About the Role
This is a new business focused enterprise sales role. The Lead Enterprise Account Executive is responsible for identifying, engaging, and closing net-new customers, building strategic relationships with senior decision-makers, and creating measurable commercial impact through new logo acquisition.
As a consultative, strategic advisor, the Account Executive will leverage deep product knowledge, customer insights, and a results-driven approach to win new business and expand Culture Amp’s presence across target enterprise accounts.
In this role you will:
- Proactively identify and engage prospective enterprise customers through a mix of outbound calls, emails, LinkedIn outreach, and attendance at marketing events, both virtual and in person.
- Develop specific points of view for identified Tier 1 accounts, crafting tailored outreach and account strategies.
- Run customised product demonstrations for HR Executives, establishing credibility and clearly articulating Culture Amp’s competitive differentiators.
- Build and manage a robust new business pipeline, expertly guiding prospects through the sales process from discovery to close.
- Develop and present compelling business cases for prospects to adopt Culture Amp’s platform, leveraging data insights and ROI calculations.
- Collaborate with internal stakeholders, including Legal, Procurement, Security, and Solution Consulting and People Science to remove barriers and streamline complex deal cycles.
- Maintain accurate pipeline, forecasting, and activity data in Salesforce and other tools to support consistent performance against quarterly new business quotas.
- Build executive relationships across target accounts and navigate complex enterprise buying groups to create momentum and drive successful deal outcomes.
You have:
- 5–7+ years of quota-carrying, closing sales experience with a strong focus on net-new business acquisition in enterprise environments.
- Proven experience in SaaS sales, ideally within HR Tech or a related technology field.
- Strong ability to identify and self-source new business opportunities using innovative, proactive strategies.
- Exceptional executive presence with polished presentation and communication skills, particularly when engaging VP and C-suite executives.
- Experience building executive relationships and navigating complex sales cycles within enterprise environments.
- Expertise in sales methodologies such as MEDDPICC and a solid understanding of deal stage progression.
- Proficiency in leveraging data for decision-making, influencing stakeholders, and constructing effective business cases.
- A consistent track record of orchestrating the successful closure of complex business deals through cross-functional collaboration.
- Strong working knowledge of sales tools such as Gong, LinkedIn Sales Navigator, 6Sense, ZoomInfo, Outreach, and Salesforce.
- A self-starter mindset, willing to do the heavy lifting to help shape the future of the Enterprise Team.
You are:
- Resilient. You maintain high activity and creativity despite rejection, and treat a stalled deal as a problem to solve, not a reason to move on.
- Intellectually curious. You go beyond surface-level discovery, understanding business drivers and connecting problems to measurable impact.
- Assertive and commercially in control. You lead the deal, challenge assumptions, create urgency, and drive clear next steps.
- A skilled multi-threader. You read stakeholders and power dynamics, and tailor your approach across roles and levels within an account.
- A team player who views enterprise selling as a team sport, collaborative with peers, cross-functional partners, and your sales leader.
