Senior Account Executive, New Business - West

What you'll do:

Own the full new-logo sales cycle from territory planning and prospecting through discovery, qualification, evaluation, commercial negotiation, and contract execution.
Build and maintain sufficient self-generated pipeline to consistently achieve quarterly and annual sales objectives. Pipeline creation is an individual responsibility, supported by BDR, Marketing, Channel, and other internal resources.
Develop strategic account plans for priority targets, identify whitespace, and create deliberate penetration strategies across the territory.
Build multi-threaded relationships across Security, IT, Risk, Business Continuity, Emergency Management, Procurement, Legal, Finance, and executive leadership.
Lead a structured qualification process that establishes customer pain, measurable business impact, decision criteria, decision process, stakeholder ownership, economic buyer, competition, compelling event, and customer-validated timing.
Create and maintain Mutual Action Plans for qualified opportunities with clear milestones, owners, commitments, and target execution dates.
Develop executive-level business cases that connect Everbridge capabilities to customer outcomes, operational risk, financial impact, and strategic priorities.
Build commercially sound solution strategies that give customers appropriate choices while protecting value and margin, including phased or tiered approaches when appropriate.
Accurately manage opportunities and forecast based on customer evidence, including stage, close date, next step, forecast category, risks, and mitigation plan.
Coordinate internal resources including Solutions Engineering, BDR, Marketing, Channel, Legal, Professional Services, Customer Success, and executive sponsors to advance opportunities.
Leverage strategic partners and channel relationships to source, influence, and accelerate new-logo opportunities.
Demonstrate command of the business during forecast calls, deal reviews, 1:1s, and QBRs, with clear accountability for commitments and next actions.
Maintain strong knowledge of Everbridge solutions, competitive alternatives, market trend

What you'll bring:

8+ years of B2B sales experience, including significant experience selling SaaS, hosted software, or complex technology solutions.
5+ years of experience selling into mid-market or enterprise accounts with multi-stakeholder buying groups and complex procurement processes.
Demonstrated history of achieving or exceeding quota in a new-logo/hunter role.
Proven ability to independently generate pipeline through outbound prospecting, executive outreach, account planning, referrals, and partner engagement.
Strong command of MEDDICC/MEDDPICC, Blueprinting, Solution Selling, or a comparable enterprise qualification methodology.
Experience building executive business cases and communicating value beyond product features and functionality.
Experience competing against established incumbents and creating urgency around a change initiative.
Strong forecasting discipline and the ability to objectively assess deal risk, customer intent, and execution timing.
Executive presence with strong written, verbal, presentation, and negotiation skills.
High degree of ownership, accountability, preparation, coachability, and business judgment.
Bachelor's degree or equivalent relevant professional experience.
Comfort using Salesforce or a comparable CRM as the system of record for pipeline, opportunity management, and forecasting.
Ability to travel approximately 30% or more based on customer and territory needs. 

Nice to have:

• Experience selling into Security, Business Continuity, Emergency Management, Risk, IT, or Critical Event Management buyers.
• Experience with $100K+ annual contract value transactions and multi-year agreements.
• Experience with channel partners, resellers, or strategic alliances.
• Experience selling into competitive displacement or consolidation initiatives. 

About Everbridge

Everbridge empowers enterprises and government organizations to anticipate, mitigate, respond to, and recover from critical events. In an unpredictable world, resilient organizations protect their people and operations, adapt under pressure, and return to productivity faster. Our Critical Event Management (CEM) technology combines intelligent automation with comprehensive risk intelligence to help organizations strengthen resilience, keep people safe, and maintain operations.

Learn more at everbridge.com, explore the Everbridge blog, and connect with us on social media.

Equal Employment Opportunity

Everbridge is an Equal Opportunity Employer. We consider all qualified applicants for employment without regard to race, color, creed, religion, national origin, ancestry, age, sex, pregnancy, sexual orientation, gender identity or expression, disability, protected veteran status, genetic information, marital status, or any other characteristic protected by applicable federal, state, or local law.

Employment Practices

Everbridge does not require or administer lie detector (polygraph) tests as a condition of employment or continued employment. In Massachusetts, it is unlawful to require or administer a lie detector test as a condition of employment or continued employment. Employers who violate this law may be subject to criminal penalties and civil liability.