Safety Mojo is the standard for modern safety management in high-risk industries, including construction and oil & gas. Through Safety Mojo—our enterprise-grade, AI-powered platform—we empower frontline safety professionals to mitigate risk and prevent incidents in real time. We recently closed a Series B and are on an exciting trajectory. Join us!
As an Enterprise Account Executive at a fast-growing Series B company, you will own the end-to-end sales strategy for complex, multi-stakeholder enterprise deals in high-risk, asset-intensive industries (Construction, Oil & Gas, Data Centers, Logistics).
You will manage a territory and active book of business—orchestrating comprehensive account management, rigorous pre-call planning, and strategic champion development. This role requires an entrepreneurial, consultative closer who thrives in fast-paced environments and excels at converting technical pilot programs into multi-year, enterprise-wide production contracts.
What You'll Own
- Account Strategy & Territory Management
- Book of Business Ownership: Manage, nurture, and expand a strategic territory and book of business, balancing net-new acquisition with targeted account growth strategies.
- Account Mapping & Planning: Conduct thorough account planning, organizational mapping, and pre-call preparation to establish clear multi-threading strategies before every client engagement.
- Opportunity Execution & Deal Management
- Full-Cycle Execution: Manage complex, consultative sales cycles from qualified discovery through contract execution and post-sale alignment.
- Discovery & Methodology: Lead value-based discovery using structured frameworks (such as WINS or MEDDPICC) to map solution capability directly to business impact and C-suite priorities.
- Buying Committee Alignment: Navigate intricate enterprise buying dynamics, aligning diverse stakeholders across HSE (Health, Safety, Environment), Operations, IT, Finance, Legal, and Executive leadership.
- Pilot Conversions: Orchestrate proof-of-concept (POC) and pilot engagements alongside Customer Success and Solution Engineering, consistently converting pilots into high-ARR, multi-year production agreements.
- Pipeline Hygiene & Cross-Functional Collaboration
- CRM Discipline & Forecasting: Maintain meticulous CRM data hygiene (HubSpot), managing pipeline metrics and delivering accurate quarterly forecasts.
- Cross-Functional Partnership: Partner with Product, Customer Success, and Marketing to relay market feedback, refine go-to-market strategies, and accelerate customer onboarding.
- Negotiation & Value Realization: Negotiate enterprise pricing, scope, SLA requirements, and commercial terms grounded in quantified ROI.
- Unit Economics of Your Book
- Net New ARR & ACV Expansion: Consistent quarterly quota attainment with average deal sizes spanning $100K–$1M+ ACV.
- Account LTV & Expansion: Expanding account value post-pilot to maximize Net Retention Rate (NRR) across your assigned territory.
- Pilot Conversion Efficiency: Converting proof-of-concepts to full enterprise contracts efficiently to optimize sales acquisition costs.
- Pipeline Velocity & Win Rate: High conversion rates from qualified discovery to closed-won to ensure predictable revenue generation.
- Forecast & Pipeline Rigor: Bi-weekly and quarterly forecasting accuracy maintained directly in HubSpot.
What You Bring
- Enterprise SaaS Track Record: 3–5+ years of full-cycle enterprise SaaS selling experience, regularly closing six-figure to seven-figure annual contract value ($100K–$1M+ ACV) deals.
- Domain & Industry Fit: Proven experience selling into complex industrial, technical, or high-risk sectors (e.g., Construction, Energy, Infrastructure, Data Centers) is strongly preferred.
- Methodology Rigor: Deep familiarity with enterprise sales frameworks (e.g., MEDDPICC, Challenger, WINS) and structured account planning techniques.
- Technical Aptitude: Ability to comfortably present and sell AI-driven and technically complex platforms alongside technical stakeholders and end-users.
- Executive Presence: Exceptional written, verbal, and presentation skills with a history of building trust with VP and C-level executives.
- Sales Tech Stack: Proficiency with HubSpot (or Salesforce), LinkedIn Sales Navigator, and modern sales intelligence tools.
Nice To Have’s
- Vertical Domain Expertise: Background selling into heavy industries (Construction, Oil & Gas, Energy, Logistics, or Data Center Infrastructure).
- AI / Technical Platform Sales: Prior experience translating complex AI, machine learning, or technical data platforms into clear, quantified business outcomes for non-technical executives.
- Early/Growth-Stage Startup Experience: Track record of thriving in a fast-paced, Series A–C environment where processes are evolving and cross-functional agility is required.
- Methodology Mastery: Formal training in enterprise frameworks like MEDDPICC, Command of the Message, or Challenger Sale.
- Existing Network: Active relationships with executive decision-makers (HSE, VP Ops, CIO/CTO) within target industrial accounts.
More Job Details
Division: Revenue
Department: Sales
Reports To: Chief Revenue Officer
Location: In-Office, Sandy HQ
Role Type: Individual Contributor
Class: Exempt
Employment: Full-Time
Pay Type: Base Salary + Variable Pay
Compensation & Benefits
The base salary range and other applicable forms of compensation are listed below. Safety Mojo is committed to paying competitively. At the time of offer we’ll work with you to ensure you’re comfortable with actual compensation based on experience, skills, and location.
Base Salary: $65,000 to $90,000 per year
Variable Pay: At 100% quota attainment, your total on-target earnings (base salary plus commission) are expected to be approximately 2× your base salary.
Safety Mojo offers a strong combination of medical, dental, vision, life, disability, 401(k) with match, and generous PTO benefits. Please note that our medical insurance includes two options: traditional plan and HDHP with HSA with employer contributions.
Important Notes
EEOC & Inclusion
We are an equal opportunity employer and are committed to building an inclusive environment for all employees. We do not discriminate based on race, color, religion, sex (including pregnancy, sexual orientation, and gender identity), national origin, age, disability, genetic information, or any other protected status under applicable law.
American with Disabilities Act
We are committed to providing reasonable accommodations for qualified individuals with disabilities in accordance with the Americans with Disabilities Act. If you require assistance during the application or interview process, please let us know.
At-Will Employment
Employment with Safety Mojo is at-will. This means that either the employee or the company may terminate the employment relationship at any time, with or without cause or notice, subject to applicable law.
Background Check Requirement
Employment is contingent upon successful completion of a background check and verification of authorization to work in the United States.
Thank you for considering joining us at Safety Mojo as we work to create safer work environments in partnership with some of the world’s best companies!