Strategic Account Executive

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

📋 Description

• Manage a designated portfolio of strategic accounts within the top 50 MEP contractors.

• Consistently surpass an approximate annual quota of $2M.

• Analyze parent companies, operating entities, regional divisions, and acquired businesses.

• Identify the central versus local purchasing decision-making processes.

• Expand business within operating companies.

• Transition deployments into enterprise-wide licensing agreements negotiated at the parent company level.

• Lead seven-figure, multi-year negotiations from strategy development to contract signing.

• Establish pricing models, ramp-up schedules, rollout strategies, and commercial terms.

• Cultivate executive relationships with CEOs, CFOs, COOs, CIOs, Presidents of operating companies, VPs of Operations, and leaders in VDC/BIM and fabrication.

• Navigate through enterprise procurement, legal, IT, and security evaluations.

• Oversee MSA and enterprise agreement negotiations alongside finance and legal teams.

• Develop and uphold strategic account plans that encompass relationship maps, operating company gaps, competitive positioning, and long-term expansion strategies.

• Quantify enterprise-scale value derived from standardized workflows and data, enhancing visibility for parent companies.

• Coordinate efforts among Solutions Engineers, Customer Success, Product, and executive sponsors.

• Provide accurate forecasts throughout extended, multi-quarter sales cycles.

• Maintain clear, updated, and forecast-ready data in Salesforce.

• Relay customer insights to Product and Leadership to influence the roadmap.

⛳️ Requirements

• Over 7 years of B2B sales experience with quota responsibilities.

• More than 2 years in managing strategic, named, or major accounts.

• Proven history of closing seven-figure deals.

• Demonstrated success in converting current customers or business-unit deployments into large-scale, organization-wide enterprise licensing agreements.

• Experience navigating intricate, multi-layered organizations, including holding companies, parent and operating company frameworks, PE-backed platforms, or acquisition-driven consolidations.

• Background in selling operational, multi-stakeholder software such as construction technology, ERP, project management, manufacturing, or industrial software.

• Experience in constructing ROI cases and executing a value-based selling approach.

• Strong executive presence and credibility in boardroom discussions.

• Ability to align C-suite stakeholders with differing viewpoints.

• Excellent commercial acumen and negotiation capabilities.

• Familiarity with multi-year agreements, enterprise pricing frameworks, and handling procurement and legal redlines.

• Proficiency in MEDDPICC or a comparable qualification methodology.

• Data-driven mindset and a passion for leveraging AI.

• Proficient in Salesforce or a similar CRM system.

• Willingness to travel approximately 40%, including in-person executive meetings and visits to operating companies.

• E-Verify eligibility for employment in the U.S. will be confirmed after hiring.

• Bonus: Established relationships within leading MEP, mechanical, electrical, or plumbing contractors across North America.

• Bonus: Experience in selling to the construction sector, contractors, or the built environment.

• Bonus: Experience in selling to PE-backed platforms or firms expanding via acquisition.

• Bonus: Previous success in strategic or enterprise sales at a growth-stage SaaS organization.

🏝️ Benefits

• Fully remote work opportunity.

• Direct interaction with the executive team.

• Chance to contribute to building the strategic accounts program from the ground up.

• Customer feedback directly influences the product roadmap.