[All remote jobs](https://jobicy.com/jobs.md)[![Harness logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2022/01/3b1ed4078f521827fd4fd3f1ead4e484.jpg)](https://jobicy.com/company/harness.md)[Harness](https://jobicy.com/company/harness.md) # Senior Enterprise Account Executive – Seattle Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/harness.md)ShareRemote from[USA](https://jobicy.com/job-region/usa.md)SalaryUSD 325k–325k / yrDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished21 Oct 2026Apply before20 Nov 2026Listing views35Application actions2Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. Harness is seeking a senior enterprise account executive to win new enterprise customers for its AI software delivery platform. The role owns the full sales cycle, from account planning and prospecting through forecasting, negotiation, and close. Success requires consultative selling to C-level IT and business stakeholders, disciplined pipeline qualification, and consistent quota attainment. The seller will partner closely with sales engineering and sales development while using Salesforce and MEDDPICC to manage complex opportunities. This is a hybrid, US-authorized role with a stated on-target earnings target of $325,000 annually. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a senior, quota-carrying enterprise sales role involving complex, multi-stakeholder technology deals and high performance expectations. It requires independent territory execution, rigorous forecasting, and the ability to articulate business value to executive buyers. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Highly competitive$325,000US market range (per year)$250k–$400k0$440.00k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. The employer states on-target earnings (OTE) of $325,000 annually. The estimated US market range for a senior enterprise software account executive is $250,000–$400,000 per year in total target compensation, varying by territory, product complexity, quota, and variable-pay structure. ## Core skills Skills and capabilities most closely associated with this opportunity. [Enterprise Sales](https://jobicy.com/jobs?search_keywords=Enterprise%20Sales.md)[Full-Cycle Sales](https://jobicy.com/jobs?search_keywords=Full-Cycle%20Sales.md)[Account Planning](https://jobicy.com/jobs?search_keywords=Account%20Planning.md)[Consultative Selling](https://jobicy.com/jobs?search_keywords=Consultative%20Selling.md)[C-Level Selling](https://jobicy.com/jobs?search_keywords=C-Level%20Selling.md)[MEDDPICC](https://jobicy.com/jobs?search_keywords=MEDDPICC.md)[Salesforce](https://jobicy.com/jobs?search_keywords=Salesforce.md)[Pipeline Management](https://jobicy.com/jobs?search_keywords=Pipeline%20Management.md)[Sales Forecasting](https://jobicy.com/jobs?search_keywords=Sales%20Forecasting.md)[Opportunity Qualification](https://jobicy.com/jobs?search_keywords=Opportunity%20Qualification.md)[Value Selling](https://jobicy.com/jobs?search_keywords=Value%20Selling.md)[ROI Analysis](https://jobicy.com/jobs?search_keywords=ROI%20Analysis.md)[Negotiation](https://jobicy.com/jobs?search_keywords=Negotiation.md)[Sales Engineering Collaboration](https://jobicy.com/jobs?search_keywords=Sales%20Engineering%20Collaboration.md)[Business Development](https://jobicy.com/jobs?search_keywords=Business%20Development.md) Sample interview questionsHow do you build an account plan for a complex enterprise opportunity?I begin by mapping the account's strategic priorities, technology environment, buying process, and stakeholder landscape. I identify a compelling business problem, develop a multithreaded engagement plan, validate success criteria, and maintain mutual action plans tied to measurable outcomes. How have you used MEDDPICC to improve opportunity quality? I use MEDDPICC to test whether an opportunity is genuinely qualified by confirming metrics, the economic buyer, decision criteria and process, pain, champion, and competition. Any gaps become explicit actions, which improves forecast accuracy and prevents late-stage surprises. Describe how you sell value to both technical and business executives. For technical leaders, I focus on architecture, integration, reliability, governance, and implementation outcomes. For business executives, I translate those capabilities into release velocity, risk reduction, cost efficiency, and measurable return on investment. What is your approach when an enterprise deal stalls late in the sales cycle? I diagnose whether the stall is caused by unresolved value, missing stakeholder alignment, an unclear decision process, or commercial friction. I re-engage the champion and economic buyer with a concise recap of agreed outcomes, confirm next steps, and create a mutual plan with owners and dates. How do you maintain an accurate forecast while pursuing ambitious quota goals? I separate pipeline by objective evidence rather than optimism, using validated decision processes, access to power, business impact, and confirmed timelines. I review deal risks weekly, document next steps in Salesforce, and build sufficient early-stage coverage to protect the forecast. Opportunity details ## About this role. Harness is the AI Software Delivery Platform company, led by technologist and entrepreneur Jyoti Bansal (founder of AppDynamics, acquired by Cisco for $3.7B). Harness has raised approximately $570M in funding and is valued at $5.5B, backed by leading investors including Goldman Sachs, Menlo Ventures, IVP, Unusual Ventures, Citi Ventures, and more. As AI accelerates code creation, the real bottleneck has shifted to everything after the code – testing, deployments, application security, reliability, compliance, and cost optimization. Harness brings AI and automation to this “outer loop,” helping teams ship software