Enterprise Account Executive, B2B; Conglomerate Hospitality

Enterprise Account Executive, B2B (Conglomerate Hospitality)

Department: B2B Sales

Employment Type: Permanent - Full Time

Location: Washington, DC

Reporting To: Jillian Cross

Compensation: $90,000 - $100,000 / year

Hi there, we’re Article. Since 2013, we have been redefining the furniture industry one sofa at a time. It’s not easy, it requires solving challenging, meaningful problems. This is where you come in. As our Enterprise Account Executive, B2B (Conglomerate Hospitality), you will spearhead Article’s penetration into major hotel chains, franchise owners, and purchasing groups, turning our growing commercial assortment into a scaling pipeline of enterprise partnerships.

Article’s B2B program (Article Pro) has established strong mid market foundations with an experienced Business Accounts team, a compelling product offering, and a track record of winning and retaining meaningful accounts. Enterprise accounts represent the highest potential, highest value segment of the market we have not yet fully penetrated, and they require a different level of hunter to unlock them.

In this role, you will build an enterprise book of business from the ground up, opening a brand new stream of revenue for Article across major hospitality conglomerates. We’ve evolved our catalog with contract grade items and activated our outbound strategy. Now we need a proven builder to navigate complex brand standards, secure Master Supply Agreements (MSAs), and establish Article on approved vendor lists across major hospitality purchasing groups.

Within your first few months, you’d map your target accounts across key East Coast hubs, partner with our Enterprise Account Development Representative (ADR) to refine outreach, leverage our retail showroom network, and begin navigating corporate brand standards and purchasing groups. In a year, you’ll be proud to say you’ve broken through the noise, established preferred vendor status with key hospitality operators, built a flourishing enterprise book of business from scratch, and helped lay the foundation for our enterprise sales playbook.

As a Particle (people of Article), you will have a high level of autonomy to solve challenging, meaningful problems the best way you can. That means you’re trusted to explore solutions you believe will work best (you’re the expert, after all). You’ll do all this while growing your career and earnings within a company that is actively scaling its commercial presence.

You will report to the Manager, Enterprise Accounts & Strategic Growth as part of Article Pro's Enterprise Sales team, a tight knit group consisting of two Enterprise Account Executives and an Enterprise ADR. Under the broader Pro umbrella, you’ll work alongside our Business Accounts team (led by the Manager, Business Accounts, with three Account Managers and an ADR) and our Sales Operations & Enablement team (led by our Lead, B2B Sales Operations & Enablement, with three Sales Assistants).

We thrive on a highly collaborative culture. We’re looking for someone who is a true team player: you actively share your learnings, mentor peers, and contribute to building the team playbook, all while maintaining sharp CRM discipline.

This is a remote role targeting key East Coast markets, with periodic travel to our Vancouver HQ.

You’ll be leading full cycle enterprise sales execution targeting major hotel brands, management companies, purchasing firms, and franchise developers.

Specifically, you will:

• Execute Hospitality Vertical Strategy: Own and execute outbound sales strategies targeting conglomerate hotel brands, franchise developers, and major purchasing organizations.
• Drive Full Cycle Enterprise Deals: Lead complex, multi stakeholder sales cycles from initial outbound outreach through qualification, discovery, solution development, executive presentations, and negotiation to close high volume opportunities.
• Partner with Enterprise ADR: Collaborate closely with your Enterprise ADR to define account targeting criteria, refine outreach strategy, and provide continuous feedback on lead quality to improve pipeline velocity.
• Hospitality Relationship Management: Navigate…