Senior Account Executive

Accountabilities:

As a Senior Account Executive, you will take ownership of new business development and the full sales cycle, building relationships with prospective customers and guiding complex opportunities from initial engagement through successful close. Your responsibilities will include:

• Generate new business: Build qualified sales pipeline through targeted outbound calls, personalized emails, and strategic account prospecting while taking ownership of quota attainment.

• Manage opportunities effectively: Prioritize high-potential accounts, respond promptly to inbound inquiries, and maintain momentum across multiple opportunities without compromising qualification or preparation.

• Lead strategic discovery: Identify business priorities, stakeholder challenges, desired outcomes, and the risks associated with maintaining existing approaches.

• Develop stakeholder relationships: Build relationships across Marketing, Internal Communications, IT, Procurement, executive leadership, and other relevant departments. Identify internal champions, engage economic buyers, and secure broad stakeholder alignment.

• Deliver consultative insights: Understand the priorities of different decision-makers and demonstrate how proposed solutions can address business challenges and deliver measurable value.

• Win competitive opportunities: Analyze competing solutions and the option of taking no action, clearly communicate differentiated value, and establish a compelling reason for customers to move forward.

• Deliver tailored demonstrations: Develop strong product knowledge quickly and lead outcome-focused demonstrations in collaboration with presales specialists.

• Build compelling business cases: Prepare persuasive proposals that connect customer requirements with measurable business benefits, investment justification, and implementation plans.

• Execute disciplined sales processes: Apply MEDDIC or a comparable qualification methodology to assess opportunities, validate deal progression, and identify risks.

• Manage negotiations and closing: Use mutual action plans to coordinate evaluations, procurement, negotiations, and closing activities.

• Maintain accurate forecasts: Keep CRM records up to date, communicate realistic close dates and next steps, and proactively address risks affecting deal progression.

• Contribute to continuous improvement: Apply feedback and coaching to refine sales execution, improve conversion rates, and consistently deliver against commercial objectives.

Requirements:

The ideal candidate is an experienced B2B SaaS sales professional with a strong track record of winning new customers, independently generating pipeline, and closing complex enterprise opportunities. You should combine commercial drive with consultative selling skills, executive presence, and disciplined opportunity management.

• At least 5 years of B2B SaaS sales experience, including at least 3 years managing the full sales cycle and closing new business within mid-market or enterprise accounts.

• Demonstrated success consistently meeting or exceeding quarterly sales quotas.

• Ability to discuss recent sales performance, including quota attainment, self-generated pipeline, and new customer wins.

• Proven experience generating qualified opportunities through outbound prospecting, including phone calls, personalized emails, and strategic account development.

• Experience winning competitive, complex deals involving multiple departments, executive decision-makers, and formal procurement processes.

• Strong consultative discovery skills, including the ability to challenge customer assumptions constructively and connect product capabilities to business outcomes.

• Demonstrated ability to build internal champions, engage economic buyers, and develop relationships with stakeholders across different functions and seniority levels.

• Experience delivering tailored product demonstrations and developing business cases that justify technology investments through measurable value.

• Practical experience applying MEDDIC or a comparable sales qualification methodology to opportunity management, deal strategy, and forecasting.

• Excellent written and verbal communication, presentation, negotiation, and organizational skills.

• Ability to learn new technologies quickly, adapt to changing priorities, and maintain consistent execution in a demanding sales environment.

• High levels of personal accountability, resilience, persistence, coachability, and motivation to create opportunities and win new business.

Preferred qualifications include:

• A bachelor's degree in business, marketing, communications, technology, or a related field, or equivalent practical experience.

• Experience selling to Internal Communications, Marketing, Human Resources, or IT stakeholders.

• Experience selling employee communications, digital workplace, workplace experience, or related enterprise software solutions.

Benefits:

• Annual base salary: $100,000–$125,000 USD, depending on qualifications, skills, competencies, and geographic location.

• Variable compensation: Additional performance-based compensation as part of the overall compensation package.

• Short-term incentives: Eligibility for additional short-term incentive programs.

• Flexible work arrangements: Flexibility to support individual working preferences and work-life balance.

• Paid time off: Flexible paid time off and 10 days of paid leave.

• Healthcare coverage: Multiple medical insurance options, along with dental and vision benefits.

• Health savings account: Monthly employer contributions toward a Health Savings Account.

• Retirement savings: 401(k) plan with employer matching.

• Insurance protection: Life insurance and accident insurance.

• Family support: Maternity, parental, adoption, and bereavement leave, including financial assistance toward adoption costs.

• Professional development: Access to learning and development platforms to support continuous growth and career progression.

• Career advancement: Opportunities to grow professionally within a fast-growing technology organization.

• Collaborative culture: A flexible, inclusive, and values-driven environment that encourages initiative, accountability, teamwork, and authentic self-expression.