Job Title:
Enterprise Sales Executive
Department:
Sales/Business Development
Job Level:
L5
FLSA:
Exempt
Job Summary:
The Enterprise Account Executive is a strategic, high-impact sales role focused on driving growth across enterprise accounts with complex sales cycles and multi-stakeholder environments. This individual is responsible for managing the entire sales process—from discovery to proposal, pilot planning, and post-deployment—with a focus on deals involving 20+ robots. The ideal candidate brings a consultative sales approach and industry knowledge to position Bear Robotics’ flagship product, Servi Plus, as a transformative solution in hospitality and commercial settings.The Enterprise AE will act as the primary point of contact for strategic accounts and will work closely with internal teams, including Legal, Finance, Technical Account Managers (TAMs), Product Managers, and Engineers, to structure and execute high-value deals.
This role is remote and reports directly to the Head of US Sales.
Key Duties/Responsibilities:
- Manage full sales cycle for enterprise accounts, focusing on deals with 20+ robot potential.
- Initiate and lead strategic sales discussions with executive-level stakeholders across hospitality and general commercial sectors.
- Leverage operational and industry knowledge to provide a consultative, value-based sales approach.
- Develop and maintain a pipeline with 3x quarterly quota coverage.
- Deliver compelling presentations and demos via Zoom or Google Meet; lead in-person meetings as required.
- Introduce and collaborate with TAMs early in the sales cycle to align pilot structure, success metrics, and customer expectations.
- Build detailed business cases during pilots to secure additional internal and external resources.
- Negotiate terms, pricing, and deployment structure with legal and finance support to align with enterprise needs.
- Drive deals from discovery to pilot to deployment, maintaining corporate-level ownership post-sale.
- Collaborate cross-functionally to architect deals that set standards for MSAs, pricing frameworks, and expansion plans.
Success Metrics & KPIs
- Deal Volume: Close 6–10 enterprise deals within the first 12 months.
- Deal Size: Focus on opportunities with 20+ robots per deal.
- Revenue Target: $1.26M–$2.1M in total contract value (TCV) based on RaaS pricing.
- Pipeline Health: Maintain 3x quota in active pipeline at all times.
- Cycle Management: Successfully manage 7–12 concurrent enterprise opportunities.
- Pilot Execution: Initiate at least 3 pilots with new enterprise customers.
- Forecast Accuracy: Maintain up-to-date Salesforce hygiene and deal stage visibility.
Supervisory Responsibilities:
Required Skills/Abilities/Qualifications:
- 12 + years of progressive experience in enterprise sales, account management, or a related field within the robotics or technology industry, with a proven track record of success at a senior level.
- Advanced proficiency in understanding and explaining complex technical concepts.
- Strong presentation and communication skills with the ability to convey technical concepts to diverse audiences.
Preferred Skills/Abilities/Qualifications:
- Enterprise Sales Expertise: Experienced with long sales cycles, executive conversations, and multi-site deals.
- Hospitality & Commercial Knowledge: Familiarity with operations in restaurants, hotels, casinos, senior living, healthcare, industrial, and retail environments.
- Strategic Deal Structuring: Skilled at coordinating legal, finance, and cross-functional stakeholders to build robust deal frameworks.
- Consultative & Analytical: Ability to build ROI-driven business cases using data, trials, and success metrics.
- Stakeholder Management: Comfortable navigating complex org charts and building consensus among distributed decision-makers.
- Self-Starter: Capable of building new processes, outbound strategies, and enterprise pipeline with minimal initial BDR support.
- Organized & Detail-Oriented: Effective at managing concurrent priorities while tracking pipeline metrics accurately.
Education/Experience:
- Bachelor’s degree in Business, Sales, Marketing, or a related field. Advanced degrees or certifications are a plus.
Physical Requirements:
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Prolonged periods of sitting/standing at a desk and working on a computer. The employee routinely is required to sit; stand, walk; talk and hear; use hands to keyboard
- Specific vision abilities required by this job include close vision, color vision, peripheral vision, depth perception, and ability to adjust focus.
- Ability to lift 20 lbs.
The pay range for this position is $80k - $140k base salary + commission. Pay is dependent on the applicant's relevant experience and location.
Bear Robotics, Inc. is proud to be an Equal Opportunity Employer. We do not discriminate on the basis of race, color, ancestry, national origin, religion or religious creed, mental or physical disability, medical condition, genetic information, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity, gender expression, age, marital status, military or veteran status, citizenship, or other characteristics protected by state or federal law or local ordinance.
