General Purpose:The Commercial Account Executive (Enterprise) is a strategic, revenue-generating individual contributor responsible for driving enterprise account expansion, customer retention, and long-term profitable growth across an assigned portfolio of complex enterprise customers. This role exercises a high degree of independent judgment and discretion in developing enterprise account strategies, leading commercial negotiations, influencing executive stakeholders, and structuring customer-specific growth initiatives. Working collaboratively with Service Managers, Solutions Architects, executive leadership, and cross-functional business partners, the position is accountable for revenue performance, customer retention, margin protection, and strategic account development within a dynamic enterprise sales environment.
The role regularly engages in consultative, customer-facing sales activity, including onsite customer meetings, executive business reviews, strategic planning discussions, and commercial negotiations conducted at customer locations and other field-based environments. The Commercial Account Executive independently influences purchasing decisions, develops customer-specific business cases, and secures customer commitments through complex, relationship-driven sales engagements. This role operates with minimal supervision and requires travel up to 50% to support customer engagement, executive relationship management, strategic business development, and enterprise sales activities.
Direct Reports:NoEssential Duties and Responsibilities:- Develop and independently execute multi-year strategic account growth plans for enterprise customers by analyzing customer business objectives, stakeholder dynamics, competitive risks, and long-term revenue opportunities
- Lead and coordinate complex enterprise sales strategies involving executive stakeholders, Solutions Architects, overlays, and cross-functional business partners to secure high-value commercial outcomes
- Independently identify, structure, and execute cross-sell, upsell, and whitespace expansion opportunities across assigned enterprise accounts
- Apply business judgment and customer insights to evaluate adoption trends, operational risks, and expansion opportunities, developing strategic commercial responses aligned with organizational objectives
- Lead customer-facing renewal strategy discussions, commercial negotiations, and pricing evaluations designed to maximize retention, profitability, and long-term customer value
- Conduct regular onsite customer meetings, executive business reviews (SBRs), and strategic planning sessions to strengthen relationships, influence purchasing decisions, and support customer growth initiatives
- Independently manage customer-facing sales activities throughout the opportunity lifecycle, including proposal presentations, contract discussions, negotiation activities, and obtaining customer commitments
- Maintain disciplined pipeline management, forecasting accuracy, deal governance, and commercial risk evaluation to support business performance and margin protection
- Develop strategic business cases and customer-specific recommendations by analyzing operational needs, financial considerations, and long-term account growth opportunities
- Maintain ongoing field-based engagement with customer stakeholders and executive decision-makers through consultative, relationship-driven sales activity
Other Responsibilities:- Assume enterprise account ownership from Business Development Executives and Channel Managers following the initial customer lifecycle period
- Hold primary commercial accountability for enterprise expansion, retention, and growth strategies while partnering collaboratively with Service Managers responsible for customer health and experience
- Independently evaluate competitive threats, customer objections, and market conditions to develop strategic responses aligned with long-term business objectives
- Support the full enterprise customer lifecycle from discovery, solution alignment, implementation coordination, renewal strategy, and long-term account development
- Represent the organization during customer-site meetings, executive briefings, industry events, and field-based business development activities
- Collaborate with cross-functional stakeholders to support strategic account planning, operational alignment, and enterprise customer growth initiatives
Required Qualifications:- Bachelor's degree in business, Communications, Marketing, or related field preferred; equivalent professional experience considered
- 5+ years of experience independently managing enterprise customer relationships, strategic sales initiatives, and complex commercial negotiations within B2B environments
- Professional experience within the Managed Service Provider (MSP) industry is required
- Demonstrated experience leading consultative, solution-based enterprise sales engagements involving executive stakeholders, multi-layered buying committees, and complex commercial sales cycles
- Proven ability to independently exercise strategic judgment in managing renewals, expansion initiatives, pricing discussions, and long-term customer growth strategies
- Demonstrated success influencing enterprise purchasing decisions, developing customer-specific business cases, and securing customer commitments through relationship-driven sales activity
Preferred Qualifications:- Advanced familiarity with consultative and solution-based enterprise selling methodologies
- Strong experience utilizing CRM tools, pipeline management systems, forecasting tools, and account planning processes (Salesforce preferred)
- Ability and willingness to travel up to 50% of the time to support customer-site meetings, executive relationship management, commercial negotiations, and strategic business development activities
#LI-Remote
Req: #26-0112
