Enterprise Account Executive (B2B Sales)

Article is a furniture company redefining the industry through its commercial and retail offerings. The Enterprise Account Executive will build and execute a full-cycle enterprise sales strategy targeting major hospitality brands, purchasing groups, and franchise developers, while securing vendor status, closing large partnerships, and developing the enterprise sales playbook.

Responsibilities:

• Execute Hospitality Vertical Strategy: Own and execute outbound sales strategies targeting conglomerate hotel brands, franchise developers, and major purchasing organizations
• Drive Full Cycle Enterprise Deals: Lead complex, multi stakeholder sales cycles from initial outbound outreach through qualification, discovery, solution development, executive presentations, and negotiation to close high volume ($500K+) opportunities
• Partner with Enterprise ADR: Collaborate closely with your Enterprise ADR to define account targeting criteria, refine outreach strategy, and provide continuous feedback on lead quality to improve pipeline velocity
• Hospitality Relationship Management: Navigate complex, multi stakeholder buying processes involving corporate brand directors, ownership groups, procurement teams, and management companies
• Build & Co Develop the Playbook: Act as a co developer of our enterprise sales playbook, iterating on outreach frameworks, negotiation strategies, and customer engagement models in partnership with the Manager, Enterprise Accounts
• Execute Partnership Agreements & Secure Vendor Status: Develop account entry plans to secure preferred vendor status and negotiate multi year partnership agreements, actively identifying expansion opportunities within new and existing accounts
• Leverage Retail Showrooms: Use Article’s physical retail showroom network as a strategic sales enablement tool to host site visits, present design solutions, and accelerate deal closure through physical brand experiences
• Trade Show & Industry Leadership: Represent Article at key industry events (e.g., HD Expo, BDNY), treating them as critical pipeline generation events to build brand presence and generate qualified enterprise leads
• Maintain Systems & Operational Rigor: Meticulously track prospects, interactions, and deal stages in our CRM to drive pipeline health, adhere to SLA standards, and provide accurate monthly and quarterly forecasting to leadership
• Cross Functional Alignment: Partner with Category Management, Supply Planning, and Logistics to ensure seamless project execution, exceptional service on complex orders, and feedback on product or service gaps
• Market Intelligence & Strategic Acumen: Provide leadership with ongoing market intelligence regarding competitive activity and pricing dynamics while ensuring all deals align with B2B profitability requirements

Requirements:

• You have 7+ years of B2B sales experience with a proven, verifiable track record of hunting and closing large volume, multi stakeholder deals
• Direct experience selling into hospitality, contract furniture, interior design, or adjacent commercial building materials (e.g., commercial flooring, wall coverings, architectural surfaces, commercial lighting, etc.)
• A strong existing network or demonstrated ability to build relationships with major hospitality brands, purchasing firms, management companies, and developers
• Experienced in navigating corporate brand standards, RFP responses, preferred vendor programs, and executing strategic enterprise partnership agreements
• Strong commercial acumen, understanding deal economics, margins, and profitability rather than just top line revenue
• A highly disciplined pipeline manager who keeps CRM records up to date, maintains consistent stage definitions, and actively shares best practices to help mentor teammates
• Self directed and able to drive results through ambiguity, building the playbook as you go and improving it as you learn
• Up to 50% travel required for industry trade shows, conferences, client site visits, showroom presentations, and periodic visits to our Vancouver HQ
• Legally authorized to work in the United States; valid unexpired passport required for international travel to Canada