Lead the creation and execution of comprehensive enterprise account growth strategies, including QBRs and senior stakeholder engagement
Drive incremental revenue and EBA token consumption through up sell and cross sell motions into new, adjacent, and upgraded products
Own and lead negotiation and closure of complex Enterprise Business Agreement (EBA) expansion deals, often tied to renewal based quota structures
Execute strategies to expand buyer seats across business units, personas, and buying groups within assigned enterprise accounts
Oversee pipeline and forecasting accuracy for seat expansion and upsell/cross sell opportunities across enterprise accounts

5+ years of experience selling into the manufacturing industry in enterprise, strategic, or complex B2B sales environments
Proven experience owning enterprise accounts and driving account growth strategies
Demonstrated success negotiating and closing complex, multi stakeholder deals
Experience forecasting pipeline and managing revenue outcomes
Ability to engage credibly with executive level customer stakeholders
Strong analytical, strategic thinking, and communication skills
Experience managing Enterprise Business Agreements (EBAs) or large scale commercial agreements
Background in SaaS, subscription, or consumption based business models
Experience leading co sell motions with technical specialists and partner ecosystems
Familiarity with value based selling, QBR facilitation, and executive level storytelling
Experience coordinating cross functional teams through complex sales cycles
Experience with CRM forecasting, pipeline analytics, and territory planning tools

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Principal Account Executive, Enterprise

Key skills