Enterprise Account Executive

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SalesAccount Executive

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Quick Summary

Key Responsibilities

Build and manage a high-quality, targeted outbound pipeline across strategic enterprise accounts. Develop account plans and execute executive outreach through cold email, phone, LinkedIn,

Technical Tools

SalesAccount Executive

This is a full-cycle enterprise sales role focused on opening strategic accounts and closing large, complex B2B deals. You will build your own pipeline through targeted outbound prospecting and develop relationships across executive, business, and technical stakeholders. The role spans discovery, tailored demonstrations, pilots, business-case development, security and legal reviews, procurement, negotiation, and close. You will help customers understand how AI-powered video solutions can transform marketing, sales enablement, training, localization, customer education, and product workflows. The position combines high ownership with a fast-moving, startup-style environment where you are expected to create momentum and develop new sales approaches. You will also collaborate closely with product, growth, customer success, and other teams to identify and expand enterprise opportunities.

The Enterprise Account Executive will own the enterprise sales process from initial prospecting through closed business, with a strong emphasis on self-generated pipeline, multi-stakeholder selling, and measurable customer outcomes. Key responsibilities include:

Build and manage a high-quality, targeted outbound pipeline across strategic enterprise accounts.
Develop account plans and execute executive outreach through cold email, phone, LinkedIn, personalized video, events, trigger-based campaigns, and other creative approaches.
Identify and open new enterprise accounts rather than relying primarily on inherited or inbound opportunities.
Own the full sales cycle from prospecting and qualification through discovery, tailored demonstrations, pilots, business-case development, negotiation, and close.
Design pilots with clear success criteria and connect product capabilities to customer objectives and measurable business outcomes.
Navigate complex buying groups involving champions, economic buyers, executive sponsors, technical stakeholders, IT, security, legal, and procurement.
Multi-thread relationships early and maintain mutual action plans that keep stakeholders aligned and deals progressing.
Build compelling business cases that demonstrate measurable ROI, including potential reductions in production costs and improvements in content creation, localization, personalization, and workflow efficiency.
Sell both web-based and API-enabled use cases, helping customers understand how the technology can support internal workflows, products, platforms, and systems.
Work comfortably with technical stakeholders and explain technical concepts clearly in business terms.
Create urgency throughout longer enterprise sales cycles by identifying compelling events, connecting business pain to impact, and establishing clear next steps.
Partner with product usage, growth, PLG, and customer teams to identify enterprise opportunities from usage data, API adoption, customer requests, and inbound interest.
Collaborate with Customer Success to identify opportunities for expansion across business units after the initial sale.
Maintain accurate CRM data, disciplined pipeline management, and reliable forecasting across complex and extended sales cycles.
Distinguish qualified pipeline from speculative opportunities and maintain clear visibility into deal health and next actions.

Requirements

~1 min read

The role requires substantial enterprise B2B SaaS sales experience, a proven record of closing complex deals, and the ability to build pipeline independently. Candidates should demonstrate:

8+ years of B2B SaaS sales experience, including at least 5 years in an enterprise closing role.
Proven history of meeting or exceeding quota on enterprise opportunities, including six-figure contracts.
Demonstrated success opening new enterprise accounts through self-sourced outbound activity.
Experience managing complex, multi-stakeholder sales cycles involving executive sponsorship, security and legal reviews, procurement, and contract negotiation.
Strong discovery capabilities and the ability to connect product capabilities with business challenges and measurable ROI.
Experience selling to executives and senior stakeholders across functions such as marketing, sales, learning and development, product, IT, operations, and technical teams.
High-agency, entrepreneurial approach with the ability to test, learn, iterate, and operate without relying on fully developed playbooks.
Excellent written communication skills, including the ability to create persuasive outbound messages, executive summaries, proposals, and deal recaps.
Curiosity about AI, video, creative workflows, and API-driven products.
Strong organizational skills and the ability to manage multiple stakeholders and long enterprise sales cycles.
Ability to balance structured sales execution with speed, experimentation, and adaptability.

Selling PLG, usage-based, API, developer-platform, creative software, marketing technology, sales technology, or AI products.
Selling API or platform solutions that are embedded into a customer's own product or workflow.
Selling into marketing, localization, customer education, learning and development, sales enablement, ecommerce, media, or product organizations.
Experience selling into regulated sectors such as healthcare or financial services.
Experience as an early or founding enterprise AE helping establish a sales motion.
Experience working in an early-stage or high-growth startup environment.
Ability to sell effectively to both executive decision-makers and technical evaluators.