Principal Account Executive, Enterprise

Responsibilities

Lead the creation and execution of comprehensive enterprise account growth strategies, including QBRs and senior stakeholder engagement
Drive incremental revenue and EBA token consumption through up sell and cross sell motions into new, adjacent, and upgraded products
Own and lead negotiation and closure of complex Enterprise Business Agreement (EBA) expansion deals, often tied to renewal based quota structures
Execute strategies to expand buyer seats across business units, personas, and buying groups within assigned enterprise accounts
Oversee pipeline and forecasting accuracy for seat expansion and upsell/cross sell opportunities across enterprise accounts

Requirements

Minimum Qualifications: 5+ years of experience selling into the manufacturing industry in enterprise, strategic, or complex B2B sales environments
Proven experience owning enterprise accounts and driving account growth strategies
Demonstrated success negotiating and closing complex, multi stakeholder deals
Ability to engage credibly with executive level customer stakeholders
Strong analytical, strategic thinking, and communication skills

Preferred Qualifications

Experience managing Enterprise Business Agreements (EBAs) or large scale commercial agreements
Background in SaaS, subscription, or consumption based business models
Experience leading co sell motions with technical specialists and partner ecosystems
Familiarity with value based selling, QBR facilitation, and executive level storytelling
Experience coordinating cross functional teams through complex sales cycles
Experience with CRM forecasting, pipeline analytics, and territory planning tools

Skills & Competencies

• Leadership & Communication: Applies adaptive communication techniques, engaging confidently with senior leaders using empathy and emotional intelligence
• Strategic Orientation & Technical Fluency: Acts as a strategic advisor by analyzing complex environments, anticipating risk, and building adaptable execution plan
• Industry & Business Acumen: Applies structured reasoning and data to evaluate business strategies and optimize performance
• Customer Relationship Building: Designs and executes tailored engagement plans aligned to customer initiatives
• Data Driven Mindset: Demonstrates independent analytical thinking and statistical reasoning
• Lead co selling partnerships with extended sales teams to design and deliver impactful customer solutions
• Partner with technical sales teams on discovery and solution development
• Collaborate with ATU to refine technical messaging and Autodesk’s value proposition
• Engage Deal Desk to secure approvals and navigate complex deal structures

Benefits

Salary transparency
For U.S.-based sales roles, we expect a starting On-Target Earnings (OTE) between $194,400 and $348,480. OTE is comprised of base salary plus commission target for sales roles.
Offers are based on the candidate’s experience and geographic location and may exceed this range.
In addition to base salaries, our compensation package may include annual cash bonuses, commissions for sales roles, stock grants, and a comprehensive benefits package.

Pay

Starting On-Target Earnings (OTE) between $194,400 and $348,480

Schedule

Not specified