Lead Account Executive, Enterprise

Company Overview

At Nylas, we specialize in making it easier for developers to add email, calendar, and contact management features into their applications. We provide APIs that streamline the integration of these functionalities, ensuring they are secure, effective, and reliable. Supporting over 100,000 developers and collaborating with more than 900 companies globally, Nylas plays a pivotal role in how digital communication tools are built and utilized across sectors from healthcare to education.

We are seeking a Lead Account Executive, Enterprise to spearhead our enterprise sales efforts. In this high-impact senior individual contributor role, you will own a portfolio of high-value accounts, develop and execute account strategies, employ a consultative solution-selling approach, and act as a trusted advisor to our most strategic clients.

• Strategic Account Development:
  Develop comprehensive account plans for a portfolio of enterprise customers, identify initial “land” opportunities, and cultivate multi-threaded relationships to broaden adoption of Nylas across the enterprise.
• Full-Cycle Enterprise Selling:
  Own and manage the entire sales cycle for complex deals, from prospecting and discovery to solution presentation, negotiation, and close, consistently meeting quarterly and annual revenue targets.
• Executive Engagement:
  Build trusted advisor relationships with senior client stakeholders, lead executive-level discussions to align Nylas’s solutions to business outcomes, and navigate procurement processes to secure long-term commitment.
• Consultative Solution Selling:
  Take a value-driven, consultative approach, deeply understand each customer’s technical requirements, craft tailored solutions, and position Nylas’s platform as a critical component of digital transformation and workflow automation.
• Cross-Functional Collaboration:
  
  Orchestrate cross-functional teams—including Solutions Engineering, Customer Success, Product, and Marketing—to ensure successful onboarding and deliver a cohesive customer experience at scale.
• Market Leadership:
  Stay informed on industry trends, advocate for customers by providing feedback to leadership, and mentor junior team members to foster a culture of excellence and continuous improvement.

• 10+ years B2B SaaS sales experience with a proven track record of closing new business and expanding existing enterprise accounts at Fortune 1000 or equivalent.
• Demonstrated ability to exceed ambitious sales targets, including $1M+ ARR or higher annual quotas and seven-figure deals.
• Extensive experience managing long, complex sales cycles (6‑12+ months) with multiple stakeholders and navigating enterprise procurement, legal, and security review processes.
• Strong strategic account planning, consultative selling, and ability to become a trusted advisor to senior leadership.
• Proven cross-functional leadership, collaborating with sales engineers, product managers, and customer success to secure deals and ensure customer success.
• Technical acumen in modern cloud software and APIs, ability to quickly learn Nylas’s developer platform and communicate technical solutions to both technical and non‑technical audiences.
• Exceptional communication, negotiation, and presentation skills with a solution-oriented mindset.
• Self‑motivated entrepreneurial mindset, high ownership, resilience, and a passion for helping customers succeed.

• Round 1: 30‑minute Google Meet discussion with the Recruiter.
• Round 2: 45‑minute Google Meet discussion with the CEO.
• Round 3:
  Take‑home assignment followed by a 60‑minute panel discussion.
• Round 4:
  Three Google Meet discussions with various Nylas team members (max 3 hours).

The estimated total on‑target earnings (OTE) range for this position is $200,000 – $275,000 USD. Compensation will be determined based on individual qualifications and performance during the hiring process. Nylas also offers a competitive commission plan and equity package aligned with our stage and growth trajectory.

Nylas is registered as an employer in many, but not all, states/provinces. If you are not located in or able to work from a state/province where Nylas is registered, you will not be eligible for employment. Visa sponsorship may not be available in certain remote locations.