Sr. Sales Account Executive - Central

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Tracking Code U26-082

Job Location Discovery Business Center 15211 Laguna Canyon Road, Irvine, California, United States

Job Level Not Applicable

Category Sales and related

Position Type Full-Time/Regular

ABOUT THE ROLE

The Senior Sales Account Executive is an experienced sales professional who drives strategic enterprise-wide sales initiatives into their assigned account list and northeast territory across multiple industry verticals. This role encompasses account and territory planning, prospecting, qualifying, selling and closing new business with very large prospects and installed accounts. Senior Sales Account executives directly impact Tungsten Automation's success and growth, reflected in excellent income potential through proven solution selling methodologies and executive-level relationship management.

WHAT YOU'LL DO

Identify, qualify, orchestrate and close new business within assigned target accounts leveraging compelling return on investment that Tungsten Automation solutions provide

Work closely with Lead Generation, Inside Sales, and Sales Engineering teams to create and manage a strong pipeline in both existing customers and prospects

Effectively manage multiple concurrent sales cycles across diverse industry verticals and enterprise environments

Articulate the value of Tungsten Automation solutions to VP and C-level audiences aligned with strategic objectives and operational requirements

Establish and maintain strong, referenceable relationships with existing client base while expanding influence within target organizations

Qualify and forecast deals accurately and consistently using proven sales methodologies and CRM best practices

Develop and execute field marketing activities to drive pipeline growth and accelerate opportunity development

Grow and maintain a deep network of contacts across all business lines within each target account (minimum 40 contact points per organization)

Collaborate with internal teams for effective prospecting and qualification, creating a pipeline of no less than 4X of target

Leverage Tungsten Automation's partners opportunistically for joint prospecting, qualification, calls or visits according to Enterprise account mapping plans

Execute direct selling motion while strategically utilizing partner ecosystem to enhance access and influence within target accounts

Maintain clean and up-to-date CRM records in accordance with management guidelines and perform regular housekeeping activities

Navigate long sales cycles and position seven-figure opportunities through effective negotiations and deal management

Develop, manage and execute comprehensive sales plans focused on achieving revenue goals consistently on quarterly and annual basis

Conduct C-level discussions with technical, business, and financial influencers while understanding underlying operational objectives

Utilizes AI-enabled tools (e.g., chatbots, document automation, analytics assistants) to improve efficiency, accuracy, and streamline routine tasks while following company AI governance and data privacy standards

ABOUT OUR PLATFORM

Tungsten Automation s Intelligent Automation software platform helps government agencies transform information-intensive business processes, reduce manual work and errors, minimize costs, and improve citizen engagement. We combine Generative AI, Knowledge Management, Intelligent Document Processing , P rocess O rchestration, mobility and engagement, and analytics to ease implementations and deliver dramatic results that mitigate compliance risk and increase efficiency —particularly crucial for government organizations facing complex regulatory requirements.

While the job description describes what is anticipated as the requirements of the position, the job requirements are subject to change based upon any changing needs and requirements of the business.

Required Experience

WHAT YOU NEED TO SUCCEED

5-8 years of successful sales experience selling enterprise software and service solutions including Cloud and SaaS solutions to high-level executives within Global 2000 accounts

Established relationships with large enterprise accounts and demonstrated track record of multi-year success consistently exceeding individual quarterly and annual quotas

Proven success positioning and selling solutions aligned with customers' strategic objectives with recognition of underlying operational objectives and requirements

Successful direct and channel selling experience with RPA, cognitive capture, process orchestration, mobility and engagement, and analytics solutions strongly preferred

Excellent communication and technical presentation skills with ability to conduct executive-level discussions and boardroom presentations

Strong intellectual capabilities, high enthusiasm, integrity, and passion for providing solutions to world-class customers

Ability to consistently close deals through effective negotiations and deal management in complex enterprise environments

Outstanding business development expertise with organizational and qualification skills to prioritize effectively across multiple opportunities

Strategic sales training background with solution selling and process-oriented sales approach experience

Collaborative hunter personality combined with boardroom presence and executive presentation skills

Strong work ethic with ability to manage and navigate long sales cycles while growing and positioning seven-figure opportunities

Commitment to long-term success with entrepreneurial mindset and winning attitude

Embraces continuous growth and self-improvement through learning opportunities in dynamic technology environment

Team-oriented approach with ability to work effectively across cross-functional teams and partner ecosystems

BS/BA degree or equivalent required (MBA preferred)

Experience across multi