About the Role
This role builds deep, strategic relationships with our enterprise prospects (organizations with over 1000 employees) to secure new business, driving significant revenue and shaping the experience of tens of thousands of employees globally. As consultative trusted advisors, Enterprise Account Executives orchestrate cross-functional teams and have an expert-level understanding of complex customer needs, the competitive landscape, and our product, enabling them to deliver impactful, tailored solutions that align with large-scale business objectives and long-term strategic goals.
In this role you will:
- Gain a deep understanding of the prospective customer's complex pain points and challenges across multiple departments and regions, educating them on Culture Amp’s value and differentiating the platform from competitors
- Expertly run tailored product demos for C-level executives, VPs, and senior People Leaders from large-scale enterprises across diverse industries. Establish executive-level credibility and focus on enterprise-level ROI and value management.
- Stay up to date with industry/HR and Talent Management trends, competitive landscape, and Product updates. Weave these insights into conversations, focusing on how emerging trends and future-proofing strategies will impact large organizations.
- Represent Culture Amp as a consultative expert during virtual and on-site interactions with enterprise prospects, focusing on leadership, analytics, and large-scale culture change initiatives. Help prospects understand the strategic long-term ROI of our platform and services.
- Serve as a liaison between external and internal stakeholders, managing complex negotiations with legal, security, procurement, and compliance teams. Ensure seamless multithreading across departments to drive customer success and long-term partnership value.
- Generate new business opportunities through a combination of outbound calls, emails, LinkedIn, and follow-up on marketing campaigns (Generate new business opportunities in their focused accounts through and partnering with the SDR organisation). Leverage your network, attend industry events and trade shows, and engage with multiple decision-makers in enterprise accounts.
- Manage a complex, robust sales process, winning at every stage from prospecting to close.
- Maintain accurate customer, pipeline, and forecast data using Salesforce, with a focus on both current and future quarters. Ensure alignment with internal forecasting and resource planning for large, strategic accounts.
- Play an active role in creating a high-performance sales culture with a focus on resilience, long-term strategic thinking, and sales excellence. Actively engage in enablement programs and share best practices with the broader enterprise team.
You have:
- 8-12 years of experience in customer sales with a focus on expansion-driven revenue targets.
- Proven experience in the SaaS space, particularly within HR Tech or related fields.
- Strong ability to identify and self-source expansion opportunities, employing innovative strategies.
- Exceptional executive presence with polished presentation and communication skills, particularly when engaging with VP and C-suite executives.
- Experience building and navigating relationships within large enterprise environments.
- Familiarity with sales methodologies, such as MEDDPICC, and a solid understanding of deal stage progression.
- Proficiency in leveraging data for decision-making and influencing others.
- Skilled in assessing business opportunities and understanding diverse buyer personas.
- Proven track record in orchestrating the closure of business deals with a clear understanding of customer needs.
- Experience in cross-selling, upselling, and growing customer accounts.
- Understanding of enterprise procurement cycles and negotiation processes.
- Background managing global/multi-region enterprise deployments
- Experience coordinating cross-functional teams (Solution Consulting, Security, Legal) through complex sales cycles
