Enterprise Account Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of the entire sales process, from prospecting to closing for enterprise accounts (5,000+ employees), focusing on acquiring new logos and generating expansion revenue against a set quota.

• Build and maintain a robust pipeline through a mix of inbound leads, referrals sourced by the team, and self-initiated prospecting — you are proactive in creating your own momentum.

• Engage in consultative discovery with VP and C-Suite stakeholders to align product capabilities with complex business challenges across various departments.

• Cultivate executive relationships and engage multiple stakeholders within buying committees — from end users and department heads to CIOs and procurement — to foster enterprise-wide consensus.

• Navigate intricate deal cycles that involve legal reviews, security questionnaires, procurement processes, and multi-stakeholder approval chains.

• Increase revenue within existing accounts through strategic upselling and cross-selling, identifying growth opportunities and formulating expansion plans that transition initial deployments into company-wide implementations.

• Work collaboratively across functions with Sales Engineering, Customer Success, Marketing, and Product to provide customized solutions and promote post-sale adoption.

• Uphold CRM discipline with precise forecasting, timely updates on next steps, and maintaining clean pipeline hygiene in Salesforce.

• Contribute to the enterprise playbook — the processes, positioning, and deal structures you develop will serve as the foundation for future team members.

⛳️ Requirements

• Over 5 years of experience in quota-carrying enterprise SaaS sales, showcasing a proven ability to close net-new logos and expand accounts at the 5,000+ employee level. Consistent achievement at or above quota is essential.

• Comprehensive understanding of enterprise buying cycles, procurement processes, and the intricacies of selling to large, complex organizations. Familiarity with SaaS business models, expansion strategies, and multi-year contract frameworks is expected.

• Expertise in structured enterprise sales methodologies — MEDDPICC, Challenger, or similar. You can map complex deals, identify risks early, and maintain control over a lengthy buying process involving multiple stakeholders.

• Proficient in multi-threading within enterprise accounts to build relationships across various business lines, uncover expansion opportunities, and navigate matrixed organizations — skilled at influencing without direct authority.

• Capable of conducting consultative discovery to link product capabilities with measurable business outcomes. You know how to connect organizational pain points to product value and construct a compelling business case.

• Ability to comprehend, demonstrate, and articulate complex product features in the context of enterprise workflows. Experience in selling productivity, collaboration, or communication tools is a significant advantage.

• AI Fluency: You don’t merely use AI tools — you actively seek innovative ways to leverage them that others may not have considered. You utilize AI to expedite research, personalize outreach at scale, synthesize account signals, and enhance your commercial instincts.

• Outstanding negotiation, communication, and executive presence. You can command the attention of a VP of Engineering and a CFO in the same meeting.

• Strong discipline in pipeline management and forecasting; proficiency in Salesforce is required.

• Proven ability to work independently with minimal supervision, proactively manage tasks and priorities across multiple projects, analyze and execute work efficiently, collaborate effectively with cross-functional teams, and thrive in fast-paced, results-oriented environments.

• Experience selling AI productivity, collaboration, or communication software to enterprise clients.

• Background working alongside product overlays, specialist sellers, or solutions engineering teams within a multi-product go-to-market strategy.

• Familiarity with selling to IT, Security, or Procurement stakeholders in regulated industries.

• Previous experience at a high-growth company where you contributed to building the enterprise sales function from the ground up.

🏝️ Benefits

• Excellent health care coverage, including a comprehensive range of medical, dental, vision, mental health, and fertility benefits.

• Options for disability and life insurance.

• 401(k) and RRSP matching programs.

• Paid parental leave.

• 20 days of paid time off each year, 12 paid holidays annually, two floating holidays per year, along with flexible sick time.

• Generous stipends for caregiving, pet care, wellness, home office, and more.

• Annual budget for professional development and opportunities for growth.