Principal Account Executive – Enterprise Accounts

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

📋 Description

• Develop and implement extensive growth strategies for designated enterprise accounts.

• Interact with senior stakeholders and perform executive-level business reviews.

• Enhance customer adoption across various business units, personas, and purchasing groups.

• Generate additional revenue through upselling, cross-selling, and expansion initiatives.

• Support and improve consumption-based or subscription-based commercial frameworks.

• Lead the negotiation and finalization of intricate, multi-stakeholder enterprise agreements.

• Collaborate with Deal Desk, legal, finance, partners, and specialist teams on complex deal structures.

• Manage pipeline oversight and ensure forecasting accuracy.

• Evaluate deal health, risks, and probabilities using data-informed judgment.

• Serve as a strategic advisor to executive-level customer stakeholders.

• Convey value propositions through executive storytelling and insight-driven engagement.

• Direct co-selling efforts alongside technical specialists, extended sales teams, and partners.

• Collaborate with technical teams during discovery and solution creation.

• Guarantee a smooth post-sale transition to Customer Success.

⛳️ Requirements

• Proven experience in managing and growing large enterprise or strategic customer accounts within complex B2B settings.

• Demonstrated ability to lead intricate, multi-stakeholder sales processes from strategy formulation to negotiation and closure.

• Strong commercial insight, including experience with enterprise-scale agreements and expansion initiatives.

• Capability to engage credibly and confidently with senior and executive-level customer stakeholders.

• Experience working in matrixed sales environments, collaborating with specialists, partners, and cross-functional teams.

• Excellent analytical and strategic thinking capabilities, with the ability to utilize data for decision-making and forecasting.

• Understanding of UK enterprise customer purchasing behaviors and commercial practices.

• Experience with Enterprise Business Agreements (EBAs) or similar large-scale commercial frameworks.

• Background in technology, SaaS, subscription, or consumption-based business models.

• Experience in leading co-selling initiatives with technical specialists and partner ecosystems.

• Familiarity with value-based selling, executive-level storytelling, and positioning for business outcomes.

• Proficiency in using CRM, forecasting, and pipeline management tools to facilitate enterprise sales execution.

• Degree-level education or equivalent professional experience.

🏝️ Benefits

• Annual cash bonuses may be included.

• Commissions for sales positions.

• Stock grants.

• Comprehensive benefits package.

• In-person onboarding and/or in-person ID verification may be provided/required.