Senior Enterprise Account Executive

The Enterprise Account Executive (EAE) at Tekton Labs is, first and foremost, a hands-on, revenue-generating role designed for high-performing commercial consultants. Embracing a true 'Player-Coach' mindset, this professional combines the relentless execution required to directly close Enterprise accounts with the strategic vision to scale and optimize the sales process.

Acting as a Trusted Advisor for C-Level executives, the EAE takes full ownership of the new client acquisition cycle (Hunting). You will be in the trenches executing the commercial motion—from deep discovery to closing complex contracts of $100k - $1M+ TCV. Alongside this direct selling responsibility, you will help develop the Go-To-Market (GTM) strategy in the USA and Canada, optimize sales playbooks, guide the prospecting strategy of SDRs/SSAs, and orchestrate partnerships with global players (Visa, AWS, Google).

This role is built for a 'doer' with a proven track record in B2B technology sales who wants to drive direct revenue through territory ownership, while demonstrating the strategic leadership necessary to step into future commercial management responsibilities.

Timezone: EST / CST (aligning with USA & Canada markets)

Spanish
:
Nice to have

Responsibilities:

• Drive Full-Cycle Enterprise Sales (Hunting):
  Lead discovery, technical-commercial diagnostics, and deal closure ($100k - $1M+ TCV) across Mid-Market and Enterprise segments.
• Own Revenue Quota:
  Secure 100% of assigned New Booked Revenue (N ) targets while maintaining a healthy active pipeline coverage ratio of at least 4x.
• Consult with C-Level Executives:
  Engage CTOs, CIOs, and VPs of Engineering to map technical debt, legacy migration, and AI adoption challenges to Tekton's solutions portfolio.
• Architect Go-To-Market & Playbooks:
  Evolve GTM strategies for North American markets, optimize Ideal Customer Profiles (ICPs), and document best practices within the Sales Playbook.
• Orchestrate Outbound Prospecting:
  Align Strategic Solutions Advisors (SSAs) and SDR teams on target account selection, campaign messaging, and outbound execution.
• Expand Partner Ecosystems:
  Execute channel sales strategies with global cloud and technology partners to generate a predictable referral revenue stream.
• Structure & Negotiate Contracts:
  Lead complex legal and commercial negotiations (MSAs, SOWs) for Time & Materials and Fixed Outcome engagements while protecting margin profitability.
• Manage RFPs & Rev Ops:
  Lead responses to complex enterprise RFPs/RFIs, maintain pipeline discipline in Hub Spot CRM, and leverage AI-driven sales tools to accelerate funnel velocity.

Must have:

• 6+ Years in B2B Consultative IT Sales:
  Proven experience selling custom software development, IT consulting, Staff Augmentation, or Managed IT Services.
• Enterprise Closing Track Record:
  Proven history as a Top Biller closing $100k to $500k+ TCV deals and consistently hitting or exceeding annual individual quotas.
• Outbound Pipeline Autogeneration:
  Demonstrated ability to self-generate at least 40% of active pipeline through direct outbound hunting, networking, and referral channels.
• IT Commercial Model Mastery:
  In-depth command of Time & Materials (T&M), Agile Squads, Staff Augmentation, and Managed Services contract models.
• Sales Tech & CRM Proficiency:
  Advanced proficiency with CRM platforms (Hub Spot preferred) and modern sales intelligence tools (Linked In Sales Navigator, Apollo).
• English Fluency:
  Advanced C1/C2 verbal and written command of English, for executive-level communication.

Nice to have:

• Partner & Channel Sales
  
  Experience:
  
  Track record developing sales through global cloud providers, technology ecosystems, or fintech partners.
• Technical Domain Knowledge:
  Solid grasp of modern software delivery practices (Agile, Dev Ops, Cloud Architectures, Data, and AI fundamentals).
• Leadership Ambition:
  Prior experience launching new verticals, opening geographic territories, or mentoring SDRs with high potential to scale into a commercial leadership role.

Are you interested in this opportunity?