Account Executive - Enterprise
Leads full-cycle sales to enterprise construction firms, owning strategic account plans, consultative selling, complex deal negotiations, and pipeline management to close high-value multi-year contracts. Requires 5+ years SaaS experience with 3+ in enterprise accounts.
About the job
Responsibilities
- Develop and execute a strategic account plan: Identify, prioritize, and pursue high-value enterprise targets within your territory. Build deep account intelligence, map stakeholder landscapes, and develop multi-threaded relationships across finance, operations, and the C-suite.
- Run full-cycle, complex enterprise sales: Own the entire process from discovery through contract execution — including executive presentations, RFP responses, security and legal reviews, and board-level negotiations on large, multi-year agreements.
- Lead consultative deal strategy: Conduct rigorous discovery to uncover enterprise-wide operational challenges, build compelling business cases tied to ROI, and position Adaptive as a mission-critical platform — not just a point solution.
- Manage pipeline with executive-level rigor: Maintain accurate long-range forecasting, disciplined deal inspection, and proactive stakeholder alignment to navigate complex buying processes and manage extended sales cycles.
- Collaborate across the organization: Partner with Leadership, Product, and Customer Success to structure deals, support implementation planning, and ensure a smooth path from signed contract to successful adoption.
- Represent Adaptive at the highest level: Establish Adaptive's credibility as the enterprise financial operations platform for large-scale custom home builders, regional GCs, and national construction firms.
Requirements
- 5–8 years of full-cycle SaaS closing experience, with at least 3 years focused on enterprise accounts
- Proven track record of closing five-figure and above deals with long sales cycles, multiple stakeholders, and complex procurement processes
- Demonstrated ability to sell to and influence C-suite and VP-level decision-makers — including CFOs, COOs, and heads of finance
- Deep consultative selling skills — you build business cases, quantify ROI, and align solutions to executive priorities, not just features to pain points
- Experienced navigating legal, security, and procurement review processes in large organizations
- Highly strategic and self-directed — you own your territory like a business and operate with a long-game mindset
Nice-to-Haves
- Familiarity with construction, fintech, or ERP software
Compensation & Benefits
- Competitive salary plus meaningful equity
- Comprehensive health, dental, and vision insurance
- 401(k) match and flexible PTO policy
Skills
SaaS Sales, Enterprise Sales, Consultative Selling, ROI Analysis, C-Suite Selling, Sales Forecasting, Pipeline Management, Rfp Responses, Procurement Processes, Erp Software
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