Télétravail ; lieu de travail : n'importe où aux États-Unis.
Responsable des comptes grands comptes
Position description
You are the primary owner of the entire revenue lifecycle within Deque’s largest, most complex global accounts. This is a three-pronged mandate: consistently driving significant New Logo Acquisition (Land), securing large Expansion deals into new divisions (Expand), and expertly managing high-value Renewals (Retain).
Success is defined by consistently achieving your overall revenue quota by mastering the full sales cycle across all three growth vectors.
Responsibilities
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Consistently achieve monthly, quarterly, and annual quota objectives across New Logo, Expansion, and Renewal revenue streams.
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Own and execute the full sales cycle within complex enterprise accounts, utilizing a solutions-based and consultative selling approach to drive land-and-expand strategies.
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Implement and reinforce a strategic sales methodology, such as Challenger & MEDDPICC, to drive opportunity qualification, forecasting accuracy, and deal predictability across all revenue types (New, Expand, Renew).
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Establish and expand relationships with C-suite and VP-level stakeholders to align accessibility initiatives with their core business, compliance, and digital strategies, ensuring high-value renewals and expansions.
Requirements
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7+ years of working experience in a professional B2B SaaS sales environment with a proven, outstanding track record of achieving enterprise-level sales goals.
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Demonstrated ability to manage complex, multi-stakeholder sales cycles and navigate large buying centers, including IT, Legal, Procurement, and Product.
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Strong technical aptitude; high-level understanding of application development processes, integration, and continuous delivery solutions, with familiarity in DevOps, Agile, and Test Automation being a significant advantage.
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Highly desirable: Strong understanding of the digital accessibility market, including compliance standards such as WCAG, ADA, and Section 508.
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Trained and experienced in employing a strategic sales methodology (e.g., Challenger, MEDDPICC).
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College degree (BA/BS) or equivalent.
À propos de Deque
Deque is the global leader in digital accessibility, helping the world’s top enterprises build inclusive products, services, and experiences and achieve lasting compliance. Recognized by leading industry analysts for its AI-powered tools, comprehensive services, and developer-trusted solutions, Deque delivers the industry’s most complete accessibility offering. The Axe platform, anchored by Axe-core, has 4 Billion+ downloads and 800,000+ installed extensions, making it the global standard for accessibility testing. As a pioneer of people-first accessibility, Deque applies a human-in-the-loop approach that blends expert insight with AI innovation to advance its mission of digital equality for all.
Get the work-life balance that’s right for you
Remote-first
As a key member of our globally distributed company, you’ll be empowered to succeed with our remote-first approach.
Inclusive
You’ll be a valued part of a global workplace and community where people of all backgrounds and abilities are respected.
Mission-driven
You’ll join fellow accessibility champions who are passionate about making the web accessible to people with disabilities.
Dynamic
Your skills and experience will help us continue to drive innovation and growth in the digital accessibility industry.
