Enterprise Account Executive (B2B Sales)

Article is a furniture company redefining the industry through innovative products and commercial solutions. The Enterprise Account Executive will build and grow an enterprise B2B sales pipeline focused on major hospitality brands, purchasing groups, and franchise developers, leading complex sales cycles, securing preferred vendor status, and developing strategic partnership agreements. The role also involves cross-functional collaboration, CRM management, forecasting, trade show representation, and market intelligence.

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