Enterprise Account Executive

About Pantheon

Pantheon Web Ops Platform powers the open web, running more than 300,000 sites in the cloud for customers including Google, Princeton, Salesloft and Doctors Without Borders. Every day, thousands of developers and marketers create, iterate, and scale Word Press and Drupal sites to reach billions of people globally. Pantheon's multitenant, container‑based platform enables organizations to manage all of their websites from a single dashboard.

Organizations including Clorox and the United Nations drive results through accelerated development and real‑time publishing using Pantheon's collaborative workflows.

We’re hiring an Enterprise Account Executive to join our US – West Coast team and drive net new revenue within our most strategic accounts. You’ll be responsible for the full enterprise sales cycle: from prospecting into large‑scale target accounts to running complex discovery, building executive champions, and closing high‑impact deals.

This is a hunter role designed for a seasoned sales professional who thrives on outbound motion and excels at navigating the complexities of large enterprise organizations.

• Strategic Impact: You will be driving revenue in a key growth territory, helping to refine our enterprise sales playbooks and scale our presence in the Eastern US market.
• Untapped Potential: While we have a leading position in North America, the enterprise segment in the East remains a high‑potential area with many recognizable logos and significant white space.
• Proven Stability & Growth: With $100M+ in ARR, profitability, and a strong balance sheet, we offer the product maturity and resources of an established leader with the agility of a high‑growth company.

• Entrepreneurial Spirit: Someone who enjoys solving challenges and is comfortable helping to create and refine processes.
• Team Player: A team‑first attitude with no ego and a positive, growth‑oriented mentality.
• Enterprise
  
  Experience:
  
  Proven B2B SaaS sales experience, specifically closing complex enterprise deals often exceeding $100k+ in ACV.
• Outbound Excellence: A proven outbound seller capable of building a robust pipeline from scratch through systematic prospecting.
• Value‑Based Selling: Strong at leading technical discovery and building comprehensive business cases, including ROI calculators and "before/after" workflow analysis.
• Sales Rigor: Fluent in MEDDIC, SPICED, or Command of the Message (or similar enterprise sales methodologies).
• Communication & Presence: Exceptional storytelling and communication skills, both written and verbal, with the ability to engage C‑level stakeholders.
• Willingness to Travel: Enjoys meeting face‑to‑face with prospects and partners; able to travel approximately 20‑30% of the time.

• Full Cycle Ownership: Own the entire sales cycle from initial outbound prospecting to "Closed Won."
• Territory Management: Treat your territory like a business—segment accounts, prioritize high‑potential enterprise targets, and build focused plans for long‑term market coverage.
• Quota Achievement: Consistently deliver against quarterly and annual revenue targets.
• Persona Alignment: Conduct deep discovery and value‑selling tailored to Developer, Marketing, and IT personas.
• Multithreaded Deal Management: Navigate complex deals involving stakeholders from Digital, IT, and Marketing to Procurement, Security, and external Partners.
• Cross‑Functional
  
  Collaboration:
  
  Partner with Sales Development, Marketing, Solutions Engineering, and Customer Success to ensure a high‑impact buyer journey.
• Forecasting: Maintain an accurate forecast using MEDDIC or a similar sales methodology.
• Partner & Channel Execution: Build and execute a localized partner strategy within the East region. Actively collaborate with Referral Partners, VARs, and Cloud Computing Service Providers (GCP) to co‑sell, drive warm introductions, and leverage the partner ecosystem to accelerate deal velocity and expand reach into key enterprise accounts.

We have all the usual perks and benefits but what we can really offer you is a fantastic work environment powered by an amazing team.

• Industry…