Senior Customer Account Executive; Account Manager

Senior Customer Account Executive

Join Nitro Software as a Senior Customer Account Executive, driving incremental sales revenue while building trusted advisory relationships across enterprise accounts. This role focuses on delivering Nitro’s differentiated message to key decision makers and expanding revenue within the current customer base through prospecting, pipeline building, and upsell/retain activities.

Nitro is a global SaaS leader for seamless digital document workflows, offering solutions for PDF, eSigning, identity verification, and analytics. With more than 3 million licensed users and 13,000+ business customers across 157 countries, we serve 67% of the Fortune 500.

How We Work:
Nitro creates a collaborative environment based on five key principles.

• One team, one mission – Our collective dedication to Nitro’s mission defines us.
• Own it – We take full ownership of our actions and decisions.
• Accountable to our customers – We dedicate ourselves to our customers and take our commitments seriously.
• Excellence in execution – We exemplify excellence in delivery with innovative, top‑quality results.
• Be bold, fail fast, learn faster – We learn as we grow, dare to try, and bravely question.

The Senior Customer Account Executive is expected to deliver Nitro’s differentiated message to key decision makers, demonstrating how the knowledge worker adoption of Nitro drives productivity, increases information security, and resource sustainability. You will manage your time and customer engagement effectively to deliver the highest revenue return by activity type. Nitro’s Account Executives shall be a trusted adviser to customers during this transformative process.

You will have an assigned client base to cross‑sell, upsell, and retain clients across Nitro.

• Develop a strong understanding of customers and serve as a trusted advisor
• Drive existing customer relationships and ensure customers are achieving the full potential of their current investment (leverage customer relationships to expand the usage of Nitro within new teams and departments)
• Drive the business forward by expanding revenue within the current customer base, by prospecting and building a pipeline, while building strong personal relationships with existing customers
• Applying time and intelligence to move prospects through Nitro’s sales cycle – from prospecting to close
• Navigating political structures and creating and running Mutual Action Plans to drive desired outcomes
• Developing business cases and a clear understanding of the impact in productivity gains for businesses by vertical
• Work to develop and circulate the set of best practices that will be the foundation of this growing team
• Partner cross-functionally within Nitro (and with channel partners, as required) to gather data, drive product adoption, and ensure customers leverage the solution to achieve full business value
• Listen to the needs of the market and share with the product and marketing teams

• 4-5+ years of quota‑carrying sales experience (retention/expansion)
• Work within your assigned territory to establish and develop a strategy for identifying and closing opportunities directly with key Enterprise accounts and net new prospects across multiple industry verticals
• Track record of overachieving quota in past roles
• Net‑new business “hunter” background with demonstrated ability to fill 50% of your own pipeline
• Clear understanding of pipeline management to ensure consistent 3X coverage
• Excellent communication, negotiation, and forecasting skills
• Demonstrated ability to find and manage high‑level business in an evangelistic sales environment
• Ability to assess business opportunities and read prospective buyers
• Ability to orchestrate the closure of business with an accurate understanding of customer needs
• Ability to include multiple partners and members of the company management team to position the company's products against direct and indirect competitors

Flex Time Off – work‑life balance is important at Nitro, and we proudly offer Flex Time Off for holidays, spending days with family, or appointments.
Hybrid Work – our team embraces the hybrid work model: we combine three days of in‑person collaboration at our global offices in Toronto, Dublin, Antwerp, Porto, and Melbourne with the convenience of two days of remote work each week.
Comprehensive benefits package – health insurance, dental and vision coverage, wellness perks, pension/401k matching, and many other country‑specific benefits.

We strongly encourage applications from everyone regardless of race, religion, colour, national origin, gender, sexual orientation, age, marital status or disability status. We provide an accessible candidate experience and invite you to request any accommodations or adjustments throughout the interview process and beyond.