Senior Account Executive

Job Description:

Harper is seeking a dynamic and accomplished Senior Account Executive to pioneer enterprise relationships and build transformational sales pipeline from the ground up. You'll have the opportunity to sell Harper's proven, cutting-edge distributed data platform—a solution that has already demonstrated significant value and ROI for leading enterprise companies. This high-impact role is ideal for a top-performing sales professional with a proven ability to develop greenfield territories, cultivate relationships with net-new enterprise prospects, and systematically build sustainable revenue streams.

As a key member of our sales team reporting directly to the VP of Sales, you will operate as a relationship architect and territory pioneer, identifying untapped enterprise opportunities and establishing Harper as the preferred partner for distributed data platform solutions. With a proven product that has already delivered measurable business value to Fortune 1000 companies, you'll leverage your prospecting expertise and relationship-building acumen to create meaningful connections with CTOs, CIOs, ecommerce executives, digital sales leaders, and engineering leadership, transforming cold markets into thriving sales territories.

The ideal candidate is a proven pipeline builder and enterprise relationship cultivator—someone who excels at establishing trust with senior executives, systematically developing opportunities from initial outreach through close, and creating lasting partnerships that drive long-term growth.

Responsibilities:

Pipeline Development & Territory Building:

• Build enterprise sales pipeline from scratch by identifying, qualifying, and developing high-value prospects across assigned territories and key verticals
• Execute systematic prospecting strategies to establish relationships with net-new Fortune 1000 accounts and create sustainable revenue streams
• Develop and maintain a robust pipeline of enterprise opportunities through strategic outbound prospecting, executive networking, and market development activities

Enterprise Relationship Cultivation:

• Establish and nurture C-level relationships with CTOs, CIOs, ecommerce executives, digital sales leaders, and senior IT decision-makers, building trust and credibility from first contact through long-term partnership
• Create executive-level presence and mindshare within target accounts, positioning yourself as a trusted advisor and strategic partner
• Develop multi-threaded relationships across complex organizational structures, ensuring broad stakeholder alignment and deal progression

Strategic Account Development:

• Research and map organizational structures, technology landscapes, and business priorities to identify and create compelling use cases for Harper solutions
• Architect comprehensive account penetration strategies, moving from initial relationship establishment to multi-year, multi-million-dollar partnership opportunities
• Transform early-stage relationships into strategic partnerships by aligning Harper's capabilities with customer digital transformation initiatives

Sales Execution & Deal Management:

• Own the full enterprise sales lifecycle from initial prospecting through contract signature, including complex deal structuring and executive negotiations
• Perform deep discovery and needs analysis to create customized, value-based proposals that resonate with technical and business stakeholders
• Collaborate cross-functionally with executive leadership, product, engineering, and marketing to optimize account development and deal progression

Forecasting & Strategic Insights:

• Provide accurate pipeline forecasting and territory planning, demonstrating clear visibility into relationship development and deal progression
• Contribute market insights and competitive intelligence gathered through relationship development to inform product strategy and go-to-market optimization

Qualifications:

• 8+ years of enterprise sales experience in infrastructure, developer platforms, or data-centric technologies with demonstrated success building pipeline from scratch in greenfield territories and closing 6-8 figure deals
• Proven track record of establishing enterprise relationships from initial outreach, with demonstrated ability to gain access to and influence C-suite stakeholders including technology, ecommerce, and digital sales leadership
• Experience developing and executing territory plans that systematically build pipeline through strategic prospecting and relationship development
• Demonstrated success navigating complex, multi-stakeholder sales cycles with enterprise customers, particularly in net-new account development, with a track record of closing high-value deals in the $100k-$10M range
• Strategic mindset with exceptional business acumen, capable of articulating ROI, TCO, and technical differentiators to establish credibility with senior executives
• Fluency in cloud, database, CDN, and edge computing concepts, with ability to establish technical credibility during initial relationship-building conversations
• Expert-level proficiency in CRM and sales enablement platforms, with disciplined pipeline development and forecasting accuracy
• Highly self-directed and entrepreneurial, with demonstrated ability to thrive in ambiguous environments and build something from nothing

Bonus Qualifications:

• Previous Sales Methodology training focused on enterprise relationship building (e.g. MEDDIC, SPIN, Challenger Sales)
• Experience building sales territories in emerging technology categories or high-growth companies
• Track record of developing executive champions and navigating complex procurement processes in Fortune 1000 environments

Interview Process

• 1st Stage, Initial Screening: 30-minute get-to-know-you Zoom interview with the Head of People Operations.
• 2nd Stage, Hiring Manager Interview: 60-minute Zoom interview with our VP of Sales. 
• 3rd Stage, Sales Peer Discussion: 60-minute Zoom interview with a current Solution Architect or Senior Sales Member at Harper.
• 4th Stage, Sales Challenge: Please note that not all candidates will move forward to the fourth stage. Candidates who do not move forward will receive feedback on their code challenge solution.
  • 4th Stage, Presentation: Present sales challenge to a panel of peers, discuss your solution, and answer additional questions (60-90 minute Zoom session).
• 5th Stage, Executive Interview: 30-minute get-to-know-you Zoom conversation with Harper co-founders.

Compensation: $270,000+ including base salary and on target incentive pay