Strategic Enterprise Account Executive

About Xano:
Xano is the fastest way to build a scalable backend for any App using No-Code. Each Xano account comes with a Scalable Server, a Flexible Database, and a No-Code API Creator that can transform, filter, and integrate with data from anywhere. We are well-capitalized and on the road to accomplishing our broader mission: to empower anyone to create scalable, world-class software
Why we're hiring:
More and more people are turning to No-Code to build the software they need. Since our launch in 2021, we have helped over 80,000 users build their backend using Xano. Now, as we expand our enterprise presence globally, we're looking for an experienced Enterprise Account Executive to drive our enterprise growth, build strategic partnerships, and ensure customer success across the globe.
Who we're looking for:
A strategic Enterprise Account Executive who can drive enterprise sales, develop partnerships, and ensure customer success across the globe. You'll run complex sales cycles with C-level executives, build relationships with key technology and implementation partners, while ensuring customer success post-sale. The ideal candidate combines enterprise sales experience with partnership development and technical aptitude, ready to grow Xano's presence while maintaining a relentless focus on ecosystem growth and customer outcomes.
What you'll be doing:
Drive Market Growth & Customer Understanding

• Develop and execute a strategy to convert self-serve users into sales-assisted opportunities, with clear qualification criteria
• Consistently engage with economic buyers to gather actionable market intelligence and evolve our regional positioning
• Identify and develop relationships with key technology partners

Achieve Revenue & Customer Success Targets

• Meet or exceed quarterly new business targets for Xano
• Maintain 95%+ customer retention rate across managed accounts
• Successfully migrate identified self-serve customers to enterprise contracts
• Document all customer interactions in Hubspot with detailed notes and next steps

Shape Go-to-Market Strategy

• Create compelling positioning and objection-handling frameworks
• Analyze market trends and customer feedback to evolve Xano's positioning and value propositions.

Lead Territory Operations & Scale

• Establish and track KPIs for all key activities, with clear ROI analysis
• Maintain accurate sales and partnership forecasts with 85%+ accuracy
• Optimize systems and processes for business operations
• Create playbooks and documentation to enable future team scaling
• Ensure compliance with regulations in all customer and partner interactions

Your Competencies:
Customer-Centric Focus

• Customer Journey Mastery - Deep understanding of enterprise customer lifecycles, optimizing journeys from acquisition to renewal across different segments.
• Customer Success Orientation - Committed to driving customer outcomes, with expertise in adoption, expansion, and retention.
• Consultative Relationship Building - Exceptional ability to build and maintain C-level relationships, offering tailored solutions that address enterprise pain points.

Strategic and Market Acumen

• Strategic Territory Management - Proven ability to develop and execute comprehensive market strategies across regions, capitalizing on market opportunities while navigating regional nuances.
• Cross-Cultural Business Acumen - Expertise in European business practices, buying behaviors, and regulatory requirements, with the ability to adapt strategies to regional contexts.
• Revenue Generation & Pipeline Management - Consistently meets or exceeds revenue targets by managing complex, multi-stakeholder sales cycles and maintaining accurate forecasts.
• Data-Driven Decision Making - Skilled at analyzing market trends, customer behavior, and sales metrics to guide strategies and deliver actionable insights.

Collaboration and Problem-Solving

• Growth Marketing Collaboration - Strong partnership with marketing teams to develop targeted campaigns and content, shaping value propositions for audiences.
• Strategic Problem-Solving - Advanced ability to identify challenges, develop solutions, and drive implementation in complex enterprise environments.

Partnership and Ecosystem Management

• Partnership Development - Skilled in identifying, building, and managing strategic partnerships, including joint go-to-market initiatives with technology and implementation partners.
• Ecosystem Management - Proven ability to build and grow partner networks, with expertise in partner enablement programs and measuring success.
• Alliance Leadership - Experience managing complex partner relationships, driving mutual value creation, and aligning partner objectives with company strategies.

Technical Expertise and Operational Excellence

• Technical Translation Excellence - Ability to distill complex technical concepts into compelling business value for diverse stakeholders, with a deep understanding of backend architecture and API concepts.
• Technical Learning Agility - Aptitude for understanding and explaining technical products while keeping up with evolving technology trends.
• Operational Excellence - Advanced proficiency in CRM systems and sales tools, with a focus on optimizing processes and maintaining high-quality documentation.
• Process Development & Optimization - Expertise in creating scalable, documented sales and success processes, enabling team growth.

Additional Knowledge

• Industry Awareness - In-depth knowledge of the No-Code/Low-Code ecosystem and competitive landscape, staying current with market trends and implications for customer strategy.
• Language - Ability to speak French fluently in a business environment is strongly preferred.

Why work at Xano:
This is an exciting opportunity to work at a fast-growing, mission and community-driven startup.

• Opportunity for impact: we have an open, direct team culture: leadership discusses initiatives, issues, and plans openly, and enjoys being challenged on their thinking.
• We move fast: we are product-led and are focused on execution in the day-to-day. This means no endless meetings on strategy and execution. If we disagree about a feature direction, we'll default to trying it out in a quick, low-risk way.
• Ownership: we measure success based on customer happiness. If you pitch something you think would dramatically improve our users' lives and the team agrees, the response will almost always be "let's do it!"