Account Executive, Enterprise (New Business & Expansion)

About the role

Culture Amp is the world’s leading employee experience platform, helping 25 million employees across more than 6 000 companies improve engagement, performance management, and development. The Lead Account Executive (New Business & Expansion) will guide people leaders through understanding their people, identifying opportunities to improve the employee experience, and connecting them with the right Culture Amp solutions. This role operates in a hybrid model, with an expectation to work from a local Culture Amp office an average of two days per week to foster connection, pace, and culture.

Responsibilities

• Manage a full‑cycle sales pipeline from prospecting through the customer’s time with us, communicating progress, risks, challenges, and wins with the team.
• Build and manage pipeline through systematic, consistent prospecting and opportunity development.
• Lead discovery, product demonstration, and expansion conversations.
• Run a tight, consultative sales process that helps customers understand their challenges, evaluate solutions, and make informed decisions.
• Work with senior HR and people leaders to understand business priorities and connect them to Culture Amp’s engagement, performance, and development solutions.
• Navigate complex sales cycles involving multiple stakeholders and decision‑makers.
• Close new business to meet individual and team targets and expand existing business.
• Collaborate with SDRs, People Scientists, Solutions Consultants, Customer Success Coaches, Sales Enablement, and other cross‑functional partners to support customers throughout the sales process.
• Set clear expectations for new customers and ensure a smooth working relationship throughout their journey with Culture Amp.
• Stay up to date with sales initiatives, tools, and best practices to continually develop your sales craft.
• Share knowledge, ideas, and effective approaches with colleagues and contribute to a collaborative sales team.

Requirements

• 5–8 years of experience in an enterprise or complex B2B sales role with a consistent track record of success.
• Experience managing the full sales cycle, including prospecting, discovery, demonstrations, negotiation, close, and account growth.
• Demonstrated success building your own pipeline and securing opportunities from the top of the funnel.
• Experience selling SaaS, subscription software, people technology, or another complex solution.
• Strong consultative selling skills and the ability to uncover customer needs through thoughtful discovery.
• Confidence engaging senior HR stakeholders and navigating conversations with multiple decision‑makers.
• Ability to lead structured, collaborative sales processes through longer and more complex buying journeys.
• Strong commercial judgment, negotiation skills, and a clear focus on achieving individual and team goals.
• Excellent written and verbal communication skills, with the ability to present compelling, customer‑focused narratives.
• Collaborative approach and ability to work effectively with SDRs, People Scientists, Solutions Consultants, Customer Success Coaches, and other partners.
• Curiosity about people, culture, and how organizations can create better employee experiences.

Pay

Base Salary Range (US): $225,000 – $265,000 USD. The role’s split is 60 % base / 40 % variable, with a full OTE range provided during the interview process. Compensation includes equity, benefits, and sales commission. Culture Amp conducts annual pay‑equity audits and builds pay equity into all programs.

Benefits

• Equity through the Employee Share Option Program.
• Learning programs and coaching to support growth.
• Quarterly refresh days, an extended end‑of‑year break, and a monthly allowance for wellbeing and lifestyle.
• Inclusive parental leave from day one.
• MacBook and budget to set up a home workspace, enabling flexibility.
• Five annual social impact days to give back to causes that matter to you.
• Medical insurance coverage for you and your family (available for US & UK only).