Lead Enterprise Account Executive

About the Role

This role bridges the responsibilities of acquiring new customers and fostering growth within an existing book of business. As a consultative, strategic advisor, the Account Executive will leverage deep product knowledge, customer insights, and a results-driven approach to drive new business acquisition (60%) while ensuring customer retention and expansion (40%). The role amplifies Culture Amp’s mission by creating impactful partnerships and delivering measurable ROI to clients.

In this role you will:

New Business Acquisition (60%)

• Proactively identify and engage potential customers through a mix of outbound calls, emails, LinkedIn, and attendance at marketing events (virtual and in-person).
• Creation of specific points of view (POV’s) on their identified ‘lighthouse accounts’
• Run tailored product demonstrations for People Leaders, establishing credibility and highlighting Culture Amp’s competitive differentiators.
• Build and manage a robust sales pipeline, expertly guiding prospects through the sales process from discovery to close.
• Develop and present compelling business cases for prospects to adopt Culture Amp’s platform, leveraging insights and ROI calculations.
• Collaborate with internal stakeholders (e.g., legal, procurement, and security teams) to remove barriers and streamline deal closure.
• Maintain accurate pipeline and forecasting data in Salesforce and other tools to meet quarterly new business quotas.

Customer Retention & Expansion (40%)

• Serve as a trusted advisor for existing customers, driving retention by proactively identifying risks and implementing tailored mitigation plans.
• Creation of tailored Account Plans that help serve as a north star for the GTM functions.
• Conduct regular strategic reviews, leveraging data-driven insights to uncover expansion opportunities and optimize customer engagement with the platform.
• Build a sustainable pipeline of upsell and cross-sell opportunities, converting them into closed-won deals to achieve expansion targets across a rolling 6 month period.
• Establish multi-threaded relationships with key stakeholders, fostering deeper connections to ensure long-term loyalty.

You have:

• 8 years of sales experience with a focus on either new or expansion (or both) driven revenue targets.
• Proven experience in the SaaS space, particularly within HR Tech or related fields.
• Strong ability to identify and self-source both new and expansion opportunities, employing innovative strategies.
• Exceptional executive presence with polished presentation and communication skills, particularly when engaging with VP and C-suite executives.
• Experience building and navigating relationships within enterprise environments.
• Familiarity with sales methodologies, such as MEDDPICC, and a solid understanding of deal stage progression.
• Proficiency in leveraging data for decision-making and influencing others.
• Skilled in assessing business opportunities and understanding diverse buyer personas.
• Proven track record in orchestrating the closure of business deals with a clear understanding of customer needs.
• Experience coordinating cross-functional teams (Solution Consulting, Security, Legal) through complex sales cycles