Enterprise Account Executive

Role Overview

• New Logo Acquisition: Own the full sales cycle for net-new enterprise accounts — from prospecting and pipeline generation through to contract close. Build and execute targeted outbound strategies to penetrate 5,000+ employee organizations, engaging multiple stakeholders across departments and levels.
• Account Expansion: Grow revenue within your landed enterprise accounts through strategic upselling and cross-selling. Identify whitespace, build expansion plans in partnership with Customer Success, and drive adoption that converts initial deployments into company-wide rollouts.
• Renewal Management: Ensure on-time renewals by consistently demonstrating value and ROI, proactively identifying and mitigating churn risks, and building retention strategies that protect and grow the base.
• Executive Relationship Management: Build deep, multi-threaded relationships across your accounts — from end-users and champions to procurement leaders and C-suite executives. You are a trusted advisor at every level, not just a vendor.
• Complex Deal Navigation: Manage long, multi-stakeholder sales cycles with confidence. Coordinate internal resources — Solutions Engineering, Legal, Finance, Leadership — to move deals forward and close on time.
• Pipeline Generation: Develop and own outbound campaigns that consistently fill your pipeline with qualified enterprise opportunities. You don’t wait for inbound; you create your own momentum.
• Cross-Functional Collaboration: Partner closely with Customer Success, Implementation, Marketing, and Product to deliver a seamless experience — and bring the voice of the enterprise customer back into the business to improve our product and go-to-market.

Requirements

• 6+ years in a quota-carrying enterprise AE role within a SaaS or B2B technology environment, with a demonstrated track record of closing net-new logos and expanding accounts at the 5,000+ employee level. Consistent attainment at or above quota required.
• Deep understanding of enterprise buying cycles, procurement processes, and the dynamics of selling into large, complex organizations. Familiarity with SaaS business models, expansion motions, and multi-year contract structures.
• Expert-level proficiency in structured enterprise sales methodologies — MEDDPICC, Challenger, or equivalent. You can map a complex deal, identify risk early, and maintain control of a buying process that spans months and many stakeholders.
• Ability to understand, demo, and articulate complex product features in the context of enterprise workflows. Experience selling productivity, collaboration, or communication tools is a strong plus.
• AI Fluency: You don’t just use AI tools — you actively seek ways to work with them that others haven’t tried yet. You leverage AI to accelerate research, personalize outreach at scale, synthesize account signals, and sharpen your commercial instincts.
• Exceptional negotiation, communication, and executive presence. You can command a room with a VP of Engineering and a CFO in the same meeting. You’re curious, organized, and relentlessly focused on moving deals forward without sacrificing the relationship.

Benefits

• Excellent health care (including a wide range of medical, dental, vision, mental health, and fertility benefits)
• Disability and life insurance options
• 401(k) and RRSP matching
• Paid parental leave
• Twenty days of paid time off per year, eleven days of paid holidays per year, and unlimited sick days
• Home office stipends
• Caregiver and pet care stipends
• Wellness stipends
• Admission discounts
• Learning and development opportunities