Senior Account Executive, API (L3)

About the role

This role focuses on driving the entire sales cycle for Coingecko's API products, from initial prospecting to closing complex, high-value deals. A key aspect is consistently meeting and exceeding individual sales quotas, directly contributing to the company's revenue growth. This involves not only securing new clients but also identifying opportunities to upsell and cross-sell within existing accounts, ensuring long-term client value and expanded API usage.

The Senior Account Executive will play a crucial part in shaping sales strategy by providing insights on market trends and client feedback. This includes executing go-to-market plans, maintaining accurate sales forecasts, and proactively generating new business leads. Success in this position means effectively managing a pipeline of prospects and collaborating with the Growth team to ensure a consistent flow of deals.

Building and nurturing strong relationships with key stakeholders, including technical teams and decision-makers, is essential. The role requires leading technical scoping to understand client needs deeply and developing tailored API solutions. Additionally, the Senior Account Executive will stay informed on market trends, contribute to sales reporting, and maintain high CRM hygiene. Mentoring junior team members and interns also falls within the scope of responsibilities, guiding them on deal strategy and product knowledge.

The annual salary for this position ranges from $75,000 to $125,000 USD.

Skills that matter here

• API Sales: This role is centered on driving the full sales cycle specifically for API products, from prospecting to closing deals.
• Enterprise SaaS: The ideal candidate has a proven track record of 3-5 years in enterprise SaaS sales, consistently exceeding targets.
• CRM: Proficiency in CRM tools like HubSpot is required to manage the sales pipeline and track activities effectively.
• Sales Strategy: The role involves providing input into the sales strategy based on market insights and executing go-to-market plans.
• Technical Sales: Strong technical sales expertise is necessary to engage with CTOs, Product Managers, and engineers and lead technical scoping.
• Negotiation: Solid negotiation and persuasion skills are essential for closing deals and securing favorable terms with clients.

Who this role suits

• This person thrives in a fast-paced, agile environment and possesses an entrepreneurial mindset, being self-motivated and resourceful.
• They are a natural leader who can mentor junior team members, providing guidance and acting as a positive influence on the team.
• This individual is highly detail-oriented, ensuring accuracy and quality in all project management and sales reporting tasks.
• They are passionate about continuous learning, especially regarding blockchain, cryptocurrency, and Web3 topics, and stay ahead of industry trends.

From the employer

• API Sales: Drive the full sales cycle for API products, from prospecting and initial contact to negotiation and closing. Manage complex and high-value sales opportunities to consistently meet and exceed individual sales quotas.
• Revenue Growth: Actively drive revenue growth by identifying upsell and cross-sell opportunities within existing accounts. Develop strategies to expand client usage of API plans and features, maximizing long-term value.
• Sales Strategy: Provide valuable input into the sales strategy by sharing frontline insights on market trends, client feedback, and competitive positioning. Execute the go-to-market plan to penetrate target segments effectively.
• Sales Forecasting: Maintain an accurate and timely sales forecast for your individual pipeline. Provide clear updates on deal progress and potential risks to sales leadership to assist in broader forecasting efforts.
• Lead Generation: Proactively generate and qualify new business leads through targeted outreach, networking, and collaboration with the Growth team. Manage and nurture a pipeline of prospects to ensure consistent deal flow.
• Relationship Management: Build and nurture strong, long-lasting relationships with key client stakeholders, including technical teams and decision-makers. Ensure a seamless onboarding experience and act as a trusted advisor to clients.
• Solutioning & Technical Scoping: Lead the technical scoping process with prospective clients to deeply understand their needs. Develop and present tailored API solution proposals that align with their business goals, technical requirements, and budget.
• Market Research: Stay informed on market trends, competitor activities, and new API use cases. Share insights with the sales and product teams to help refine our offerings and sales approach.
• Sales Reporting & Analytics: Maintain accurate records of all sales activities in the CRM. Prepare regular reports on individual performance, pipeline status, and key deal metrics for review with management.
• Sales Operations & Process Optimization: Adhere to sales processes and maintain excellent CRM hygiene. Contribute to continuous improvement of the team's existing professional standards. Create playbooks from scratch, and not just building upon existing ones.
• Collaboration: Work closely with Product, Engineering, Operations and other teams to ensure technical feasibility, smooth implementation, and high levels of client satisfaction.
• Coaching: Act as a mentor for junior-mid sales team members and interns, providing guidance on deal strategy, product knowledge, and effective sales techniques.
• You are required to support any ad hoc tasks as required by the company.

• Proven track record: You have 3-5 years of experience in Enterprise SaaS sales, consistently exceeding targets, ideally in startups or fintech. You have strong technical sales expertise and are comfortable engaging with CTOs, Product Managers, and engineers.
• Education: Bachelor’s degree in marketing, business, or related field is a plus.
• Product Knowledge: You have a strong understanding of CoinGecko’s API product, customer needs, and the crypto/blockchain landscape.
• Sales Knowledge: You are proficient in the full sales lifecycle (prospecting, nurturing, closing), pipeline management, and sales reporting.
• Familiarity with Data Tools: You are proficient in CRM tools (e.g., HubSpot) and use data to manage your pipeline and sales activities effectively.
• Familiarity with API Products: You have a strong understanding of API products, SaaS metrics (ARR, churn, etc.), and common customer use cases for APIs.
• Strategy & Research Skills: You have strong market research, competitor analysis, and GTM strategy experience. You use a data-driven approach to forecasting and optimizing performance, with the ability to translate sales data into actionable insights to refine strategy.
• Project Management: You have strong project management skills, handling multiple initiatives while managing risks, costs, and timelines. You possess high attention to detail, accuracy, and quality, ensuring top execution standards.
• Entrepreneurial: You are self-motivated, resourceful, and have an entrepreneurial mindset with the ability to succeed in a fast-paced and highly agile environment.
• Communication: You can build strong relationships with clients and internal teams through clear and compelling verbal and written communication.
• Negotiation: You have solid negotiation and persuasion skills to close deals and secure favorable terms.
• Leadership: You demonstrate leadership potential by mentoring others and acting as a positive influence on the team. You can work independently and drive initiatives forward.
• Growth Mindset: You have strong critical thinking and problem-solving skills. You are passionate for continuous learning and staying ahead of industry trends.
• Web3 Interest: You have a keen interest in blockchain, cryptocurrency, NFT, web3, and metaverse topics.

• Remote Work Flexibility: Work wherever you feel most productive. We also provide office space in 1Powerhouse (Malaysia) and WeWork (Singapore) if you ever feel like meeting your colleagues in person.
• Comprehensive Insurance Coverage: We provide life and hospitalization coverage for you, along with hospitalization coverage for your dependents.
• Virtual Share Options: You'll be entitled to virtual options, with terms and conditions.
• Bonus: You’ll be entitled to a bonus, with terms and conditions.
• Parking Allowance: Allocated on a claim basis to ease the cost of travelling.
• Meal Allowance: You will be given a monthly fixed allowance of RM600 or SGD400 to subsidize the cost of your meals.
• Learning Allowance: You will be allocated an annual budget of USD500 (claim basis) to help you continuously learn in the pursuit of your professional and personal development.
• Social Activity Allowance: Want to set a date to watch a movie or play futsal with your colleagues? Get it organized and we subsidize a portion (claim basis) of the cost.
• Annual Company Offsite: We gather once a year to meet each other in person, reflect on the year, and partake in social activities!