Enterprise Account Executive, B2B

This is a fully remote position, open to applicants in District of Columbia, +1 more state.

📋 Description

• Take ownership of and implement outbound sales strategies aimed at conglomerate hotel brands, franchise developers, and significant purchasing organizations.

• Lead intricate, multi-stakeholder enterprise sales processes from initial outreach through qualification, discovery, solution development, executive presentations, negotiation, and closing.

• Collaborate with the Enterprise ADR to establish account targeting criteria, refine outreach efforts, and enhance pipeline velocity.

• Navigate procurement processes that involve corporate brand directors, ownership groups, procurement teams, and management companies.

• Co-create and update Article's enterprise sales playbook.

• Achieve preferred vendor status and Master Supply Agreements while identifying opportunities for account expansion.

• Utilize Article’s retail showroom network for site visits, design presentations, and to expedite deals.

• Represent Article at industry events such as HD Expo and BDNY.

• Track prospects, interactions, and deal stages within the CRM; maintain pipeline health and deliver monthly and quarterly forecasts.

• Collaborate with Category Management, Supply Planning, and Logistics on project execution and complex orders.

• Provide market intelligence regarding competitive activity and pricing while ensuring alignment with B2B profitability requirements.

• Build an enterprise book of business focused on major hotel chains, franchise owners, and purchasing groups.

• Report directly to the Manager, Enterprise Accounts & Strategic Growth.

⛳️ Requirements

• Over 7 years of B2B sales experience.

• A proven and verifiable history of hunting and closing large-volume, multi-stakeholder deals.

• Experience with a minimum $500K ACV and $100K project scope is required.

• Direct experience in selling to hospitality, contract furniture, interior design, or related commercial building materials sectors.

• A strong existing network or the ability to cultivate relationships with major hospitality brands, purchasing firms, management companies, and developers.

• Experience navigating corporate brand standards, responding to RFPs, negotiating preferred vendor agreements, or Master Supply Agreements.

• Strong commercial acumen and comprehension of deal economics, margins, and profitability.

• Disciplined management of the sales pipeline and up-to-date records in the CRM.

• Self-motivated and capable of achieving results in ambiguous situations.

• Willingness and ability to travel up to 50% of the time.

• Legally authorized to work in the United States.

• A valid, unexpired passport is required for international travel to Canada.

• Successful completion of a background check.

🏝️ Benefits

• Uncapped commission structure.

• 401(k) plan with 4% matched contributions.

• 45% discount on the entire product range (15% for friends and family).

• 160 hours (4 weeks) of paid vacation accrued annually.

• 8 paid company holidays.

• 1 Inclusion & Diversity day.

• Flexible remote work model.

• Medical, Dental, & Vision coverage, eligible from the first day of employment.

• 48 hours of sick/wellness leave (6 days) accrued annually.

• Life & Disability insurance.

• Travel Medical insurance.

• Health FSA and Dependent Care FSA.