We’re looking for an exceptional Lead Account Executive (New Business & Expansion) to join our Sales team. In this role, you’ll guide people leaders through the process of understanding their people, identifying opportunities to improve the employee experience, and connecting them with the right Culture Amp solutions and supporting those customer through their journey with our platform.
At Culture Amp, we call people who are deeply curious about people and culture People Geeks. If you’re energized by consultative conversations, complex sales cycles, and helping organizations become more people-first, you may be a great fit for this role.
What you’ll do
- Manage a full-cycle sales pipeline from prospecting through the customers time with us, communicating progress, risks, challenges, and wins with the team.
- Build and manage pipeline through systematic, consistent prospecting and opportunity development.
- Lead great discovery, product demonstration, and expansion conversations.
- Run a tight, consultative sales process that helps customers understand their challenges, evaluate solutions, and make informed decisions.
- Work with senior HR and people leaders to understand their business priorities and connect them to Culture Amp’s engagement, performance, and development solutions.
- Navigate complex sales cycles involving multiple stakeholders and decision-makers.
- Close new business to meet individual and team targets as well as expand your BoB.
- Work collaboratively with SDRs, People Scientists, Solutions Consultants, Customer Success Coaches, Sales Enablement, and other cross-functional partners to support customers throughout the sales process.
- Set clear expectations for new customers and ensure a smooth working relationship throughout their journey with Culture Amp.
- Stay up to date with sales initiatives, tools, and best practices to continually develop your sales craft.
- Share knowledge, ideas, and effective approaches with colleagues and contribute to a collaborative Sales team.
What you’ll bring
- 5-8 years of experience in the function and a consistent track record of success in an enterprise or complex B2B sales role.
- Experience managing the full sales cycle, including prospecting, discovery, demonstrations, negotiation, close, and growing acconts.
- Demonstrated success building your own pipeline and securing opportunities from the top of the sales funnel.
- Experience selling SaaS, subscription software, people technology, or another complex solution is valuable.
- Strong consultative selling skills and the ability to uncover customer needs through thoughtful discovery.
- Confidence engaging senior HR stakeholders and navigating conversations with multiple decision-makers.
- The ability to lead structured, collaborative sales processes through longer and more complex buying journeys.
- Strong commercial judgment, negotiation skills, and a clear focus on achieving individual and team goals.
- Excellent written and verbal communication skills, with the ability to present compelling customer-focused narratives.
- A collaborative approach and the ability to work effectively with SDRs, People Scientists, Solutions Consultants, Customer Success Coaches, and other partners.
- Curiosity about people, culture, and the ways organizations can create better employee experiences.
Why this role
- Join a mission- and values-driven Sales team working to make the world of work better.
- Help customers address meaningful people and culture challenges through engagement, performance, and development solutions.
- Work with support from Sales Enablement, a direct manager, SDRs, Solutions Consultants, Customer Success, and experienced Sales colleagues.
- Use a modern sales toolkit, including Salesforce, Outreach, LinkedIn Sales Navigator, Gong, and Culture Amp.
- Bring new ideas and creative approaches to a role that requires consistency, curiosity, and thoughtful selling.
Be advised: The split for this AE role is 60/40. Full OTE range is listed below.
