The Account Executive – Enterprise is responsible for driving large-scale sales cycles with Fortune 500 and other strategic accounts. This role focuses on building and managing relationships across multi-stakeholder buying committees, positioning complex solutions, and negotiating multi-year, multi-million-dollar contracts. Success requires a consultative approach, deep business acumen, and the ability to coordinate internal resources to meet the unique needs of enterprise clients.
Key responsibilities:
- Develop and execute comprehensive account plans for a defined set of enterprise targets, including stakeholder mapping and opportunity qualification
- Lead executive-level presentations, ROI workshops, and proof-of-concept pilots that align technical capabilities to business outcomes
- Negotiate contract terms, pricing structures, service-level agreements, and renewal strategies to maximize revenue and margin
- Partner with Sales Engineers, Solutions Consultants, Legal, and Professional Services to ensure seamless deal progression and implementation readiness
- Maintain accurate pipeline forecasts and deal status in the CRM system, delivering regular reports and insights to sales leadership
- Identify expansion and cross-sell opportunities within existing accounts and collaborate with Customer Success to drive upsell initiatives
Qualifications:
- 5+ years of enterprise software or SaaS sales experience with a proven record of closing deals ≥ $1 million ARR
- Exceptional executive presence, communication, and negotiation skills with C-level stakeholders
- Strong understanding of complex procurement processes, security/compliance reviews, and RFP/RFI cycles
- Proficiency in CRM and sales enablement tools (e.g., Salesforce, HubSpot, Seismic) and familiarity with solution-selling frameworks (MEDDPICC, SPICED)
- Ability to manage long sales cycles (6–18 months), prioritize competing opportunities, and thrive in a target-driven environment
Preferred:
- Experience selling into regulated industries (e.g., finance, healthcare, government)
- International sales or global account management background
- MBA or equivalent business/technical education
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