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Mixpanel is the leading product intelligence and analytics platform trusted by over 29,000 companies. The company is building a vertical go-to-market motion to organize enterprise sales by industry, enabling the team to sell in the buyer's language with industry-specific use cases and proof points.
In this role, you will own growth within an assigned industry vertical across North American markets. You'll drive net-new enterprise pipeline and expansion within your vertical, running full-cycle enterprise deals from first meeting to close. This is a net-new acquisition role, distinct from the Named Account team that manages renewals and growth on existing customers.
Key responsibilities include:
- Sourcing, qualifying, and closing new Mixpanel customers and new business units within existing customers in your vertical
- Running full-cycle enterprise sales using MEDDPICC or Mixpanel's chosen methodology
- Driving expansion alongside Renewal Managers and Customer Value Architects
- Learning the language, buyer personas, and use cases of your vertical and applying industry-specific discovery questions and messaging
- Shaping and refining vertical playbooks so field learnings become repeatable for the wider team
- Asking credible technical discovery questions about prospects' data, analytics maturity, and existing tooling
- Partnering closely with Sales Engineering on demos and technical validation tailored to your vertical
- Maintaining accurate SFDC pipeline and forecast data
- Collaborating with Marketing and Product Marketing to test vertical messaging against field insights
- Providing your manager with deal volume, win rates, and competitive patterns to support vertical scaling
- Partnering with Enablement on vertical fluency training as the vertical matures
You'll be comfortable building in ambiguity—the vertical model is still maturing and playbooks are being built in real time. This role suits someone who can turn field learnings into repeatable processes and help shape go-to-market strategy.
Requirements:
- Strong track record of full-cycle sales success from net-new acquisition to customer expansion across SMB to enterprise SaaS
- Experience selling into a specific industry vertical, or demonstrated ability to build vertical fluency quickly
- Comfort operating in ambiguity and building processes and playbooks in real time
- Strong discovery and qualification skills; experience with MEDDPICC or similar methodology
- Experience with analytics, data, or technical products, with ability to run credible technical discovery and engage technical buyers
- Direct, clear communication that builds trust with business and technical stakeholders
- Track record of turning field learnings into repeatable playbooks that help the wider team
Bonus qualifications:
- Experience partnering closely with Sales Engineering on technical validation and demos
- Track record of shaping go-to-market strategy or influencing how a team sells into a market
- Experience mentoring or informally developing peers on a sales team
- Advanced familiarity with SFDC and forecasting tools
