Principal Account Executive

Responsibilities

• 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.
• Lead advanced negotiations and commercial / financial deal structure.
• Build and sustain executive-level customer relationships across enterprise organizations.
• Lead enterprise or multi-year sales pursuits with significant revenue impact.
• 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.
• Provide advanced forecasting and strategic deal insight to senior leadership.
• Use AI-enhanced analytics to stress-test pipeline assumptions and forecast reliability.
• 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.

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.