Senior Account Executive, Vertical Accounts at A16Z GAMES in Seattle, WA (Remote)

Job description

• Mixpanel is building a vertical go-to-market motion — organizing enterprise sales by industry so we can sell in the buyer's language, with their use cases, and with proof from companies they recognize. This team is distinct from Mixpanel's Named Account team, which owns renewals and growth on the existing customer base; this team's mandate is net-new enterprise logos and expansion within a vertical.
• We're hiring a Senior Account Executive, Verticalized Sales to own growth within an industry vertical across North American markets. You'll drive net-new enterprise pipeline and expansion within your vertical, running full-cycle enterprise deals from first meeting to close. Beyond your own territory, you'll build deep vertical expertise and put it to use — shaping the discovery questions, messaging, and competitive positioning your peers rely on, and feeding what you learn in the field back into the team's playbooks. This role suits someone who's comfortable building in ambiguity, since the vertical model is still maturing and the playbooks are being built in real time.

Responsibilities

• Drive net-new enterprise pipeline within your assigned vertical(s) — sourcing, qualifying, and closing new Mixpanel customers, as well as new business units and subsidiaries within existing customers
• Drive expansion alongside Renewal Managers on renewal growth and Customer Value Managers on upsell opportunities in current business units or new subsidiaries
• Run a full-cycle enterprise sales process from first meeting to close, applying MEDDPICC (or Mixpanel's chosen methodology) to qualify and manage every deal
• Forecast accurately and surface risk early, to your manager and in the CRM
• Learn the language, buyer personas, and common use cases of your vertical, and apply industry-specific discovery questions, messaging, and competitive positioning
• Shape and refine your vertical's playbooks — messaging, discovery questions, competitive intel, and deal patterns — so what you learn in the field becomes repeatable for the wider team
• Ask credible technical discovery questions about a prospect's data, analytics maturity, and existing tooling
• Partner closely with Sales Engineering on demos and technical validation tailored to your vertical's use cases
• Keep SFDC pipeline and forecast data current and accurate
• Partner with Marketing and Product Marketing to pressure-test vertical messaging and campaigns against what you're seeing in the field
• Provide your manager the signal — deal volume, win rates, competitive patterns — needed to make the case for a vertical graduating to a dedicated coverage model
• Partner with Enablement on vertical fluency training and onboarding for the wider team as the vertical matures

Requirements

• A strong track record of full-cycle sales success, from net-new acquisition to customer expansion, across SMB to enterprise SaaS
• Experience selling into a specific industry vertical, or a demonstrated ability to build vertical fluency quickly
• Comfort operating in ambiguity, building processes and playbooks in real time rather than inheriting them
• Strong discovery and qualification skills; experience with MEDDPICC or a similar methodology
• Experience with analytics, data, or technical products, with the ability to run credible technical discovery and hold your own with technical buyers
• Direct, clear communication that builds trust with both business and technical stakeholders
• A track record of turning field learnings into repeatable playbooks that help the wider team
• Experience partnering closely with Sales Engineering on technical validation and demos
• A track record of shaping go-to-market strategy or influencing how a team sells into a market
• Experience mentoring or informally developing peers on a sales team
• Familiarity with SFDC and forecasting tools at an advanced level

Skills

Required

• Full-cycle sales
• Net-new acquisition
• Customer expansion
• SMB to enterprise SaaS sales
• Operating in ambiguity
• Building processes and playbooks
• Discovery and qualification
• MEDDPICC or similar methodology
• Analytics, data, or technical products
• Technical discovery
• Communication
• Building trust with stakeholders

Preferred

• Partnering with Sales Engineering
• Technical validation and demos
• Shaping go-to-market strategy
• Influencing team sales approach
• Mentoring or developing peers

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*