Account Executive, Mid-Market & Enterprise

Own mid-market and enterprise opportunities from demo through close, and build expansion-ready customer relationships with R&D, product, and innovation leaders.

This role is ideal for someone who can sell into both fast-moving mid-market companies and more complex enterprise buying groups. The right candidate will be comfortable leading discovery, tailoring product conversations to customer workflows, managing proposals, navigating technical and procurement questions, and creating clear business cases for product, innovation, R&D, and engineering leaders.

This is not a high-volume transactional sales role. It requires strong business acumen, excellent communication, disciplined follow-through, and the ability to earn trust with sophisticated buyers.

• Lead qualified mid-market and enterprise opportunities through discovery, evaluation, proposal, negotiation, and close.
• Run thoughtful discovery with R&D, product, innovation, engineering, marketing, regulatory, quality, IT, and executive stakeholders.
• Understand each customer's product development process, current bottlenecks, decision criteria, and desired business outcomes.
• Translate customer needs into clear Narratize use cases, implementation plans, and commercial proposals.
• Connect Narratize to outcomes such as faster product development, better cross-functional alignment, stronger institutional knowledge capture, and reduced documentation burden.

• Adapt the sales motion to fit the customer's size, maturity, and buying process.
• Help mid-market companies see how Narratize can bring structure, speed, and intelligence to growing product teams without adding unnecessary complexity.
• Help enterprise teams understand how Narratize fits into existing workflows, governance structures, and systems of record.
• Balance speed, rigor, and customer trust throughout the sales cycle.

• Deliver compelling demos and follow-up conversations tailored to each customer's industry, team structure, and product development workflow.
• Partner with Product and Customer Success teams to address questions around implementation, security, integrations, data governance, and workflow configuration.
• Create customer-facing materials such as recap emails, proposals, business cases, mutual plans, and executive summaries.
• Position Narratize clearly against generic AI tools, collaboration platforms, and legacy workflow systems without relying on feature-by-feature selling.
• Travel to customer sites and industry events, and host executive dinners to build brand trust and partner for our customers' success.

• Structure initial deals with a clear understanding of how the customer can grow with the platform.
• Partner with Customer Success to ensure a strong handoff after close, including customer goals, key stakeholders, risks, and expansion opportunities.
• Maintain relationships with champions and executive sponsors as accounts grow.
• Identify additional teams, workflows, product lines, or business units that may benefit from Narratize over time.
• Support expansion conversations when helpful, especially where new use cases or buying groups emerge.

• Maintain accurate CRM records, deal stages, next steps, stakeholders, risks, timelines, and forecast details.
• Proactively identify stalled deals and create plans to re-engage or qualify out.
• Communicate clearly with internal teams on deal status, customer needs, and blockers.
• Contribute to ongoing improvements in sales process, messaging, objection handling, and customer-facing collateral.

• 4–8+ years of B2B AI/software sales experience.
• 2+ years closing mid-market, upper mid-market, or enterprise software deals.
• Proven ability to manage opportunities from demo through close.
• Experience selling to multiple stakeholders across business and technical functions.
• Strong discovery, qualification, business case development, and negotiation skills.
• Excellent written communication skills, including follow-up…