About the Opportunity

We are seeking an accomplished Senior Account Executive to develop and close high-value enterprise opportunities across a sophisticated portfolio of technology and digital business solutions.

This is not a high-volume transactional sales position.

The customers you pursue may be large, complex organizations where purchasing decisions involve multiple business units, technical stakeholders, security reviews, procurement processes, executive sponsors, financial justification, and potentially months of commercial negotiation.

Success therefore requires much more than strong presentation skills.

The Senior Account Executive will operate as a strategic commercial leader throughout the customer journey—from identifying high-potential accounts and developing executive relationships to discovering business problems, coordinating technical resources, developing compelling business cases, navigating procurement, negotiating agreements, and ultimately closing and expanding significant customer relationships.

Our solutions may address priorities involving artificial intelligence, cloud modernization, data and analytics, workflow automation, enterprise productivity, digital transformation, security, and technology-enabled operational improvement.

You will work directly with senior decision-makers including CIOs, CTOs, CFOs, COOs, Chief Data Officers, business-unit leaders, and other executive stakeholders to understand both the technology challenge and the underlying business outcome.

Internally, you will orchestrate resources across Sales Engineering, Product, Marketing, Customer Success, Partnerships, Legal, Finance, Security, and executive leadership.

The strongest candidates will understand that enterprise selling is fundamentally an exercise in coordination and judgment.

You must know when to bring technical specialists into an opportunity, when executive sponsorship is required, when procurement concerns are becoming a risk, when an opportunity lacks genuine business urgency, and when walking away from a poorly qualified deal is better than allowing it to distort the forecast.

We are looking for a seller who can create opportunities—not simply process inbound demand.

Someone capable of developing a territory strategically, entering difficult accounts, building relationships across multiple levels of an organization, and translating sophisticated technology into measurable business value.

The objective is to create durable enterprise relationships where commercial success follows from solving problems important enough for customers to act.

Essential Duties and Responsibilities

01 | Enterprise New-Logo Acquisition

Own the complete enterprise sales cycle from initial account development through contract execution.
Identify high-value target organizations within an assigned market or territory.
Build account-entry strategies for difficult-to-access enterprise customers.
Generate new opportunities through targeted prospecting, referrals, partnerships, executive networking, and coordinated account-based campaigns.
Develop relationships across multiple levels of target organizations.
Create sufficient pipeline to consistently support revenue objectives.
Maintain disciplined pursuit strategies across priority accounts.

02 | Strategic Account Development

Develop comprehensive account plans for high-potential organizations.
Map organizational structures, business priorities, decision-makers, influencers, and procurement stakeholders.
Identify whitespace and expansion opportunities.
Build multi-threaded relationships to reduce dependence on a single champion.
Establish executive sponsorship where appropriate.
Develop long-term strategies for strategically important accounts.

03 | Executive & Consultative Selling

Engage senior business and technology leaders in substantive commercial conversations.
Understand strategic priorities before recommending solutions.
Conduct structured discovery.
Identify business problems, technical requirements, financial implications, and organizational constraints.
Translate customer challenges into clear solution opportunities.
Position capabilities around measurable outcomes rather than product features.

04 | Complex Deal Leadership

Orchestrate sophisticated enterprise opportunities involving multiple stakeholders.
Establish mutual action plans.
Coordinate discovery, technical validation, security reviews, business cases, procurement, legal review, and executive approvals.
Maintain momentum across extended sales cycles.
Identify deal blockers early.
Develop strategies for resolving objections and organizational resistance.
Maintain clear ownership of next steps throughout the opportunity.

05 | Business Case & Value Selling

Quantify the potential business impact of proposed solutions.
Develop value propositions tied to revenue, productivity, cost reduction, risk mitigation, or strategic transformation.
Partner with customers to establish measurable success criteria.
Build financially credible business cases.
Support ROI and total-cost-of-ownership discussions.
Ensure commercial proposals remain connected to customer outcomes.

06 | Technical Solution Collaboration

Partner closely with Sales Engineers, Solution Architects, Product teams, and technical specialists.
Coordinate technical discovery.
Support product demonstrations and solution workshops.
Manage proof-of-concept or technical-validation processes where required.
Translate technical requirements into commercial strategy.
Ensure technical teams understand customer priorities and decision criteria.

07 | AI, Cloud & Digital Transformation Selling

Develop credible conversations around modern enterprise technology priorities.
Understand customer initiatives involving AI adoption, automation, cloud modernization, data platforms, and digital transformation.
Identify where emerging technologies can create measurable enterprise value.
Position solutions appropriately within broader customer technology environments.
Maintain awareness of evolving AI and cloud buying patterns.

08 | Pipeline & Forecast Management

Maintain accurate opportunity information within the CRM.
Develop realistic close plans.
Apply consistent qualification standards.
Maintain visibility into deal risk.
Provide reliable weekly, monthly, and quarterly forecasts.
Avoid artificial pipeline inflation.
Clearly communicate changes in opportunity probability.
Maintain appropriate pipeline coverage.

09 | Commercial Negotiation

Lead commercial discussions through contract execution.
Develop appropriate pricing and proposal strategies.
Navigate procurement organizations.
Partner with Legal, Finance, Security, and leadership on complex requirements.
Negotiate professionally while protecting long-term economics.
Manage discount requests strategically.
Support development of multi-year and enterprise agreements.

10 | Competitive Strategy

Understand competitive positioning within active opportunities.
Identify alternative technologies and internal customer options.
Develop strategies for competitive displacement.
Communicate differentiated business value.
Capture win/loss intelligence.
Provide Product and Marketing teams with meaningful market feedback.

