run your territory and share what works with the team
• Comfort operating with ambiguity — building your own account strategy rather than following a fixed script
• Willingness to travel up to 25% for on-site customer meetings, QBRs, and field events
• Experience selling analytics, data, or other technical products
• Experience selling to product, engineering, or data teams
• A history of building or improving team playbooks and processes
• Familiarity with land-and-expand motions in a product-led or PLG-adjacent business

Skills

Required

• Enterprise SaaS sales
• Account planning
• MEDDPICC sales methodology
• Complex deal leadership
• Clear written and verbal communication
• Self-directed and coachable
• Comfort with ambiguity
• Willingness to travel up to 25%

Benefits

• Comprehensive Medical, Vision, and Dental Care
• Mental Wellness Benefit
• Generous Vacation Policy & Additional Company Holidays
• Enhanced Parental Leave
• Volunteer Time Off
• Additional US Benefits: Pre-Tax Benefits including 401(K), Wellness Benefit, Holiday Break
• *please note that benefits and perks for contract positions will vary*
• The amount listed below is the total target cash compensation (TTCC) and includes base compensation and variable compensation in the form of either a company bonus or commissions. Variable compensation type is determined by your role and level. In addition to the cash compensation provided, this position is also eligible for equity consideration and other benefits including medical, vision, and dental insurance coverage. You can view our benefits offerings here.
• Our salary ranges are determined by role and level and are benchmarked to the SF Bay Area Technology data cut released by Radford, a global compensation database. The range displayed represents the minimum and maximum TTCC for new hire salaries for the position across all of our US locations. To stay on top of market conditions, we refresh our salary ranges twice a year so these ranges may change in the future. Within the range, individual pay is determined by experience, job-related skills, qualifications, and other factors. If you have questions about the specific range, your recruiter can share this information.
• Mixpanel Compensation Range
• $268,000 - $362,500 USD