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Senior Account Executive at Harper. . Location: Remote. Harper is a high-performance distributed application platform. It combines a database, in-memory cache, and real-time message broker to allow users to create enterprise-grade solutions with fewer moving parts, fewer lines of code, and a superior developer experience.. Job Description:. . Harper is seeking a dynamic and accomplished Senior Account Executive to pioneer enterprise relationships and build transformational sales pipeline from the ground up. You'll have the opportunity to sell Harper's proven, cutting-edge distributed data platform—a solution that has already demonstrated significant value and ROI for leading enterprise companies. This high-impact role is ideal for a top-performing sales professional with a proven ability to develop greenfield territories, cultivate relationships with net-new enterprise prospects, and systematically build sustainable revenue streams.. .  . . As a key member of our sales team reporting directly to the VP of Sales, you will operate as a relationship architect and territory pioneer, identifying untapped enterprise opportunities and establishing Harper as the preferred partner for distributed data platform solutions. With a proven product that has already delivered measurable business value to Fortune 1000 companies, you'll leverage your prospecting expertise and relationship-building acumen to create meaningful connections with CTOs, CIOs, ecommerce executives, digital sales leaders, and engineering leadership, transforming cold markets into thriving sales territories.. .  . . The ideal candidate is a proven pipeline builder and enterprise relationship cultivator—someone who excels at establishing trust with senior executives, systematically developing opportunities from initial outreach through close, and creating lasting partnerships that drive long-term growth.. .  . . Responsibilities:. . Pipeline Development & Territory Building:. . . Build enterprise sales pipeline from scratch by identifying, qualifying, and developing high-value prospects across assigned territories and key verticals. . Execute systematic prospecting strategies to establish relationships with net-new Fortune 1000 accounts and create sustainable revenue streams. . Develop and maintain a robust pipeline of enterprise opportunities through strategic outbound prospecting, executive networking, and market development activities. . . Enterprise Relationship Cultivation:. . . Establish and nurture C-level relationships with CTOs, CIOs, ecommerce executives, digital sales leaders, and senior IT decision-makers, building trust and credibility from first contact through long-term partnership. . Create executive-level presence and mindshare within target accounts, positioning yourself as a trusted advisor and strategic partner. . Develop multi-threaded relationships across complex organizational structures, ensuring broad stakeholder alignment and deal progression. . . Strategic Account Development:. . . Research and map organizational structures, technology landscapes, and business priorities to identify and create compelling use cases for Harper solutions. . Architect comprehensive account penetration strategies, moving from initial relationship establishment to multi-year, multi-million-dollar partnership opportunities. . Transform early-stage relationships into strategic partnerships by aligning Harper's capabilities with customer digital transformation initiatives. . . Sales Execution & Deal Management:. . . Own the full enterprise sales lifecycle from initial prospecting through contract signature, including complex deal structuring and executive negotiations. . Perform deep discovery and needs analysis to create customized, value-based proposals that resonate with technical and business stakeholders. . Collaborate cross-functionally with executive leadership, product, engineering, and marketing to optimize account development and deal progression. . . Forecasting & Strategic Insights:. . . Provide accurate pipeline forecasting and territory planning, demonstrating clear visibility into relationship development and deal progression. . Contribute market insights and competitive intelligence gathered through relationship development to inform product strategy and go-to-market optimization. . .  . . Qualifications:. . . 8+ years of enterprise sales experience in infrastructure, developer platforms, or data-centric technologies with demonstrated success building pipeline from scratch in greenfield territories and closing 6-8 figure deals. . Proven track record of establishing enterprise relationships from initial outreach, with demonstrated ability to gain access to and influence C-suite stakeholders including technology, ecommerce, and digital sales leadership. . Experience developing and executing territory plans that systematically build pipeline through strategic prospecting and relationship development. . Demonstrated success navigating complex, multi-stakeholder sales cycles with enterprise customers, particularly in net-new account development, with a track record of closing high-value deals in the $100k-$10M range. . Strategic mindset with exceptional business acumen, capable of articulating ROI, TCO, and technical differentiators to establish credibility with senior executives. . Fluency in cloud, database, CDN, and edge computing concepts, with ability to establish technical credibility during initial relationship-building conversations. . Expert-level proficiency in CRM and sales enablement platforms, with disciplined pipeline development and forecasting accuracy. . Highly self-directed and entrepreneurial, with demonstrated ability to thrive in ambiguous environments and build something from nothing. . .  . . Bonus Qualifications:. . . Previous Sales Methodology training focused on enterprise relationship building (e.g. MEDDIC, SPIN, Challenger Sales). . Experience building sales territories in emerging technology categories or high-growth companies. . Track record of developing executive champions and navigating complex procurement processes in Fortune 1000 environments. . .  . . Interview Process. . . 1st Stage, Initial Screening:. 30-minute get-to-know-you Zoom interview with the Head of People Operations.. . 2nd Stage, Hiring Manager Interview: . 60-minute Zoom interview with our VP of Sales. . . 3rd Stage, Sales Peer Discussion:. 60-minute Zoom interview with a current Solution Architect or Senior Sales Member at Harper.. . 4th Stage, Sales Challenge:. Please note that not all candidates will move forward to the fourth stage. Candidates who do not move forward will receive feedback on their code challenge solution. . . 4th Stage, Presentation: . Present sales challenge to a panel of peers, discuss your solution, and answer additional questions (60-90 minute Zoom session).. . . . 5th Stage, Executive Interview:. 30-minute get-to-know-you Zoom conversation with Harper co-founders.. . .  . . Compensation: . $270,000+ including base salary and on target incentive pay. .  . Why Join Us:. . . Opportunity to be part of a high-growth startup with a collaborative and supportive team culture.. . Flexible work environment with remote work options and a focus on work-life balance.. . Competitive compensation package including base salary, commission, and benefits.. . Room for career advancement and professional development opportunities.. . .  . . If you are a motivated self-starter who thrives in a fast-paced environment and shares our values of transparency, authenticity, and empowerment, we want to hear from you!