Principal Account Executive, Enterprise Accounts

Overview

In this role you drive growth for large enterprise customers across the UK and EMEA, acting as a trusted advisor to executives and navigating complex buying groups. You will lead sophisticated engagements, align solutions with business priorities, and manage multi-stakeholder negotiations within enterprise frameworks. The position blends strategic storytelling with data-driven decisions to deliver long-term value and scalable revenue. You will collaborate with cross-functional teams to design and hand over value-realisation post-sale.

Pay / Benefits

• salary transparency
• annual cash bonuses
• commissions for sales roles
• stock grants
• comprehensive benefits package

Responsibilities

• Develop and execute growth strategies for assigned enterprise accounts, engaging senior stakeholders
• Expand adoption across business units and buying groups within complex organizations
• Drive revenue through upsell, cross-sell, and expansion motions and support subscription/consumption models
• Lead negotiation and closure of complex enterprise agreements and expansions within long-term frameworks
• Coordinate with Deal Desk, legal, finance, partners, and specialists on deal structures
• Own pipeline management and forecasting accuracy for enterprise growth opportunities
• Act as strategic advisor to executive stakeholders, delivering value through executive storytelling
• Lead co-selling with technical specialists, extended sales teams, and partners; ensure strong solution fit and smooth post-sale handover to Customer Success

Key requirements

• Experience owning and growing large enterprise or strategic accounts in B2B environments
• Proven ability to lead multi-stakeholder sales cycles from strategy to closure
• Strong commercial acumen with experience managing enterprise-scale agreements and expansion motions
• Ability to engage credibly with senior/executive stakeholders
• Experience operating in matrixed sales environments with cross-functional teams
• Strong analytical and strategic thinking; ability to use data for decisions and forecasts
• Familiarity with UK enterprise buying behaviors and commercial practices
• Experience with EBAs or equivalent large-scale commercial frameworks
• Background in technology, SaaS, subscription, or consumption-based models
• Experience using CRM, forecasting, and pipeline management tools

• Strong commercial judgment
• Executive-level communication and storytelling
• Collaborative, cross-functional leadership
• CRM and forecasting tools
• Pipeline management
• Data analysis and reporting

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