Enterprise Account Executive: Value-, Remote

Help fix customer-centricity at scale

Every company wants to become more customer-centric. At They Do, we make that ambition real. Our AI-powered journey management platform helps the world’s largest enterprises align around what matters most: their customers. By bringing scattered data and teams together, we empower smarter decisions and better experiences. Since 2019, global leaders across industries — including Ford, Cisco, Johnson & Johnson, Siemens, Home Depot, and Lufthansa — have trusted us to scale journey management and deliver measurable impact.

Backed by $50M from top-tier investors, including Blossom and 20VC, we are building a category-defining company. Our fully remote team represents 30+ nationalities across 27 countries, united by a customer-led, people-first culture.

Our mission is clear:
Make journey management the most powerful business tool in the world.

If you’re looking for a place where your work shapes the future of how companies operate, join us. Let’s build it together.

They Do isn’t just another software company. We’re building the leading journey management platform so enterprises can turn their customer journey into a strategic advantage.

Some of the world’s largest organizations already use They Do to align teams, break silos, and make smarter decisions. Now, we’re expanding fast across Europe, and we’re looking for Account Executives who want to help define how we sell, who we sell to, and how we win.

This isn’t a “plug into an existing machine” role. You’ll help build the enterprise playbook, shape our go-to-market motion, and land high-impact deals that transform how companies operate. If you’re excited by complex sales, value-based conversations, and building something that lasts, keep reading.

This is an Enterprise sales role with a strong requirement for strategic, value-based selling. You’ll be helping company executives, customer experience teams and product teams assess and adopt journey management at scale in their organizations.

• Own your territory like a business: manage the entire sales lifecycle, from building pipeline to closing deals and driving expansion.

• Develop strategic approaches to nurture and convert key prospect accounts, continuously building a strong, healthy pipeline.

• Generate your own pipeline through strategic prospecting and account-based approaches, not just rely on inbound.

• Understand the unique challenges and goals of enterprise clients

• Articulate the They Do value proposition and proactively drive your opportunities through the buying journey from discovery to demo to consensus building to formalization

• Establish and nurture strong relationships with key stakeholders including C-level execs

• Work closely with internal teams including Marketing, SDR, Customer Success and Enablement to ensure a seamless customer experience

• Meet and exceed monthly, quarterly and annual targets

• Continuously assess and improve sales strategies to drive consistent results

• Communicating transparently - as we are remote, using asynchronous messaging to keep people in the loop is essential

• Communicate your insights with the product team so they can act on this

• You need to have a track record of exceeding annual quotas and consistently demonstrated that you can close mid / high 6 figure deals

• Experience in value-selling and strategic sales methodologies

• Experience selling into large, complex enterprise organizations and managing multi-stakeholder buying processes.

• Experience and confidence selling to C-level execs at enterprise organisations virtually and in person where necessary

• Experience navigating complex procurement processes with a diligent and controlled approach

• Excellent communication and presentation skills to senior stakeholders

• If one thing describes you, it is grit. You love a to set a goal and go for it

• Emotional intelligence and collaboration are a must

• Ingenuity skills with an ability to teach people about our solutions

• Coachable you’re quick to learn and form new habits

• Ambiguity & Adaptability - We are an early stage scaleup - things change fast and so does the product. This should excite you

• Enterprise sales experience within a…