Enterprise Account Executive - SLED - Northern CA

At Anaplan, we are a team of innovators focused on optimizing business decision-making through our leading AI-infused scenario planning and analysis platform so our customers can outpace their competition and the market.

What unites Anaplanners across teams and geographies is our collective commitment to our customers’ success and to our Winning Culture.

Our customers rank among the who’s who in the Fortune 50. Coca-Cola, LinkedIn, Adobe, LVMH and Bayer are just a few of the 2,400+ global companies who rely on our best-in-class platform.

Our Winning Culture is the engine that drives our teams of innovators. We champion diversity of thought and ideas, we behave like leaders regardless of title, we are committed to achieving ambitious goals, and we love celebrating

our wins – big and small.

Supported by operating principles of being strategy-led, values-based and disciplined in execution, you’ll be inspired, connected, developed and rewarded here. Everything that makes you unique is welcome; join us and let’s build what’s next - together!

Anaplan is hiring an ENTERPRISE ACCOUNT EXECUTIVE - SLED in Northern California. In this role, you will take your proven track record of selling sophisticated technology solutions and account management and sell an incredibly versatile platform. Our sales team is helping industry leaders understand the impact of Anaplan products and how our connected planning solution is ending siloed decision-making. You will help our customers achieve their immediate business goals while setting their business up for the future.

This role will be a catalyst to Anaplan’s continued growth while leading digital transformation. Reporting directly to the Regional Vice President (RVP). You may have up to 50 accounts in a defined geographic territory, mostly greenfield accounts with several existing Anaplan customers. This type of territory requires someone to further build our footprint by hunting and locking in new logo accounts as well as rapidly growing opportunities within the current customer base.

Your Impact

• Engaging with targeted state, local, and higher education enterprise prospects to identify broken business processes and position Anaplan’s unique ability to solve the problem
• Build Anaplan’s business value throughout the selling engagement. Navigating sophisticated prospect environments to align the prospect around the Anaplan solution
• Conduct highly effective presentations from Director through SVP and key C-suite level decision makers including CFOs, CROs, and senior leaders in supply chain, workforce, and other business functions
• Develop customers and own opportunity management start-to-finish across multiple customer targets and functions
• Apply Anaplan’s value-based selling methodology and tools to run sales processes and accurately forecast business
• Employ outstanding account leadership skills to identify account expansion opportunities by cross-selling and up-selling opportunities within targeted accounts
• Perform strategic sales planning, leading to accurate forecasting of the business
• Work with cross-functional members of Sales Development Reps, Marketing, Solution Consultants, and the Customer Success teams

Your Qualifications

• 5+ years consultative sales experience into Fortune 2000 companies, ideally in SaaS solutions (but not required)
• Shown success selling into Vice President / Senior Vice President buyers
• Track record of overachieving sales quota & targets, including demonstrated history of multiple high six-figure annual contract value (ACV) deals (services and/or software)
• Demonstrated experience selling into state, local & education accounts
• Demonstrated understanding of the pressing business challenges faced by higher education and government organizations today
• Demonstrated network in your industry territory, with a mix of some customers and implementation partnersDemonstrated experience with sophisticated partner & internal team organizations
• Domain understanding (Supply Chain, FP&A, Workforce Planning & Sales) and knowledge of how these functions plan, process work and make decisions
• Strong, demonstrated opportunity management practices (e.g. sales process, qualification, executive presentation skills, quote presentation and negotiation), and ability to balance multiple (3-5) opportunities at once
• Business, Finance, Economics, related BS/BA degree or relevant years of experience

Preferred Skills

• Experience with SFDC, Altify, Marketo, and Engagio a plus
• Account Planning experience Altify, MEDPICC, Miller Heiman

Base Salary Range:: $139,000 USD - $188,000 USD

Our Commitment to Diversity, Equity, Inclusion and Belonging (DEIB)

We believe attracting and retaining the best talent and fostering an inclusive culture strengthens our business. DEIB improves our workforce, enhances trust with our partners and customers, and drives business success. Build your career in a place where diversity, equity, inclusion and belonging aren’t just words on paper – this is what drives our innovation, it’s how we connect, and it contributes to what makes us a market leader. We believe in a hiring and working environment where all people are respected and valued, regardless of gender identity or expression, sexual orientation, religion, ethnicity, age, neurodiversity, disability status, citizenship, or any other aspect which makes people unique. We hire you for who you are, and we want you to bring your authentic self to work every day!

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, perform essential job functions, and receive equitable benefits and all privileges of employment. Please contact us to request accommodation.  

Fraud Recruitment Disclaimer  

It has come to our attention that fraudulent and fictitious job opportunities are being circulated on the Internet. Prospective candidates are being contacted by certain individuals, mainly through telephone calls, emails and correspondence, claiming they are representatives of Anaplan. The main purpose of these correspondences and announcements is to obtain privileged information from individuals.

Anaplan does not:  

• Extend offers to candidates without an extensive interview process with a member of our recruitment team and a hiring manager via video or in person.
• Send job offers via email. All offers are first extended verbally by a member of our internal recruitment team whenever possible and then followed up via written communication.

All emails from Anaplan would come from an @anaplan.com email address. Should you have any doubts about the authenticity of an email, letter or telephone communication purportedly from, for, or on behalf of Anaplan, please send an email to people@anaplan.com before taking any further action in relation to the correspondence.