Enterprise Account Executive

Paradigm offers an AI-driven workplace culture platform that integrates intelligence, analytics, and expert insights to help companies build inclusive, high-performance cultures where everyone can do their best work and thrive. We help our clients design representative teams, fair talent systems and processes, and inclusive cultures that boost engagement, performance, and retention. Since our founding in 2014, we have delivered impactful solutions to thousands of organizations, from fast-growing startups to Fortune 100 companies.

Our commitment to diversity and inclusion: We deeply understand the value of bringing together a team with different identities, perspectives, educational backgrounds, and life experiences. We help our customers build representative teams, and we prioritize diversity within our own teams as well. We encourage people from underrepresented backgrounds to apply.

Details, compensation, perks, & benefits: This is a fully remote, full-time position. At Paradigm, we want to build an environment where everyone can bring their best self to work while maintaining a healthy relationship with themselves, their families, and their communities. Learn more about some of the perks of working @ Paradigm as well as our employee benefits. The compensation range for this Enterprise Account Executive role is: $200,000 - $280,000 OTE (base + variable; depends on experience). Compensation includes uncapped earning potential plus equity options.

WHO WE’RE HIRING

We offer customers two software platforms as well as a range of consulting services to support their work in building healthy cultures. Paradigm Reach is an eLearning platform that enables organizations to deliver effective, sustainable, and impactful training, and Paradigm Blueprint is an AI-powered strategy platform that helps organizations build, benchmark, and manage their culture and inclusion programs. We’re looking for an Enterprise Account Executive to bring on new customers and expand our work with existing customers, with a primary focus on enterprise organizations. 

WHAT YOU’LL DO

What you can expect in an Enterprise Account Executive role at Paradigm:

• Own the full-cycle sales process for Paradigm’s products and services. Target Fortune 1000 and Enterprise customers by identifying, prospecting, and qualifying opportunities through outbounding, leading sales calls, facilitating product demonstrations, crafting custom proposals, negotiating contract terms, and closing deals.
• Outbounding. Create and implement a methodology to prospect and build pipeline on your own. Drive outbound sales efforts by identifying, contacting, and engaging with potential customers through cold calling, emailing, and networking.
• Account Expansion. In partnership with our internal Subject Matter Experts and Operations teams; own the renewal process through customer satisfaction, expansion, and retention to ensure territory success. Regularly review account health and identify upsell opportunities to increase overall account value.
• Territory Management & Account Management. Own all aspects of territory management to include segmenting accounts, developing account plans, and creating prospecting strategies (calls, emails, etc.). Build, maintain, and own account maps for your territory that includes both existing partners and aspirational contacts to expand the customer relationship.
• Develop a deep understanding of our products and services to deliver a compelling value proposition for prospective and existing clients.
• Use tools such as Salesforce, Box, and Chili Piper to maintain client data and relationships, ensuring an integrated sales approach.

ABOUT YOU

• Commitment to inclusive organizations. You’re passionate about applying your skills to build healthier and more inclusive organizations. You’re interested in engaging with customers and prospects in discussions about organizational culture, engagement, and inclusion, and ideally have relevant personal or professional experience with inclusion-related initiatives (e.g., selling into relevant functions, participating in an ERG, volunteer work in underserved communities, etc). 
• Work Experience. You have at least 4 years of full-cycle sales experience, and experience selling SaaS. 
• This includes identifying, prospecting, and qualifying new large enterprise-level business and upsell opportunities, and closing sales deals.
• You also have experience selling into customers in HR, Talent, Learning & Development, or similar functions.  
• Sales Quotas. You consistently meet revenue targets & have experience selling complex deals.
• Outbounding Skills: You proactively identify and pursue new opportunities, leveraging skilled outreach and targeted outbound strategies to drive new business.
• Technology and CRM. You have extensive experience with Salesforce CRM and PowerPoint, and you’re familiar with (or open to learning) Box, Google Suite, and Chili Piper.
• Communication and Collaboration. You’re a clear communicator who can put together thoughtful written proposals that bring the value of a product to life. You can build processes and playbooks from scratch.You’re also an eager collaborator and partner effectively with internal and external stakeholders, proactively working toward opportunities for mutual benefit.
• Growth Mindset. You thrive in fast-moving, ambiguous environments and can quickly diagnose challenges, develop practical solutions, and turn uncertainty into opportunity. You demonstrate resourcefulness when faced with challenges that defy easy solutions, and you continually seek out opportunities to expand your impact.

Sound like you?

We’d love to meet you.

If you need an accommodation to participate in our interview process, please let us know.