Own the end-to-end enterprise sales cycle, from building pipeline through closing new ARR and expanding strategic accounts
Generate a new sales pipeline from prospecting activities into buyer personas such as Head of Tax, CFO, Tax Manager, etc.
Manage live opportunities through an enterprise sales process using our Winning by Design (SPICED) or MEDDPICC sales methodology
Develop and present value-driven pricing quotations
Collaborate with clients to establish clear ROI metrics and generate comprehensive impact case studies
Craft strategic plans and conduct QBRs with customers, unlocking clear upsell and cross-sell roadmaps and solution planning for the next 12-18 months and beyond
Uphold accurate Salesforce hygiene, including comprehensive meeting notes, and deal forecasting
Coordinate with the wider project team, maintaining a clear communication cadence internally
Operate with autonomy, swiftly grasping customer needs and pain points

Minimum 4 years of experience as an Enterprise Account Executive or in a similar sales role within a B2B SaaS or API-based environment
Experience managing full sales cycles for enterprise-level deals valued at $100,000+ in annual recurring revenue (ARR)
Experience using Salesforce (or a comparable CRM system) to manage pipeline, forecast revenue, and track sales activity
Hands-on experience applying a structured sales methodology (e.g., MEDDIC, Challenger, SPIN Selling)
Experience managing multi-stakeholder sales cycles across multiple regions or global markets
Ability to communicate technical and business concepts clearly in verbal and written formats
Experience developing return-on-investment (ROI) models and business cases in support of enterprise sales, and familiarity with value-based pricing models
Experience creating or contributing to strategic account plans for long-term customer development

Enterprise Account Executive

Key skills