11 | Customer Expansion

Partner with Customer Success and Account Management following initial acquisition.
Maintain appropriate executive relationships after closing.
Identify opportunities for additional products, capabilities, business units, or geographies.
Support strategic business reviews.
Help turn successful deployments into broader enterprise relationships.

12 | Cross-Functional Deal Orchestration

Act as the commercial quarterback across:

Sales Engineering
Solution Architecture
Product
Customer Success
Marketing
Partnerships
Security
Legal
Finance
Revenue Operations
Executive leadership

Ensure internal resources are deployed according to opportunity value and deal stage.

Job Qualifications and Requirements

7+ years of progressive B2B sales experience, including significant enterprise technology sales responsibility.
Demonstrated success closing complex, high-value enterprise opportunities.
Experience selling SaaS, cloud, AI, data, cybersecurity, enterprise software, FinTech, or digital-transformation solutions.
Strong record of new-logo acquisition.
Experience managing long, multi-stakeholder enterprise sales cycles.
Demonstrated ability to develop relationships with senior executives.
Experience selling to CIO, CTO, CFO, COO, CDO, or comparable executive stakeholders.
Strong discovery and consultative-selling capabilities.
Experience developing business cases and value-based proposals.
Strong commercial negotiation capabilities.
Experience navigating procurement, legal, security, and technical evaluations.
Demonstrated forecasting discipline.
Strong CRM proficiency with Salesforce or comparable platforms.
Excellent written, verbal, and presentation skills.
Ability to operate independently across a sophisticated territory.

Particularly Valuable Experience

Experience involving one or more of the following is highly valued:

Artificial Intelligence / Generative AI
Enterprise SaaS
Cloud platforms
Data and analytics
Cybersecurity
FinTech or payments
Workflow automation
Developer platforms
Digital transformation
Enterprise applications
Multi-product environments
Fortune 1000 accounts
Global enterprise customers
Strategic partnerships
Consumption-based software models

Familiarity with enterprise sales methodologies such as MEDDPICC, MEDDIC, Challenger, Command of the Message, SPIN, Sandler, or comparable frameworks is valuable.

Personal Capabilities and Qualifications

Executive Credibility

You can enter a conversation with a senior executive and discuss the business problem rather than immediately delivering a product pitch.

Commercial Curiosity

You want to understand how the customer makes money, where inefficiencies exist, and why solving a particular problem matters now.

Strategic Prospecting

You approach prospecting through research, relevance, account intelligence, and disciplined persistence.

Deal Judgment

You know the difference between an active opportunity and a friendly customer conversation.

Multi-Threading

You intentionally build relationships across business, technology, procurement, and executive stakeholders.

Competitive Drive

You enjoy winning complex opportunities while maintaining professionalism and long-term customer trust.

Forecast Integrity

You communicate what is actually happening in an opportunity, even when the reality is less attractive than the forecast.

Resilience

You can operate effectively through long sales cycles, competitive losses, delayed decisions, and changing customer priorities.

Ownership

Once an opportunity enters your territory, you take responsibility for advancing it rather than waiting for other teams to create momentum.

Strategic Support

Beyond individual opportunities, the Senior Account Executive will provide important market intelligence to the broader organization.

You may contribute to:

Enterprise GTM strategy
Account segmentation
Territory development
Vertical-market strategy
Product positioning
Pricing and packaging
Competitive intelligence
Customer segmentation
AI commercialization
Partner strategy
New-market development
Strategic account programs
Sales methodology
Executive customer programs
Revenue forecasting

Your proximity to customers will provide Product, Marketing, and executive leadership with direct insight into changing enterprise priorities and purchasing behavior.

Working Conditions

Remote or flexible working arrangements may be available depending on organizational requirements.
Regular customer-facing activity is expected.
Domestic travel may be required for strategic customer meetings, executive presentations, industry events, and commercial negotiations.
Occasional international travel may be required for global accounts.
Regular collaboration across geographic regions and time zones may be necessary.
Quarter-end and major commercial negotiations may occasionally require additional availability.
The role requires disciplined handling of confidential customer, pricing, contract, competitive, and commercial information.

Job Function

Primary Function: Enterprise Sales & Strategic Account Acquisition

Commercial Focus: New Logo + Strategic Expansion

Core Areas:

Compensation & Benefits

The anticipated compensation range for this position is:

$195,000 – $256,000 annually

Final compensation will consider enterprise-sales experience, historical quota performance, deal complexity, strategic-account expertise, relevant technology-market experience, geographic considerations, and overall qualifications.

The broader total rewards package may include:

Performance-based sales incentives
Commission or variable compensation opportunities
Equity or long-term incentives where applicable
Comprehensive medical, dental, and vision coverage
Retirement savings with employer contributions
Generous paid time off and company holidays
Remote and flexible working arrangements
Sales and leadership development
Professional learning resources
Technology and home-office support
Business travel support
Wellness and family-support programs

Why Join Us

The best enterprise sales opportunities are rarely won because one vendor gave the best presentation.

They are won because someone understood the customer’s organization better, identified the real business problem earlier, built stronger internal alignment, demonstrated credible value, and managed dozens of details without losing sight of why the customer should act.

That is the kind of selling this role is designed around.

You will have the autonomy to develop strategic accounts rather than simply work through a predetermined list of leads.

You will have access to technical, product, customer, and executive resources when an opportunity warrants them.

And you will sell into markets being reshaped by some of the most consequential technology shifts in enterprise business—including AI, cloud, automation, data, and digital transformation.

Your work will connect:

Senior Account Executive