Principal Account Executive, Enterprise Accounts

Job

Requisition  Account Executive, Enterprise Accounts is a customer-facing sales role responsible for owning and executing growth strategies for large, complex enterprise customers across the UK and EMEA. This role leads sophisticated sales engagements, drives revenue expansion, and manages complex commercial negotiations, often within Enterprise Business Agreement (EBA) or equivalent enterprise frameworks.

The Account Executive acts as a trusted advisor to senior customer stakeholders, applying strong commercial judgement, strategic insight, and industry knowledge to deliver long-term customer value and predictable business growth. The role operates with a high degree of autonomy and requires confidence navigating multi-stakeholder buying groups and extended sales teams.

Responsibilities Enterprise Account Growth Develop and execute comprehensive growth strategies for assigned enterprise accounts, including senior stakeholder engagement and executive-level business reviews

Expand customer adoption across business units, personas, and buying groups within complex enterprise organisations

Revenue Generation & Expansion Drive incremental revenue through upsell, cross-sell, and expansion motions across new, adjacent, and upgraded solutions

Support and optimise consumption-based or subscription-based commercial models within enterprise accounts

Complex Deal Leadership Lead the negotiation and closure of complex, multi-stakeholder enterprise agreements, including expansions aligned to renewal or long-term commercial frameworks

Navigate complex deal structures in collaboration with Deal Desk, legal, finance, partners, and specialist teams

Sales Forecasting & Commercial Discipline Own pipeline management and forecasting accuracy for enterprise expansion and growth opportunities

Apply data-driven judgement to assess deal health, risk, and probability, ensuring predictable outcomes

Strategic Customer Engagement Act as a strategic advisor to executive-level customer stakeholders, aligning solutions to business priorities and outcomes

Deliver compelling value propositions through executive storytelling and insight-led engagement

Account Team Unit (ATU) Collaboration Lead co-selling motions with technical specialists, extended sales teams, and partners to design and deliver impactful customer solutions

Partner with technical teams during discovery and solution development to ensure strong solution fit and differentiation

Ensure seamless post-sale handover to Customer Success to support onboarding, adoption, and value realisation

Experience & Capability Expectations Demonstrated experience owning and growing large enterprise or strategic customer accounts within complex B2B environments

Proven capability leading sophisticated, multi-stakeholder sales cycles from strategy through negotiation and closure

Strong commercial acumen, including experience managing enterprise-scale agreements and expansion motions

Ability to engage credibly and confidently with senior and executive-level customer stakeholders

Experience operating in matrixed sales environments, collaborating with specialists, partners, and cross-functional teams

Strong analytical and strategic thinking skills, with the ability to use data to inform decisions and forecasts

Familiarity with UK enterprise customer buying behaviours and commercial practices

Preferred Experience & Background Experience working with Enterprise Business Agreements (EBAs) or equivalent large-scale commercial frameworks

Background in technology, SaaS, subscription, or consumption-based business models

Experience leading co-sell motions with technical specialists and partner ecosystems

Exposure to value-based selling, executive-level storytelling, and business outcome positioning

Exper…