Account Executive, Large Enterprise (Regulated Industries)

Accountabilities

You will own the full enterprise sales cycle for a portfolio of prospects and customers in regulated industries, balancing new customer acquisition with account expansion while consistently delivering against revenue and pipeline targets.

Prospect, develop, and close new business opportunities while identifying cross-selling and expansion opportunities within existing enterprise accounts.

Build and maintain a strong pipeline through consistent prospecting, qualified meetings, and disciplined territory management.

Manage relationships across large organizations, engaging executive and VP-level decision-makers as well as end users and stakeholders across multiple departments.

Develop strategic account and territory plans in partnership with Business Development Representatives, Professional Services, Solutions Engineers, and Customer Success teams.

Research customers’ business models, organizational structures, brands, priorities, KPIs, and success metrics to deliver relevant, consultative recommendations.

Identify opportunities to expand product adoption across business units and increase platform utilization.

Maintain strong relationships with internal stakeholders, including legal and customer-facing teams, to coordinate complex deal cycles and improve customer outcomes.

Monitor customer needs and organizational changes to identify expansion opportunities and reduce churn risks.

Achieve monthly and quarterly activity, pipeline, and revenue targets, including building a net-new business pipeline equivalent to four times the monthly quota target.

Travel locally or out of state quarterly to meet high-potential prospects and strategic customers.

Mentor and support your Business Development Representative while sharing sales best practices and contributing to the development of the wider team.

Requirements:

The ideal candidate is a commercially driven, technology-savvy enterprise sales professional with strong business acumen and a customer-first approach. You should be confident navigating complex organizations, building executive relationships, and translating business challenges into valuable solutions.

5+ years of experience in B2B sales with a proven track record of closing deals.

Demonstrated success selling to or expanding relationships with large enterprise organizations employing 5,000+ people globally.

Experience managing a substantial portfolio of prospective accounts and identifying business challenges, opportunities, and tailored solutions.

Strong prospecting, pipeline development, negotiation, and closing skills.

Experience selling to regulated industries, particularly financial services and healthcare, is preferred.

Proven ability to build relationships, present solutions, and sell to senior decision-makers across multiple functions.

Experience collaborating with internal partners and cross-functional stakeholders to accelerate sales cycles and exceed customer expectations.

Strong consultative selling skills, business judgment, and the ability to connect technology solutions with measurable business outcomes.

Ability to manage competing priorities, maintain consistent sales activity, and work toward ambitious revenue targets.

Benefits:

Annual on-target earnings (OTE): $208,000–$260,000, consisting of base salary plus incentive compensation at target performance.

Geographic compensation bands:

Zone 1 (New York, California, and Washington): $228,800–$343,200 annually.

Zone 2 (all other eligible U.S. states): $208,000–$312,000 annually.

• Comprehensive medical, dental, and vision insurance for employees and eligible dependents.

• Free access to mental health coaching, therapy, and digital wellness resources for employees and their dependents.

• 401(k) retirement plan with a 50% employer match on the first 6% of employee contributions.

• Employer-paid life and disability insurance.

• Flexible paid time off and additional company-wide Rest & Recharge days.

• Up to 16 weeks of paid parental leave.

• Annual $1,000 lifestyle spending account for physical, mental, and financial well-being.

• One-time $550 home office setup stipend and $50 monthly internet stipend.

• 16 hours of paid volunteer time annually, plus a $100 annual charitable donation match.

• Pre-tax commuter benefits, subsidized childcare and eldercare, discounted pet insurance, and personalized financial wellness support.

• Remote work opportunities across many U.S. locations, subject to state eligibility.

• Structured onboarding, sales training, peer collaboration, and opportunities for professional growth and leadership development.