Enterprise Account Executive

Join us on our mission to make a better world of work.

Culture Amp is the world's leading employee experience platform, revolutionizing how 25 million employees across more than 6,500 companies create a better world of work. Culture Amp empowers companies of all sizes and industries to transform employee engagement, drive performance management, and develop high-performing teams. Powered by people science and the most comprehensive employee dataset in the world, the most innovative companies including Canva, On, Asana, Dolby, McDonalds and Nasdaq depend on Culture Amp every day.

Culture Amp is backed by leading venture capital funds and has offices in the US, UK, Germany and Australia. Culture Amp has been recognized as one of the world's top private cloud companies by Forbes and most innovative companies by Fast Company.

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About the Role

This role bridges the responsibilities of acquiring new customers and driving growth within an existing book of business. As a consultative, strategic advisor, the Account Executive will leverage deep product knowledge, customer insights, and a results-driven approach to deliver both new business acquisition and customer retention and expansion. The role amplifies Culture Amp's mission by creating impactful partnerships and delivering measurable ROI to clients through the adoption and growth of our employee experience platform.

In this role you will:

New Business Acquisition (approximately 60-70%)

* Proactively identify and engage potential customers through a mix of outbound calls, emails, Linked In outreach, and attendance at marketing events (virtual and in-person).

Develop specific points of view (POVs) for identified Tier 1 Accounts crafting tailored outreach and account strategies.

* Run customized product demonstrations for HR Executives, establishing credibility and highlighting Culture Amp's competitive differentiators.

* Build and manage a robust sales 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 (e.g., legal, procurement, and security teams) to remove barriers and streamline deal closure.

* Maintain accurate pipeline, forecasting, and activity data in Salesforce and other tools to meet quarterly new business quotas.

Customer Retention & Expansion (approximately 30-40%)

* Serve as trusted advisor and thought leader for existing customers, supporting cross functional teams in their goal of identifying and mitigating churn risk.

* Create detailed, data-driven account plans that act as a north star for GTM functions and guide long-term customer strategy.

* Collaborate with Customer Success to run regular strategic business reviews to uncover expansion opportunities and optimize customer engagement with the platform.

* Build a sustainable pipeline of upsell and cross-sell opportunities, converting them into closed-won deals to achieve expansion targets.

* Develop multi-threaded relationships with key stakeholders across Enterprise environments to foster deeper partnerships and ensure long-term loyalty.

* Partner closely with Customer Success, Solution Consulting, Security, and Legal teams throughout complex post-sale and renewal cycles.

You have:

* 5-7+ years of quota-carrying, closing sales experience with a focus on new and expansion-driven revenue targets (experience may be higher for more senior/lead-leveled roles).

* Proven experience in SaaS sales, ideally within HR Tech or a related technology field.

* Strong ability to identify and self-source both new and expansion 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.

* Expert in using sales tools such as Gong, Linked In Sales Navigator, 6

Sense, Zoominfo, Outreach, and Salesforce

* A self-starter mindset, willing to do the heavy lifting to help shape the future of the Enterprise Team

For this role, the estimated On Target Earnings (OTE) range is listed below. In addition to your OTE salary, your compensation package will include additional components such as equity and benefits.

The actual salary will vary based on various factors, including market and individual skills, capabilities and experience, objectively assessed during the interview process. If you're interviewing for this role,…