Principal Account Executive – Employee Experience

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

📋 Description

• Take ownership of the specialized PXP sales process, from initial qualification and discovery to solution alignment, business case creation, negotiation, closing, and handover to the post-sale team.

• Collaborate with Employee Communications Account Executives on account strategies and define clear roles for each opportunity.

• Generate a pipeline through seller referrals, joint account planning, targeted prospecting, partner activities, and qualified incoming demand.

• Identify and rank PXP opportunities among prospective and existing accounts.

• Conduct consultative discovery sessions with senior stakeholders across Internal Communications, Employee Experience, HR, IT, Digital Workplace, Operations, Security, Procurement, and executive leadership.

• Provide expert advice to customers on intranet, digital workplace, and employee experience matters.

• Coordinate demonstrations, workshops, proposals, security reviews, and business cases with internal expert teams.

• Cultivate champions and executive sponsors, map buying groups, and align stakeholders around Mutual Action Plans and a pathway to value.

• Implement MEDDPICC discipline in qualification, deal strategy, risk management, forecasting, and closing plans.

• Keep accurate opportunity data and forecasts and meet quarterly and annual PXP revenue objectives.

• Operate within a shared-credit model alongside the paired Account Executive.

• Direct PXP opportunity strategy and enhance field capabilities through coaching, enablement, and customer feedback.

⛳️ Requirements

• A minimum of 8 years of enterprise SaaS sales experience, including handling complex, multi-stakeholder opportunities with large organizations.

• Extensive experience in selling intranet, employee experience, digital workplace, employee communications, HR technology, or closely related enterprise platforms.

• A proven track record of meeting or surpassing quarterly and annual sales targets.

• Strong skills in consultative discovery, value selling, presentations, negotiation, and closing.

• Experience in engaging with executive buyers and fostering champions across business and technical sectors.

• Proficiency in MEDDPICC or a similar enterprise sales methodology.

• Ability to link intranet and employee experience priorities to tangible business outcomes for large, distributed workforces.

• Exceptional written and verbal communication, executive presence, organizational discipline, and attention to detail.

• Good judgment, curiosity, resilience, and the capability to collaborate effectively in a fast-paced environment.

• Bachelor’s degree or an equivalent combination of education and relevant professional experience.

🏝️ Benefits

• Variable compensation.

• Short-term incentives.

• Health insurance with multiple options.

• Accident and life insurance.

• Access to learning and development platforms.

• Flexible work arrangements.

• Flexible PTO.

• 10 days of paid leave.

• Competitive medical, dental, and vision benefits.

• Monthly contributions to a Health Savings Account.

• 401(k) plan with employer matching.

• Maternity, parental, adoption, and bereavement leave.

• Funding to support adoption costs.

• Opportunities for career advancement.

• An enjoyable and flexible working environment.