About the Team

Our Select Accounts team owns Mixpanel's most strategic accounts. We're a small group of experienced enterprise sellers who run the full motion: protect the base, expand within it, and open net new logos from a defined target list. We don't split farmers and hunters here — everyone does both, and everyone is measured the same way: deep account relationships, disciplined pipeline, and quarter-over-quarter growth in their book.

About the Role

You'll own a book of named enterprise accounts — existing Mixpanel customers — alongside a focused list of net new target logos, running renewal, expansion, and new logo motions in parallel. This role leads complex, multi-stakeholder deals independently and is trusted to make judgment calls on pursuit strategy, deal structure, and prioritization across a full territory. You'll anticipate risk before it surfaces, bring a clear point of view to your account plans, and partner closely with Solutions Engineering, Customer Success, and Product to move deals forward. In your first 90 days, you'll build a territory plan covering your full account list, map the key relationships and growth opportunities in each account, and present your go-forward strategy to leadership.

Responsibilities

• Build and execute account plans that connect Mixpanel's capabilities to each customer's business priorities
• Develop multi-threaded relationships from the practitioner level through the C-suite, creating durable champions at every layer
• Run regular business reviews that show what's working and surface the next growth opportunity
• Forecast accurately and keep pipeline clean in Salesforce — no sandbags, no surprises
• Identify and close expansion opportunities within your book — new teams, new products, upgraded tiers
• Prospect and close net new logos from your named target list alongside your existing account motion
• Run a disciplined sales process using MEDDPICC; qualify hard and close on time
• Partner with Solutions Engineers on product demonstrations and proofs of concept that accelerate deals
• Build pipeline across all four sourcing channels: self-generated outbound, BDR, channel partners, and inbound
• Collaborate with Customer Success to make sure customers realize value after the sale
• Bring customer and market signals back to Product — you're closest to the problem
• Contribute to team playbooks and share what's working to help raise the floor for the team

We're Looking For Someone Who Has

• A track record of owning enterprise SaaS accounts across renewal, expansion, and net new motions
• Closed six- and seven-figure deals with sales cycles of 6-12 months
• Built relationships at the VP and C-suite level, not just with day-to-day users
• Used MEDDPICC to qualify and run deals, not just fill out a field
• Led complex, cross-functional deals independently, anticipating risk and adjusting the plan before it becomes a problem
• Clear written and verbal communication that makes a complex product story land for any audience
• A self-directed, coachable approach — you look for a better way to run your territory and share what works with the team
• Comfort operating with ambiguity — building your own account strategy rather than following a fixed script
• Willingness to travel up to 25% for on-site customer meetings, QBRs, and field events

Bonus Points For

• Experience selling analytics, data, or other technical products
• Experience selling to product, engineering, or data teams
• A history of building or improving team playbooks and processes
• Familiarity with land-and-expand motions in a product-led or PLG-adjacent business

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