Enterprise Growth Account Executive

About this role

The Enterprise Growth AE owns a book of large, complex TCP accounts and is responsible for growing revenue within them. This is not an account management role. You will identify expansion opportunities across new products, departments, and locations, and run a full enterprise sales cycle to close them. Your buyer is often an executive you have not yet met. Getting in front of them requires research, outbound prospecting, and the presence to earn their time. You will carry a quota, build your own pipeline, and navigate multi-stakeholder deals from first contact through signed agreement. Customer Success partners with you on account health, but the expansion revenue is yours to find and close.

Responsibilities

• Prospect into your enterprise account base to identify upsell and cross-sell opportunities across new business units, departments, and geographic locations
• Run complex, multi-stakeholder sales cycles, often navigating from a mid-level contact up to an economic buyer
• Achieve and exceed assigned sales revenue quota targeting the enterprise customer segment
• Build and maintain pipeline at 3x quota through active outbound prospecting
• Conduct executive-level discovery, connecting customer business goals to TCP capabilities and quantifying the value of expansion
• Network within accounts from the C-level down to identify stakeholders, build relationships, and advance deals
• Maintain accurate, up-to-date account and opportunity records in Salesforce
• Forecast revenue weekly with discipline across a complex, multi-threaded pipeline
• Partner with Customer Success on account context and renewal timing while owning the expansion sales motion independently
• Travel up to 25%

Requirements

Experience and Track Record

• 4-5+ years of quota-carrying B2B sales experience with full-cycle ownership (prospecting to close)
• Proven track record closing expansion deals in the enterprise segment, including navigating multi-stakeholder, multi-month sales cycles
• Consistent quota attainment (80%+ over multiple years) with specific numbers you can speak to
• Demonstrated experience selling to economic buyers at the executive level
• Experience working an existing customer base to find and close new revenue, not just managing relationships
• B2B background in a considered purchase environment. SaaS or software is a plus; strong enterprise B2B backgrounds in adjacent categories are welcome
• Experience navigating formal RFP or procurement processes is required
• Experience working with channel partners to source or advance deals is required

Sales Methodology and Skills

• Strong understanding of solution selling and familiarity with MEDDIC or similar frameworks
• Consultative discovery approach that uncovers business problems and connects them to measurable outcomes
• Ability to map product capabilities to business outcomes and build a financial case for expansion
• Outbound prospecting capability. You have generated pipeline through cold outreach into accounts where you did not have an established relationship
• Executive presence and communication skills, including the ability to build credibility with a buyer you are meeting for the first time

Deal Management

• Experience running 3-6 month enterprise sales cycles with multiple customer touchpoints and internal resources
• Skilled at coordinating internal stakeholders, including Solutions Consultants, Customer Success, and executives
• Demonstrated pipeline hygiene and forecasting accuracy across a complex opportunity set
• Proficiency with Salesforce, Gong, Outreach, and Clay
• Familiarity with MSAs and basic contract negotiations

Coachability and Culture

• Growth mindset and openness to feedback
• Accountability for results, including honest reflection on what went wrong
• Collaborative approach with internal partners while maintaining clear ownership of the expansion motion
• Resilience and professionalism in a high-stakes, metrics-driven environment

Physical Requirements

• Prolonged periods sitting at a desk and working on a computer
• Must be able to lift up to 15 pounds at times
• Travel up to 25%

Benefits

• Competitive salary based on experience
• 20 days PTO and 13 days of companywide holidays
• 8 hours to volunteer and impact your community
• Comprehensive benefits (Health/Dental/Vision/401K)
• Employee choice benefit