Strategic Account Executive

Title: Strategic Account Executive

Date: 3.2026 

Function: Sales 

Reports to: Chief Revenue Officer 

 

Position Summary: 

 

The Strategic Sales Representative is responsible for developing and executing a targeted enterprise sales strategy focused on large organizations with $500M+ in revenue. This role drives revenue growth by identifying, pursuing, and closing complex opportunities across multiple business units or entities within the same corporate structure. 

 

The Strategic Sales Representative will lead long-cycle, consultative sales efforts, manages executive relationships, and coordinate internal resources to deliver customized SaaS solutions aligned to each client’s strategic objectives. They own the end-to-end sales process, maintain accurate forecasting, and ensure enterprise clients experience a cohesive, value-driven journey that supports both initial land and ongoing expansion opportunities across divisions. 

 

Key Responsibilities: 

• Develop and execute account-based strategies for targeting and penetrating organizations with $500M+ in revenue, including multi-entity and multi-division structures. 

• Identify, qualify, and manage complex, high-value SaaS opportunities across multiple business units within large enterprises. 

• Lead full-cycle, consultative enterprise sales processes from prospecting and discovery through solution design, proposal, negotiation, and close. 

• Navigate multi-stakeholder buying committees, including executive, technical, procurement, and finance stakeholders, to align on business case and decision criteria. 

• Build and maintain trusted advisor relationships with senior leaders (e.g., CIO, CHRO, COO, CFO) to support long-term strategic partnerships. 

• Partner with solutions engineering, product, customer success, and legal teams to design and deliver tailored proposals, pricing, and contracts that meet client requirements. 

• Maintain a disciplined, transparent pipeline; update CRM consistently; and deliver accurate forecasts and territory plans. 

• Achieve and exceed assigned quota, focusing on both new enterprise logo acquisition and expansion within existing accounts. 

• Stay current on product capabilities, integration options, competitive landscape, and market trends to effectively position the platform in enterprise environments. 

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Skills and Experience Needed: 

• Bachelor’s degree in business, technology, or a related field; advanced business education is a plus. 

• 10-15+ years of full-cycle B2B SaaS sales experience, including 8+ years selling into enterprise organizations with $500M+ in revenue. 

• Demonstrated success closing large, complex, multi-stakeholder deals, ideally six- or seven-figure ACV. 

• Experience selling into multi-organization or multi-business-unit environments with complex governance and procurement. 

• Strong command of value-based, consultative selling methodologies (e.g., MEDDIC, Challenger, SPIN) and enterprise sales best practices. 

• Excellent communication, negotiation, and executive presentation skills, with the ability to influence C-level stakeholders. 

• ​High degree of technical acumen and ability to collaborate effectively with product and technical teams on solution design. 

 

Competencies:  

Accountability 

Adaptability 

Applied Learning 

Business Acumen 

Collaboration 

Customer Focus 

Dealing w/Ambiguity 

Decision Making 

Driving for Results 

Initiating Action 

Planning and Organizing 

Technical/Professional Knowledge