10+ years of enterprise or strategic sales experience
Expertise in aligning internal strategy to client outcomes
Advanced proficiency in CRM and analytics
Strong executive communication skills for stakeholder influence
Proven success in leading complex, multi-stakeholder deals
Exceptional negotiation skills focused on enterprise sales
Demonstrated thought leadership and mentoring capabilities
Solid financial and commercial acumen
Responsibilities
Identify and pursue high-impact enterprise-level opportunities
Leverage AI-driven insights for deal and pipeline evaluation
Lead negotiations and build executive client relationships
Direct multi-year sales pursuits to drive revenue growth
Design complex, customized solutions for client transformation goals
Provide advanced forecasting and strategic deal insights
Collaborate across teams to create cohesive account strategies
Act as a subject matter expert for complex sales challenges
Benefits
Opportunity to work with cutting-edge AI technology
Access to continuous professional development and training
Collaborative work culture fostering teamwork and innovation
Potential for leadership roles in shaping market strategy
Access to a strong network of industry professionals
Full Job Description
This is an office-based position.
Responsibilities
Job 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 client 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 client 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.
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
Experience/Qualifications
Typically requires 10+ years of enterprise or strategic sales experience
Ability to align internal strategy to client 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
