The posting
This role is for an enterprise seller who wins new logos. We are looking for a hands-on hunter who personally builds pipeline, runs complex deals and closes them, not someone who waits for inbound or manages a book of existing accounts.
Tomorrow.io helps organizations make smarter, faster decisions in an increasingly volatile climate. As an Enterprise Account Executive, your primary job is to drive net-new customer acquisition for our weather intelligence platform.
You will own deals end to end. That means finding the right accounts, engaging the right stakeholders, building the business case, navigating procurement and closing six and seven-figure opportunities over multi-month sales cycles. You will partner with Solutions Engineering, Marketing, Partnerships, BDRs and leadership, but the deal is yours.
You will join a team of high-performing enterprise sellers in a fast-moving company where the playbook is still evolving. You will be comfortable with ambiguity, operate independently, and take initiative. The Sales team works together in person twice a week at our Boston HQ.
What Winning Looks Like
- You hit your quota by landing new logos, with deals in the $500K - $1M+ ACV range.
- Your pipeline is self-built. Most of it comes from your own outbound prospecting and account planning, supported by BDRs, Marketing and partners.
- You are multi-threaded in every deal. Executive sponsors, operations leaders, IT, procurement and finance all know who you are and why Tomorrow.io matters.
- Your business cases hold up. Customers can see the quantified ROI of better weather decisions in their own numbers.
- Your forecast is accurate. Leadership knows where every deal stands, what the next step is, and what could slip, with no surprises.
- Internal teams want to work your deals. Solutions Engineering, Legal and Finance get clear requirements and realistic timelines, not last-minute fire drills.
- You become a recognized voice in your vertical. Aviation or Insurance buyers see you as someone who understands their operations and their weather risk.
- You raise the standard for the team around you. You share what works, help refine our sales playbook, and make our enterprise motion more repeatable.
What You Will Own
Pipeline Generation
- Build pipeline within your territory through outbound prospecting, account planning and targeted campaigns.
- Develop strategic account plans for priority targets, mapping stakeholders, initiatives and entry points.
- Work with BDRs, Marketing and Partnerships to turn events, campaigns and partner relationships into qualified opportunities.
Deal Execution
- Own and close complex, six and seven-figure Global 2000 deals over multi-month sales cycles.
- Identify and engage key stakeholders across target accounts, from operations and risk leaders to the C-suite, procurement and IT.
- Lead discovery, demos, pilots and proofs of concept with Solutions Engineering, with clear success criteria agreed up front.
- Navigate security reviews, legal terms and procurement to get deals signed on time.
Value Selling
- Quantify and communicate the business value of Tomorrow.io: avoided disruption, reduced losses, safer operations and better decisions.
- Build business cases and ROI models that executive sponsors can take to their leadership.
- Position Tomorrow.io against alternatives, including free and incumbent weather data, with a clear point of view.
Forecasting and Collaboration
- Maintain accurate pipeline and forecasting in Salesforce.
- Partner cross-functionally with Solutions Engineering, Product, Legal, Finance and Customer Success to drive deal success and a smooth handoff after signature.
- Use AI tools to improve prospecting, account research, efficiency and deal execution.
- Travel about 20–30% to engage customers domestically and internationally.
What You Must Bring
- 5+ years of SaaS sales experience with consistent quota attainment. This must include closing new-logo deals yourself, not only managing renewals or expanding existing accounts.
- A proven track record of closing $500K - $1M+ ACV enterprise deals across multi-month sales cycles.
- Strong discovery and value-based selling skills, with the ability to quantify ROI.
- Experience generating your own pipeline through outbound prospecting and account expansion.
- The ability to build and execute strategic account plans.
- Comfort selling to C-level and senior decision-makers, and clear communication across technical and executive audiences.
- Comfort with ambiguity and the ability to operate independently in a fast-moving environment.
- Strong CRM discipline (for example, Salesforce) and forecasting accuracy.
- Practical use of AI tools to improve prospecting, efficiency and deal execution.
- Willingness to travel about 20–30%, and to work from our Boston HQ twice a week.
Strong Plus
- Experience selling into Aviation (airlines, airports, cargo, MROs) or Insurance (carriers, reinsurers, MGAs).
- Experience selling data, API or analytics platforms, or decision intelligence software.
- Background in weather, climate, risk or operations technology.
- Familiarity with a structured sales methodology such as MEDDPICC, Challenger or Command of the Message.
- Experience co-selling with partners, GSIs or cloud marketplaces.
- Experience in a high-growth startup or scale-up where you helped build the enterprise playbook.
Why Join Tomorrow.io
- A category-defining platform with clear, quantifiable ROI for enterprise customers.
- The opportunity to sell into Global 2000 organizations across critical industries.
- A high-impact role with direct influence on company growth and market expansion.
- A collaborative, high-performance culture focused on execution and results.
- Competitive compensation with uncapped upside.
If your experience is close but doesn’t fulfill all requirements, please apply. Tomorrow.io is on a mission to build a special company. To achieve our goal, we are focused on hiring people with different backgrounds, perspectives, and experiences.
Tomorrow.io is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. Tomorrow.io participates in the E-Verify program in all US states, as required by law.
At Tomorrow.io we have established a workplace culture that values fairness and equal opportunities and we believe it is crucial for fostering a positive and productive environment. Regularly reviewing and adjusting pay practices to align with legitimate drivers of pay, such as job level, geographic location, and performance, demonstrates a commitment to maintaining equity within the organization.This commitment to ongoing assessment and improvement is key to creating a workplace that is not only diverse and inclusive but also fair and just. Anticipated OTE range (base + uncapped commission) for this role is $250-300k+, subject to local market and candidates skills and experience. Accelerators are in place for over-quota performance. Comprehensive health benefits, unlimited paid time off and other benefits included. Relocation assistance may be offered/available for certain roles.
Tomorrow.io is committed to providing reasonable accommodations for candidates with disabilities in our recruiting process. If you need any assistance or accommodations due to a disability, please let us know at [email protected]
About Tomorrow.io:
Tomorrow.io is helping Countries, Businesses and Individuals better manage their Climate Security Challenges. Fully customizable to any industry impacted by the weather, customers around the world including Uber, Delta, Ford, National Grid and more use Tomorrow.io to dramatically improve operational efficiency. Tomorrow.io was built from the ground up to help teams predict the business impact of weather, streamline team communication and action plans, improve productivity, and optimize profit margins.
Space: In case you have not heard, we are also going to space with our Operation Tomorrow Space initiative. We are building the first-of-its-kind proprietary satellites equipped with radar, and launching them into space to improve weather forecasting technology for everyone on Earth.
Ethos: Our ethos guides us in everything we do - The people of Tomorrow are here to make an impact, they show true grit, and always put people first.
How we roll: We believe that magic happens when people work together. The People of Tomorrow take ownership with a bias for action. We believe in transparency and directness, putting work before ego, and empathy. The People of Tomorrow have a can-do attitude, are resilient, and curious. They are growth oriented, value people striving to be experts, and love to have fun. Here, your success is achieved by your impact and deliveries and not by the hours you put in. We have flexible hours and unlimited vacation days policy. The People of Tomorrow show empathy, mutual respect and work as one diverse team. We grow fast and move faster but we always see people first. Each person has their own career growth path for we believe that the only way for the company to grow is if you grow.
