Own full-cycle new-logo acquisition across mid-market and enterprise high-tech accounts. Source, qualify, multi-thread, technically evaluate, and close complex deals while managing quota, forecasts, mutual action plans, and buyer-specific value cases. Partner with Solutions Consultants, SEs, BDRs, marketing, and customer experience teams. Contribute market intelligence and help shape go-to-market strategy in an evolving early-stage environment.
About The Role
You Will
Location
Compensation and Benefits
Opine is hiring an Enterprise AE to own new-logo acquisition in mid-market and enterprise accounts, primarily in high tech industries. This role carries real quota and real complexity, multi-stakeholder deal cycles, technical buyers, and security-conscious organizations that expect a seller who can match their sophistication. You'll run full-cycle sales end to end, and because we're early-stage, you'll also help shape go-to-market strategies.
- Source and close net-new logos within high technology accounts and adjacent Presales/RevOps/GTM buyers, running a full-cycle sales process from qualification through close.
- Navigate complex organizational structures — identify and multi-thread the economic buyer, technical buyer, and champion rather than relying on a single contact.
- Run a structured, disciplined sales process: clear deal-stage classification, defined next steps, and Mutual Action Plans on every active opportunity — not a freelanced pipeline.
- Build buyer-specific POVs that quantify impact and give champions what they need to sell internally when you're not in the room.
- Run tight, success-criteria-based technical evaluations in partnership with Solutions Consultants.
- Collaborate with SEs, BDRs, marketing, and CX to move deals forward and ensure a clean handoff post-close.
- Consistently deliver against ARR targets through a metrics-based, forecastable approach.
- Feed field intel back to marketing and leadership — what's resonating, what's not, and where the ICP needs sharpening.
- 7+ years of closing experience in enterprise B2B SaaS, with clear examples of closing complex deals into complex organizations — not just carrying a number, but navigating multi-stakeholder cycles to get there.
- Track record of carrying and exceeding a $1M+ quota, including 6-figure ACV deals.
- Experience selling to Presales, RevOps, or GTM leadership — cybersecurity or adjacent infrastructure/data categories strongly preferred.
- Previous experience selling technical SaaS, with the ability to learn and credibly demo a technical product to sophisticated buyers.
- A disqualification mindset — you protect your pipeline, qualify hard, and walk away from bad-fit deals early rather than chasing everything.
- Comfort running a disciplined, solution-selling methodology tied to the Red Zone Selling framework — zone-based deal qualification, named plays, and structured execution rather than an ad hoc process.
- Comfort in an early-stage environment — evolving and changing dynamics.
- Experience working cross-functionally with SEs, BDRs, marketing, and executives to move deals forward.
- Familiarity with security tooling, SOC workflows, or GRC platforms is a plus.
- Comfortable working with AI tools as part of your daily workflow is required — prior experience with AI-native GTM tooling is a plus.
Location
Preferable Eastern time zone of the US with access to airports for travel. Open to other locations.
OTE range for this role is $260K-320K annually, with uncapped commission and equity. Final offer will depend on experience, territory, and level.
- Benefits: health, vision, dental, PTO, etc.
- Direct access to the CRO and CEO — your input shapes the sales motion, not just executes it.
- A real seat at the table during a high-growth stage, with room to grow into a senior or leadership role as the team scales.
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