Enterprise Account Executive – B2B Sales

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

📋 Description

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

• Oversee intricate, multi-stakeholder sales cycles from initial outreach through qualification, discovery, solution creation, executive presentations, negotiation, and closing.

• Successfully close large-scale enterprise deals valued at $500K or more.

• Work closely with the Enterprise ADR on account targeting, outreach approaches, and lead quality assurance.

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

• Co-create the enterprise sales playbook, which includes outreach frameworks, negotiation tactics, and customer engagement models.

• Achieve preferred vendor status and negotiate long-term partnership agreements.

• Identify growth opportunities within both new and existing accounts.

• Utilize retail showrooms for site visits, design presentations, and to expedite deals.

• Represent Article at industry events like HD Expo and BDNY.

• Maintain CRM records, oversee pipeline health, adhere to SLA standards, and provide monthly and quarterly forecasts.

• Collaborate with Category Management, Supply Planning, and Logistics to execute projects and manage complex orders.

• Provide insights regarding market intelligence, competitive activities, and pricing trends.

• Ensure that deals comply with B2B profitability standards.

⛳️ Requirements

• Minimum of 7 years of B2B sales experience with a proven, verifiable history of hunting and closing high-volume, multi-stakeholder deals.

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

• A robust existing network or a proven ability to foster relationships with major hospitality brands, purchasing firms, management companies, and developers.

• Experience in navigating corporate brand guidelines, responding to RFPs, engaging in preferred vendor programs, and executing strategic enterprise partnership agreements.

• Strong commercial insight, including an understanding of deal economics, profit margins, and profitability.

• Disciplined in pipeline management and precise CRM record maintenance.

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

• Willingness and capability 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.

• Completion of a background check is mandatory.

🏝️ 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.

• 8 paid company holidays.

• 1 Inclusion & Diversity day.

• Flexible remote work model.

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

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

• Life & Disability insurance.

• Travel Medical insurance.