This is an office-based position.ResponsibilitiesJob Summary:- The Principal Account Executive operates as a senior enterprise seller responsible for the organization's most complex high-impact opportunities or accounts. Operating with minimal oversight, this role shapes long-term customer or market strategies, influences internal stakeholders, and drives substantial business outcomes.
Pipeline Development & Opportunity Creation:- Strategically identify and pursue enterprise-level opportunities and new market entries with significant revenue impact.
- Use AI-driven insights to evaluate enterprise opportunity trends, assess deal and pipeline risk, and inform prioritization of high-impact pursuits and market entry strategies.
Customer Engagement & Relationship Management:- Lead advanced negotiations and commercial / financial deal structure. Build and sustain executive-level customer relationships across enterprise organizations.
Sales Execution & Revenue Accountability:- Lead enterprise or multi-year sales pursuits with significant revenue impact.
Solution Design & Value Creation:- Architect complex, customized solutions aligned with enterprise customer transformation goals.
- Understand and articulate how the company solution integrates / complements a wider IT landscape.
- Use AI-enabled analysis to inform the design of complex, enterprise solutions by evaluating customer technology landscapes, transformation priorities, and value realization pathways.
- Serve as an escalation point for complex customer situations.
Pipeline, Data, & Forecasting Management:- Provide advanced forecasting and strategic deal insight to senior leadership.
- Use AI-enhanced analytics to stress-test pipeline assumptions and forecast reliability.
Cross-Functional Collaboration & Influence:- Collaborate with other Go To Market Team Members to create a "One Account Strategy" for each account.
- Coordinate product, legal, finance, implementation, and executive stakeholders. Influence roadmaps and priorities through customer insight.
- Leverage AI-based insights to synthesize customer feedback and market signals for internal teams.
Knowledge Development, Leadership, & Organizational Impact:- Act as a subject matter expert and internal advisor on complex sales and customer challenges.
- Provide strategic input and recommendations to sales and go-to-market strategy through enterprise customer insight, complex deal experience, and market observation.
Qualifications- Typically requires 10+ years of enterprise or strategic sales experience.
- Ability to align internal strategy to customer outcomes.
- Advanced CRM and analytics proficiency to provide strategic insight, forecasting guidance, and advisory support to leadership.
- Advanced executive communication skills to influence and align senior stakeholders
- Enterprise sales expertise and advanced negotiation skills.
- Demonstrated success leading complex, multi-stakeholder deals.
- Thought leadership and mentoring capability.
- Strong financial and commercial acumen.
BenefitsWe offer a competitive compensation and benefits package, opportunities for career growth, an employee stock purchase plan, 401(k), generous time off and flexible work/life balance, company-matched retirement packages, an employee wellness program, and an awards and recognition program - all in a creative, fast-growing, and innovative company.
