Principal Account Executive, Enterprise Accounts

The Account Executive, Enterprise Accounts is a customer-facing sales role responsible for owning and executing growth strategies for large, complex enterprise customers across the UK and EMEA. This role leads sophisticated sales engagements, drives revenue expansion, and manages complex commercial negotiations, often within Enterprise Business Agreement (EBA) or equivalent enterprise frameworks.

The Account Executive acts as a trusted advisor to senior customer stakeholders, applying strong commercial judgement, strategic insight, and industry knowledge to deliver long-term customer value and predictable business growth. The role operates with a high degree of autonomy and requires confidence navigating multi-stakeholder buying groups and extended sales teams.
 

• Develop and execute comprehensive growth strategies for assigned enterprise accounts, including senior stakeholder engagement and executive-level business reviews.

• Expand customer adoption across business units, personas, and buying groups within complex enterprise organisations.

• Drive incremental revenue through upsell, cross-sell, and expansion motions across new, adjacent, and upgraded solutions.

• Support and optimise consumption-based or subscription-based commercial models within enterprise accounts.

• Lead the negotiation and closure of complex, multi-stakeholder enterprise agreements, including expansions aligned to renewal or long-term commercial frameworks.

• Navigate complex deal structures in collaboration with Deal Desk, legal, finance, partners, and specialist teams.

• Own pipeline management and forecasting accuracy for enterprise expansion and growth opportunities.

• Apply data-driven judgement to assess deal health, risk, and probability, ensuring predictable outcomes.

• Act as a strategic advisor to executive-level customer stakeholders, aligning solutions to business priorities and outcomes.

• Deliver compelling value propositions through executive storytelling and insight-led engagement.

• Lead co-selling motions with technical specialists, extended sales teams, and partners to design and deliver impactful customer solutions.

• Partner with technical teams during discovery and solution development to ensure strong solution fit and differentiation.

• Ensure seamless post-sale handover to Customer Success to support onboarding, adoption, and value realisation.

• Demonstrated experience owning and growing large enterprise or strategic customer accounts within complex B2B environments.

• Proven capability leading sophisticated, multi-stakeholder sales cycles from strategy through negotiation and closure.

• Strong commercial acumen, including experience managing enterprise-scale agreements and expansion motions.

• Ability to engage credibly and confidently with senior and executive-level customer stakeholders.

• Experience operating in matrixed sales environments, collaborating with specialists, partners, and cross-functional teams.

• Strong analytical and strategic thinking skills, with the ability to use data to inform decisions and forecasts.

• Familiarity with UK enterprise customer buying behaviours and commercial practices.

• Experience working with Enterprise Business Agreements (EBAs) or equivalent large-scale commercial frameworks.

• Background in technology, SaaS, subscription, or consumption-based business models.

• Experience leading co-sell motions with technical specialists and partner ecosystems.

• Exposure to value-based selling, executive-level storytelling, and business outcome positioning.

• Experience using CRM, forecasting, and pipeline management tools to support enterprise sales execution.

• Degree-level education or equivalent professional experience.

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