Mikan Associates
Account Executive: Ai-Powered Data Solutions
Mikan Associates, Washington, District of Columbia, us, 20022
About Mikan
Mikan (mymikan.com) helps organizations turn data into decisions. We pair pragmatic strategy with packaged, industry-relevant data & AI solutions that automate prep, elevate insights, and drive next-best actions. We serve customers across Financial Services, Healthcare, Manufacturing, Education, and Membership Organizations.
The Role You’ll own the full sales cycle from targeted outbound and partner co-selling, through close and expansion. You’ll lead disciplined discovery, shape solution narratives tied to measurable outcomes, and orchestrate evaluation, security/procurement steps, and commercial terms. This is a builder role for a consultative closer who loves turning complex problems into clear business value.
What You’ll Do
Build and progress pipeline
Identify and engage ICP accounts; create multi-threaded opportunities with executive and functional buyers.
Run structured discovery to quantify pains, target outcomes, and success metrics.
Shape and position solutions
Align customer needs to Mikan offerings (strategy packages and AI-enabled solutions) with clear business cases and close plans.
Amplify Mikan’s Automation-Outcome value story.
Drive deals to close
Coordinate evaluations, security/IT and procurement/legal reviews; manage pricing/terms and approvals; negotiate to signature.
Ensure clean handoffs to delivery team; collaborate with the delivery team on expectations for success milestones and references.
Forecast with discipline
Maintain CRM accuracy (24-hour freshness); publish weekly forecasts; manage risk and stage progression with evidence.
Uphold deal-crafting & margin guardrails, document decisions and next steps.
Partner for the long haul
Convert pilots/prototypes to subscriptions across lines of business.
Co-sell with ecosystem partners and platforms, support events and targeted campaigns.
Qualifications
3–7+ years of full-cycle, new-logo B2B sales (SaaS, data analytics, AI-adjacent services), with consistent quota attainment.
Proven ability to run structured discovery, quantify value, and build multi-stakeholder consensus (business + technical + legal/procurement).
Experience moving 30–90 day land motions (pilots/prototypes that convert to subscriptions).
Strong written and verbal communication; CRM rigor; professional presence with executives.
Familiarity with selling data, analytics, or AI-enabled offerings.
Vertical experience in one or more of our focus industries.
Channel/partner co-sell experience and comfort with marketplace-style motions.
Location, Work Style & Logistics
Location: Washington, DC (Hybrid: remote most days + periodic in-office collaboration).
Hybrid (DC): Remote most days with periodic in-office collaboration for team working sessions, prospect meetings, and enablement.
Employment Type: Full-time (W-2). Exceptional contractor/agency profiles may be considered.
Travel: ~10–25% for client workshops and events (as needed).
What Success Looks Like
Consistent attainment of new-business targets and healthy pipeline coverage (≈3×).
Predictable forecasting (±10% accuracy) and stage-based hygiene.
Documented value: references, renewals, expansions, and signed logo/case-study rights.
Commercial discipline: controlled deal crafting, maintained margins, and clean handoffs to delivery/CSM.
How We Enable You
Clear ICPs and value narratives by industry; discovery templates; proposal and ROI scaffolds; reference architectures and demo scripts.
A strategy-first land motion (prototype/pilot to subscription) with defined success criteria and value reviews.
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The Role You’ll own the full sales cycle from targeted outbound and partner co-selling, through close and expansion. You’ll lead disciplined discovery, shape solution narratives tied to measurable outcomes, and orchestrate evaluation, security/procurement steps, and commercial terms. This is a builder role for a consultative closer who loves turning complex problems into clear business value.
What You’ll Do
Build and progress pipeline
Identify and engage ICP accounts; create multi-threaded opportunities with executive and functional buyers.
Run structured discovery to quantify pains, target outcomes, and success metrics.
Shape and position solutions
Align customer needs to Mikan offerings (strategy packages and AI-enabled solutions) with clear business cases and close plans.
Amplify Mikan’s Automation-Outcome value story.
Drive deals to close
Coordinate evaluations, security/IT and procurement/legal reviews; manage pricing/terms and approvals; negotiate to signature.
Ensure clean handoffs to delivery team; collaborate with the delivery team on expectations for success milestones and references.
Forecast with discipline
Maintain CRM accuracy (24-hour freshness); publish weekly forecasts; manage risk and stage progression with evidence.
Uphold deal-crafting & margin guardrails, document decisions and next steps.
Partner for the long haul
Convert pilots/prototypes to subscriptions across lines of business.
Co-sell with ecosystem partners and platforms, support events and targeted campaigns.
Qualifications
3–7+ years of full-cycle, new-logo B2B sales (SaaS, data analytics, AI-adjacent services), with consistent quota attainment.
Proven ability to run structured discovery, quantify value, and build multi-stakeholder consensus (business + technical + legal/procurement).
Experience moving 30–90 day land motions (pilots/prototypes that convert to subscriptions).
Strong written and verbal communication; CRM rigor; professional presence with executives.
Familiarity with selling data, analytics, or AI-enabled offerings.
Vertical experience in one or more of our focus industries.
Channel/partner co-sell experience and comfort with marketplace-style motions.
Location, Work Style & Logistics
Location: Washington, DC (Hybrid: remote most days + periodic in-office collaboration).
Hybrid (DC): Remote most days with periodic in-office collaboration for team working sessions, prospect meetings, and enablement.
Employment Type: Full-time (W-2). Exceptional contractor/agency profiles may be considered.
Travel: ~10–25% for client workshops and events (as needed).
What Success Looks Like
Consistent attainment of new-business targets and healthy pipeline coverage (≈3×).
Predictable forecasting (±10% accuracy) and stage-based hygiene.
Documented value: references, renewals, expansions, and signed logo/case-study rights.
Commercial discipline: controlled deal crafting, maintained margins, and clean handoffs to delivery/CSM.
How We Enable You
Clear ICPs and value narratives by industry; discovery templates; proposal and ROI scaffolds; reference architectures and demo scripts.
A strategy-first land motion (prototype/pilot to subscription) with defined success criteria and value reviews.
#J-18808-Ljbffr