Enterprise Account Executive

Sumo Logic is seeking a seasoned, strategic Enterprise Account Executive in Chicago to drive growth within existing accounts and hunt for net new logo accounts. This role involves owning customer relationships, expanding use cases, and ensuring customer success. The ideal candidate will have 7+ years of IT sales experience, a strong sales methodology, and excellent communication skills to evangelize business value.

Must Have

• Land and expand new logo accounts
• Drive incremental ARR growth within existing accounts
• Expand existing use cases and introduce new use cases to current buying centers
• Measure and quantify business value of use cases
• Responsible for the full sales cycle of new, incremental and renewal business
• Exude operational efficiency and forecast accuracy
• Up to 50% in-market travel to establish relationships
• Provide timely and insightful input to engineering, product management and marketing
• Minimum 7+ years of total IT sales experience and 5+ years consistent quota over achievement selling software to enterprise-level customers
• Excellent verbal and written communication skills
• High activity to thrive in a fast-paced, high-growth environment
• Must be a team player and a life-long learner

Good to Have

• Experience selling on-demand/SaaS Security or IT Infrastructure Management solutions to technical and business audiences
• Good Sales DNA and methodology such as MEDDPICC

Perks & Benefits

• Bonus or commission plans
• Benefits offerings
• Equity awards

Sumo Logic addresses both security and observability use cases all while riding on a world class logging, SIEM, and security analytics cloud native platform. Combined with a newly installed executive sales and operations team, the time is now for overachievement and we’re looking for the next thinkers, doers and challengers to join us. This position calls for a seasoned, strategic Account Executive in our enterprise sales segment which is responsible for driving growth within a subset of some existing accounts and hunting for net new logo accounts. Once you land accounts you will focus on expansion. You are the tip of the spear, face of the company, owning the relationship and responsibility of our customers’ success.

Responsibilities

• Land and expand new logo accounts. Treat existing customer base like new logos to drive incremental ARR growth within the account. Expand existing use cases and introduce new use cases to current buying centers.
• Measure and quantify the business value of our existing use cases and evangelize aggressively to new buying centers within each customer.
• Responsible for the full sales cycle of new, incremental and renewal business within the territory.
• Exude operational efficiency and forecast accuracy to run a best-in-class business.
• Up to 50% in-market travel to establish relationships. Be able to cultivate and grow relationships into referenceable champions.
• Provide timely and insightful input back to other corporate functions, particularly engineering, product management and marketing.

Required Qualifications and Skills

• Minimum 7+ years of total IT sales experience and 5+ years consistent quota over achievement selling software to enterprise-level customers.
• Ideally, you will have sold an on-demand/SaaS Security or IT Infrastructure Management solution to a technical and business audience (IT Heads / DevOps / Security Operations, etc)
• Excellent verbal and written communication skills. We need storytellers and those that can simplify the complex for economic buyers and executives.
• Good Sales DNA and methodology such as MEDDPICC is highly desired.
• High activity with a fast motor to thrive in a fast-paced, high-growth, rapidly evolving technical environment.
• Must be a team player and a life-long learner. You must be curious to know the ‘why’.