Account Executive, Enterprise Accounts

The Account Executive, Enterprise Accounts is responsible for owning and executing enterprise account growth strategies, driving revenue generation, and leading complex deal negotiations. This role oversees buyer seat expansion, forecasts pipeline performance, and partners with technical and extended sales teams to co-develop customer solutions. The Account Executive acts as a trusted advisor to senior customer stakeholders, applying strategic insight, industry knowledge, and adaptive communication to drive long term customer value and business growth.

Responsibilities
Account Growth Strategy

•  Lead the creation and execution of comprehensive enterprise account growth strategies, including QBRs and senior stakeholder engagement
   

Revenue Generation

• Drive incremental revenue and EBA token consumption through up sell and cross sell motions into new, adjacent, and upgraded products
   

Deal Negotiation

• Own and lead negotiation and closure of complex Enterprise Business Agreement (EBA) expansion deals, often tied to renewal-based quota structures
   

Buyer Seat Expansion

• Execute strategies to expand buyer seats across business units, personas, and buying groups within assigned enterprise accounts
   

Sales Forecasting

• Oversee pipeline and forecasting accuracy for seat expansion and upsell/cross sell opportunities across enterprise accounts

• 3+ years of experience selling into the industry in enterprise, strategic, or complex B2B sales environments

• Proven experience owning enterprise accounts and driving account growth strategies

• Demonstrated success negotiating and closing complex, multi stakeholder deals

• Experience forecasting pipeline and managing revenue outcomes

• Ability to engage credibly with executive level customer stakeholders

• Strong analytical, strategic thinking, and communication skills

• Experience managing Enterprise Business Agreements (EBAs) or large-scale commercial agreements

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

• Experience leading co sell motions with technical specialists and partner ecosystems

• Familiarity with value-based selling, QBR facilitation, and executive level storytelling

• Experience coordinating cross functional teams through complex sales cycles

• Experience with CRM forecasting, pipeline analytics, and territory planning tools

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