Role Summary The Principal Account Executive, Employee Experience is a senior individual contributor who serves as the opportunity lead and subject-matter expert for Poppulo Experience Platform opportunities. Working in partnership with Poppulo's Employee Communications Account Executives, this role owns the PXP sales motion from qualification through close and handoff, while the Employee Communications Account Executive maintains the broader account relationship.
The role brings deep intranet and employee experience expertise to opportunities across a broad portfolio of prospective and/or existing customers. PXP connects Desktop, Branded Mobile App, Digital Signage, Recognition/Rewards/Gamification, Employee Advocacy, and Email newsletter experiences. The Principal Account Executive helps customers determine how those capabilities can address workforce communication and experience priorities. Opportunities will vary in size and complexity and will be focus on specific key verticals, particularly in retail, manufacturing, healthcare, logistics, and other industries with distributed or frontline workforces. The role carries direct revenue responsibility and operates within a shared-credit model with the paired Employee Communications Account Executive.
Key Responsibilities - Own the specialist PXP sales motion from initial qualification and discovery through solution alignment, business case development, negotiation, close, and transition to the post-sale team.
- Partner with Employee Communications Account Executives on account strategy, establish clear roles for each opportunity, and serve as the lead seller and subject-matter expert for PXP while the paired Employee Communications Account Executive maintains the broader customer relationship.
- Build pipeline through referrals from aligned sellers, joint account planning, targeted prospecting, partner activity, and conversion of qualified inbound demand.
- Identify and prioritize PXP opportunities across prospective and/or existing accounts based on customer need, commercial potential, and the value specialist involvement can add to the sales process.
- Lead consultative discovery with senior stakeholders across Internal Communications, Employee Experience, HR, IT, Digital Workplace, Operations, Security, Procurement, and executive leadership.
- Use deep knowledge of intranet, digital workplace, and employee experience practices to advise customers and translate their workforce challenges into a clear PXP solution strategy.
- Orchestrate demonstrations, workshops, proposals, security reviews, and business cases with Solutions Consulting, Product, Marketing, Customer Success, Professional Services, and other internal experts.
- Develop champions and executive sponsors, map the buying group, and align stakeholders around Mutual Action Plans and a defensible path to value.
- Apply MEDDPICC discipline to qualification, deal strategy, risk management, forecasting, and close planning.
- Maintain accurate opportunity data and forecasts, communicate deal strategy clearly, and deliver against quarterly and annual PXP revenue goals.
- Work within a shared-credit model that recognizes both the PXP specialist and the paired Account Executive for successful PXP sales.
- Act as a trusted advisor to paired sellers and sales leaders, guiding PXP opportunity strategy and strengthening field capability through coaching, practical enablement, and customer feedback.
Experience and Qualifications - At least 8 years of enterprise SaaS sales experience, including responsibility for complex, multi-stakeholder opportunities with large organizations.
- Deep experience selling intranet, employee experience, digital workplace, employee communications, HR technology, or closely related enterprise platforms.
- A consistent record of achieving or exceeding quarterly and annual sales targets.
- Experience succeeding as a senior individual contributor in a product-specialist, overlay, co-selling, or similarly matrixed sales model is strongly preferred but not required.
- The judgment to lead the PXP sales motion decisively while respecting the paired account executive's ownership of the broader customer relationship.
- Strong consultative discovery, value selling, presentation, negotiation, and closing skills.
- Experience engaging executive buyers and building champions across business and technical functions.
- Fluency in MEDDPICC or a comparable enterprise sales methodology, with disciplined opportunity qualification and forecasting.
- The ability to connect intranet and employee experience priorities to measurable business outcomes for large, distributed workforces.
- Excellent written and verbal communication, executive presence, organizational discipline, and attention to detail.
- Sound judgment, curiosity, resilience, and the ability to work effectively in a fast-moving, collaborative environment.
- Bachelor's degree or an equivalent combination of education and relevant professional experience.
Compensation Annual base salary gross: 125,000-150,000 plus variable USD Annual. The base salary range represents the low and high end of the Company's contemplated salary range for this position. Actual salaries will vary and will be based on various factors, such as the candidate's qualifications, skills, competencies, and geographic location. The salary is one component of Company's total compensation package for employees. Other rewards and benefits include variable compensation, short-term incentives, health insurance (several options to choose from), accident and life insurance, access to the best in class learning and development platforms, flexible work arrangement, to name just a few!
Why Us?- A "Great Places to Work" listed company - so we really do value people
- Ability to meaningfully impact our business and play a key role in our success
- Flexible PTO and 10 days paid leave.
- Competitive compensation package
- Potential for career advancement in a fast paced growing organization
- Competitive Medical, Dental, and Vision Benefits and Monthly contributions to your Health Savings Account
- 401k with Employer Match
- Fun, flexible working environment
- Maternity, Parental, Adoption and Bereavement Leave. Funding towards adoption costs.
- Life Insurance
