Senior Account Executive – Enterprise

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* This role can be attached to any Yardi office in the U.S.**

Work Cafe for Teams is a workspace management platform for corporate occupiers. It gives distributed and hybrid companies one app where employees can book approved coworking spaces across 2,500+ locations worldwide, manage visitors at HQ, reserve office space, and control spend and reporting from a single system. Backed by Yardi, the largest property technology company in the world, Work Cafe is entering the market with an established operator network, enterprise logos already on the platform, and a product roadmap that extends into network distribution and platform partnerships.

• Own the full sales cycle from prospecting through close with mid-market and enterprise occupiers + employees).
• Build pipeline through ABM-driven outbound prospecting, supplemented by warm intros from Yardi’s existing customer relationships and partner referrals.
• Run multi-stakeholder deal cycles involving People/Ops leadership, Finance, Workplace/Real Estate, and IT/Security, adjusting the pitch to each stakeholder’s priorities.
• Position Work Cafe’s on-demand network, HQ booking, visitor management, cost controls, and integrations as a replacement for fragmented flex workspace programs and legacy vendors.
• Represent Work Cafe at industry conferences and events. Events are a primary channel for reaching our buyers, not an afterthought.
• Execute pre-event outreach, on-site demos, and post-event follow-up to convert event contacts into qualified pipeline.
• Develop and execute territory and account plans focused on target industries and core US markets.
• Collaborate with Product Marketing, Customer Success, and the BDR team to refine messaging, sharpen competitive positioning, and feed market intelligence back into the product.

• Bachelor’s degree in business, marketing, or related field; or an equivalent combination of education and experience.
• 5+ years of full-cycle B2B SaaS or marketplace sales experience, consistently exceeding quota.
• Proven ability to prospect, build pipeline, and close enterprise deals with multiple decision-makers across People/Ops, Finance, Workplace, and IT stakeholders.
• Experience selling to People/Operations, Workplace, or Finance buyers at companies with distributed or hybrid work forces.
• Comfortable selling into a new product category where you’re shaping the narrative and building the playbook, not inheriting one.
• Strong commercial instinct with the ability to navigate flexible, transaction-based pricing structures and construct deals that align customer value with revenue goals.
• Proficient with modern sales tools and CRM platforms.
• Excellent communication and presentation skills, including live product demos at events and on-site meetings.
• Willingness to travel for prospect meetings, conferences, and team events.

• Experience in flex workspace, commercial real-estate, workplace technology, or T&E platforms.
• Existing relationships with commercial brokerage firms or occupier advisory teams.
• Familiarity with the IWMS and desk booking landscape and how on-demand coworking networks differentiate against internal space management tools.
• Understanding of enterprise procurement processes, IT/security vetting, and stakeholder mapping in larger organizations.
• Experience at a growth-stage product within a larger enterprise platform or post-acquisition environment.

$100,000-$110,00 base salary + commission target