Enterprise Account Executive

About the role

Ownership of end-to-end enterprise sales for the largest accounts is central to this position. Executive relationships and scalable playbooks drive high-value partnerships and evolving go-to-market motions.

Sales roles connect a company's product with the customers who need it. Representatives research accounts, run demos, handle objections, and close deals. The work is quota driven and moves quickly. Strong sellers combine listening skills with product knowledge and steady follow through. Sales roles reward consistent activity and honest qualification of deals. Most companies use a defined sales process, and reps are trained on it before being left on their own.

Key facts

What you'll do

Complex enterprise opportunities move from initial prospecting to closed deals. This progression is handled by defining and executing each stage of the sales process.

Quotas and strategic goals are met through structured account plans designed for long, multi-stakeholder cycles. These plans align targets with stakeholder expectations.

Executive-level relationships are built to secure high-value partnerships with major clients. Trust is developed by addressing C-suite priorities and procurement requirements.

Codified processes standardize successful selling methods across the team.

Talent development supports long-term GTM capability.

Requirements

Prospective sellers must hold 5-10+ years of quota-carrying B2B software sales, including at least 2-3 years closing enterprise deals at six-figure+ ACV. This experience demonstrates sustained performance in complex sales environments.

A record of success, such as President's Club or equivalent recognition, is preferred to validate high achievement against quotas.

Prospective sellers must handle complex org structures, procurement processes, and C-suite buying committees. Navigating these entities is necessary to advance deals.

Comfort with 6-12+ month cycles and formal security and procurement reviews is required. Managing extended timelines ensures compliance and stakeholder alignment.

Work must be performed in the Manhattan office five days per week to maintain team integration and operational needs.

Nice to have

Finance experience from Big Four accounting, consulting, FP&A, investment banking, private equity, or venture capital is valued for contextual understanding.

History of selling accounting or finance software into CFO offices is valued for relevance to buyer priorities.

Experience engaging large finance or accounting teams at enterprise companies is valued for scalability of approach.

Background at high-growth companies during scale phases is valued for adaptability in fast-expanding contexts.

Familiarity with enterprise sales methodologies such as MEDDIC or similar is valued for structured deal execution.

Practical notes

Success requires a startup mindset comfortable with ambiguity and rapid growth. The role demands an all-in commitment because the opportunity is large and compensation is optimized accordingly. Typical interview steps

Sales hiring often includes a role play, a discovery call simulation, and a presentation. Candidates may be asked to pitch a product to a panel or handle a tough objection. Behavioral questions focus on past quota attainment and deal history. Energy and preparation matter. Interviewers often simulate the job in the interview itself, so be ready to run a short discovery call or demo. Practicing your own sales pitch out loud helps.

Good to know

Enterprise sales roles commonly use tools and methodologies such as MEDDIC. This role focuses on applied machine learning and production-grade agent deployment. Work centers on long-horizon tasks in the real economy for autonomous agents. Foundational models are deployed at production scale within fast-growing technical organizations. Career paths in AI sales often progress from individual contributor to go-to-market leadership.

Career growth

Sales careers can move from SDR or associate to account executive, senior AE, manager, and director roles. Some sellers move into partnerships, account management, or revenue operations. Compensation typically mixes a base with commission tied to results. High performers in sales typically move into larger accounts, team leadership, or sales operations. Quota history and references carry the most weight in promotion.