faster while maintaining security and governance throughout the entire software delivery lifecycle. Powered by Harness AI and the Software Delivery Knowledge Graph, the Harness Platform applies deep context and intelligent automation across the software delivery lifecycle with governance and policy-driven controls embedded throughout the platform. Over the past year, Harness powered over 185M deployments, 82M builds, 18T flag evaluations, 8M security scans, 9.1B optimized tests, 3T protected API calls, and helped manage $2.8B in cloud spend — enabling customers like United Airlines, Morningstar, and Choice Hotels to accelerate releases by up to 75%, reduce cloud costs by up to 60%, and achieve 10x DevOps efficiency. With a global team across 26 offices and 27 countries, Harness is shaping the future of AI software delivery — and we’re looking for exceptional talent to help us move even faster. Position Summary Harness is looking for sales champions and leaders who are as passionate about building the next great software company as they are about blowing out their numbers every quarter. Key Responsibilities * Exceeding your number- Winning new enterprise logos * Forecasting correctly, communicating clearly, aligning brilliantly with the rest of the team * Not being afraid of being data driven – including using Salesforce and other tools to track your progress * Managing full sales cycle from prospect to close * Collaborating with other teams, including sales engineering and sales development About You * A proven track record of driving and closing enterprise deals * Account planning and execution skills * Ability to sell C-Level and across both IT and business units * Consistent overachievement of quota and revenue goals with a strong W2 track record * Understands the value of utilizing a strong sales methodology such as MEDDPICC when building pipeline and qualifying opportunities * Proven consultative sales solution skills, including the ability to articulate a clear, concise return on investment value statement * Ability to maintain a high level of productivity, manage multiple competing priorities, and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative, and team-oriented environment * Bachelors Degree or equivalent Location * This is a Hybrid Role What You Will Have at Harness * Competitive salary * Comprehensive healthcare benefits * Flexible Spending Account (FSA) * Employee Assistance Program (EAP) * Flexible Time Off and Parental Leave * Quarterly Harness TGIF-Off / 4 days * Monthly, quarterly, and annual social and team-building events * Recharge & Reset Program * Monthly internet reimbursement * Commuter benefits The OTE for this position is $325,000.00 Salary is determined by a combination of factors including location, level, relevant experience, and skills. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position. The compensation package for this position also includes a commission/variable component, which is based on performance, plus equity, and benefits. More details about our company benefits can be found at the following link:[https://www.harness.io/company/careers](https://www.harness.io/company/careers) A valid authorization to work in the U.S. is required ### Harness in the news: * [Accelerating Our Mission to Bring AI to Everything After Code](https://www.harness.io/blog/240m-financing-to-bring-ai-to-everything-after-code) * [Goldman Sachs leads investment in software delivery startup Harness at $5.5 billion valuation](https://www.cnbc.com/2025/12/11/harness-is-worth-5point5-billion-in-round-led-by-goldman-sachs.html) * [How Harness runs 16 “startups within a startup” at scale | Jyoti Bansal](https://www.youtube.com/watch?v=LvOYXKAyAqs) * [Harness Research Shows AI Visibility Crisis Fueling Security Nightmare](https://www.digit.fyi/ai-visibility-crisis-fuelling-security-nightmare/) * [Harness has been named to the Inc. Power Partner list for software delivery success](https://www.harness.io/blog/we-made-inc-s-2025-power-partners-list-again---heres-why-it-matters) All qualified applicants will receive consideration for employment without regard to race, color, religion, sex or national origin. At Harness, we care about your privacy and are committed to protecting your personal data. For additional information on this topic, you can visit our privacy Portal: [https://harness-privacy.relyance.ai/](https://harness-privacy.relyance.ai/) Note on Fraudulent Recruiting/Offers We have become aware that there may be fraudulent recruiting attempts being made by people posing as representatives of Harness. These scams may involve fake job postings, unsolicited emails, or messages claiming to be from our recruiters or hiring managers. Please note, we do not ask for sensitive or financial information via chat, text, or social media, and any email communications will come from the domain @harness.io. Additionally, Harness will never ask for any payment, fee to be paid, or purchases to be made by a job applicant. All applicants are encouraged to apply directly to our open jobs via our website. Interviews are generally conducted via Zoom video conference unless the candidate requests other accommodations. If you believe that you have been the target of an interview/offer scam by someone posing as a representative of Harness, please do not provide any personal or financial information and contact us immediately at [security@harness.io](mailto:security@harness.io). You can also find additional information about this type of scam and report any fraudulent employment offers via the Federal Trade Commission’s website ([https://consumer.ftc.gov/articles/job-scams)](https://consumer.ftc.gov/articles/job-scams)), or you can contact your local law enforcement agency. 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