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Mixpanel is the leading product intelligence and analytics platform trusted by 29,000+ companies. The company is building a vertical go-to-market motion to organize enterprise sales by industry, enabling teams to sell in the buyer's language with industry-specific use cases and proof points.
This Senior Account Executive role focuses on driving net-new enterprise pipeline and expansion within an assigned industry vertical across North American markets. You will own full-cycle enterprise deals from first meeting to close, applying MEDDPICC methodology to qualify and manage opportunities. The role combines individual sales execution with thought leadership—you'll build deep vertical expertise, shape discovery questions and messaging, and feed field learnings back into team playbooks.
Key responsibilities include sourcing and closing new Mixpanel customers and new business units within existing accounts; running full-cycle enterprise sales processes; forecasting accurately and surfacing risk early; developing industry-specific discovery questions and competitive positioning; refining vertical playbooks based on field insights; asking credible technical discovery questions about prospects' data and analytics maturity; partnering with Sales Engineering on technical validation; maintaining accurate SFDC pipeline data; collaborating with Marketing and Product Marketing on vertical messaging; and providing leadership with signals (deal volume, win rates, competitive patterns) to justify vertical expansion.
You should have a strong track record of full-cycle SaaS sales success from net-new acquisition through customer expansion at SMB to enterprise scale. Experience selling into a specific industry vertical or demonstrated ability to build vertical fluency quickly is essential. You're comfortable operating in ambiguity and building processes in real time rather than inheriting them. Strong discovery and qualification skills with MEDDPICC or similar methodology experience required. Background with analytics, data, or technical products is critical—you must run credible technical discovery and hold your own with technical buyers. Direct communication that builds trust with business and technical stakeholders is essential. A track record of turning field learnings into repeatable playbooks is valued.
Bonus qualifications include experience partnering with Sales Engineering on technical validation, shaping go-to-market strategy, mentoring peers, and advanced SFDC and forecasting tool proficiency.
