Develop and execute comprehensive growth strategies for assigned enterprise accounts, including senior stakeholder engagement and executive-level business reviews.
Expand customer adoption across business units, personas, and buying groups within complex enterprise organisations.
Drive incremental revenue through upsell, cross-sell, and expansion motions across new, adjacent, and upgraded solutions.
Support and optimise consumption-based or subscription-based commercial models within enterprise accounts.
Lead the negotiation and closure of complex, multi-stakeholder enterprise agreements, including expansions aligned to renewal or long-term commercial frameworks.
Own pipeline management and forecasting accuracy for enterprise expansion and growth opportunities.
Act as a strategic advisor to executive-level customer stakeholders, aligning solutions to business priorities and outcomes.
Lead co-selling motions with technical specialists, extended sales teams, and partners to design and deliver impactful customer solutions.

Demonstrated experience owning and growing large enterprise or strategic customer accounts within complex B2B environments.
Proven capability leading sophisticated, multi-stakeholder sales cycles from strategy through negotiation and closure.
Strong commercial acumen, including experience managing enterprise-scale agreements and expansion motions.
Ability to engage credibly and confidently with senior and executive-level customer stakeholders.
Experience operating in matrixed sales environments, collaborating with specialists, partners, and cross-functional teams.
Strong analytical and strategic thinking skills, with the ability to use data to inform decisions and forecasts.
Familiarity with UK enterprise customer buying behaviours and commercial practices.

Principal Account Executive, Enterprise Accounts

Key skills