Enterprise Account Executive

Position Overview

We are seeking an experienced Enterprise Account Executive to drive revenue growth by identifying, developing, and closing complex enterprise software opportunities. This role is ideal for a sales professional who excels in consultative selling, thrives in large and complex buying environments, and has experience engaging executive stakeholders throughout digital transformation, business process automation, and enterprise technology initiatives.

The successful candidate will manage the full sales cycle, build and maintain a robust pipeline, navigate multi-stakeholder buying committees, and consistently close high-value enterprise deals.

Key Responsibilities

Enterprise Sales & Business Development

• Own the full enterprise sales lifecycle, from prospecting and qualification through contract negotiation and close.
• Develop and execute strategic account plans to identify new business opportunities and expand enterprise relationships.
• Consistently generate pipeline through outbound prospecting, referrals, partner relationships, account-based marketing initiatives, and networking activities.
• Manage and advance complex sales opportunities involving multiple stakeholders and decision-makers.

Consultative Selling & Value Creation

• Conduct in-depth discovery sessions to understand customer challenges, business objectives, and transformation initiatives.
• Develop compelling business cases and value propositions aligned with customer priorities.
• Present solutions to executive leadership, business stakeholders, and technical teams.
• Guide prospects through evaluation, validation, and procurement processes while addressing objections and competitive challenges.

Enterprise Stakeholder Management

• Build relationships across business, technology, finance, procurement, risk, and operational teams.
• Navigate complex buying committees and influence decision-making throughout the sales process.
• Establish trusted advisor relationships with executives and key stakeholders.
• Collaborate with implementation partners, consulting organizations, and strategic partners when appropriate.

Pipeline & Forecast Management

• Maintain accurate opportunity records, forecasts, and account activity within CRM systems.
• Apply structured sales methodologies to qualify opportunities, assess risk, and drive predictable outcomes.
• Create and manage mutual action plans to ensure timely progression of sales opportunities.
• Consistently meet or exceed pipeline generation, revenue, and sales performance targets.

Cross-Functional Collaboration

• Partner closely with marketing, product, solutions engineering, customer success, and leadership teams to support sales efforts.
• Participate in demonstrations, proof-of-concept activities, and customer presentations.
• Ensure smooth transitions from sales to implementation and customer onboarding teams.
• Share market insights, customer feedback, and competitive intelligence with internal stakeholders.

Qualifications

• Minimum of 4 years of enterprise B2B sales experience, preferably within SaaS, software, technology services, automation, or enterprise solutions.
• Demonstrated success closing six-figure and seven-figure enterprise deals.
• Experience selling into enterprise software ecosystems, ERP environments, or digital transformation initiatives.
• Strong understanding of enterprise business processes, automation, and operational improvement strategies.
• Experience managing complex sales cycles involving multiple stakeholders and buying committees.
• Proficiency with CRM platforms such as Salesforce, HubSpot, or similar systems.
• Strong business case development, presentation, and negotiation skills.
• Bachelor's degree preferred.

Preferred Qualifications

• Experience working with ERP platforms, enterprise applications, or business transformation programs.
• Familiarity with structured sales methodologies such as MEDDPICC, SPICED, or similar frameworks.
• Experience collaborating with consulting firms, system integrators, or technology partners.
• Background in enterprise software, automation, cloud solutions, or business process transformation