Upmarket Account Executive

Responsibilities

• Own a named enterprise territory and develop comprehensive account plans that map organizational structure, buying centers, executive relationships, and expansion pathways.
• Drive outbound prospecting alongside SDR partners to generate net new pipeline into target accounts.
• Run full-cycle enterprise sales from initial discovery through contract execution, managing multi-threaded relationships across VP and C-suite stakeholders.
• Close six and seven figure deals with discipline around deal qualification, mutual success plans, and forecasting accuracy.
• Partner with Customer Success to ensure seamless handoffs and identify expansion opportunities.
• Leverage AI-native tools and workflows to accelerate research, personalize outreach, build business cases, and manage pipeline.
• Represent the voice of the enterprise customer internally, contributing product feedback and market intelligence.
• Maintain consistent cadence of activity and pipeline hygiene in Salesforce.

Requirements

• 5+ years of enterprise sales experience, with majority as Account Executive carrying quota against accounts of 2,000+ employees.
• Documented history of closing multiple six-figure deals and at least one seven-figure transaction in competitive market.
• Track record of building and sourcing own pipeline.
• Experience with complex, multi-stakeholder sales cycles involving security, legal, procurement, and executive approval.

Skills and Approach

• Outbound-first mentality with strong prospecting instincts.
• AI-native and comfortable using tools like ChatGPT, Claude.
• Strong account planning capability, including territory maps and stakeholder influence maps.
• Exceptional written and verbal communication with executive presence.
• Collaborative operator who works well with SDRs, SEs, CS, and leadership.
• Disciplined forecaster with intellectual honesty.

Nice to Have

• Prior experience selling AI, productivity, collaboration, or knowledge management software.
• Experience in high-growth startup environment.
• Familiarity with MEDDIC, MEDDPICC, or similar enterprise qualification methodology.

Compensation

Salary Range: $180,000 to $200,000 USD per year (potential inclusive of commission). Base salary dependent on several factors; part of comprehensive total rewards package.