Customer Account Executive, Enterprise

Enterprise Customer Account Executive

The Enterprise Customer Account Executive is responsible for driving retention and growth across a portfolio of strategic, upmarket customers. This role leads the end-to-end renewal motion and plays a central role in identifying, shaping, and advancing expansion opportunities within the installed base in close coordination with the aligned Account Executive.

Working in close partnership with Enterprise Account Executives—who maintain overall ownership of the strategic customer relationship—the CAE focuses on maximizing customer value through disciplined renewal execution and by influencing expansion outcomes. While not directly owning new opportunity cycles, this role is accountable for driving retention and contributing materially to expansion success.

In collaboration with cross-functional teams, the CAE ensures strong commercial rigor, accurate forecasting, and consistent customer outcomes. This role requires a balance of strategic thinking, data-driven decision making, and hands-on execution.

Key Responsibilities

• Drive expansion within the installed base by uncovering new use cases, additional business units, and incremental seat and product growth.
• Own and execute a consistent, strategic sales process across the customer lifecycle, including discovery, value articulation, objection handling, commercial structuring, and close.
• Maximize customer value realization by deeply understanding objectives, success metrics, and adoption patterns, and aligning Ironclad's capabilities to those outcomes.
• Maintain strong commercial rigor through disciplined pricing, packaging, and deal structuring in partnership with Revenue Operations, Legal, and Finance.
• Own renewal and expansion forecasting for your portfolio, maintaining accurate pipeline hygiene in sales tools and reporting progress to targets.
• Collaborate cross-functionally with Customer Success, Implementation, Support, Product, and Marketing to ensure seamless execution and long-term partnership success.
• Monitor account health and risk signals using data and qualitative feedback, prioritizing actions that mitigate churn, protect GRR, and support durable NRR growth.
• Serve as a trusted advisor by bringing best practices, product capabilities, and roadmap insights to influence strategic customer decisions and expansion outcomes.
• Document and share customer insights and trends with internal stakeholders to inform product direction, packaging, and go-to-market strategy.
• Continuously sharpen sales craft and product expertise by staying current on Ironclad's offerings, competitive landscape, and the evolving needs of enterprise legal and business teams.

Skills & Qualifications

• At least 1 year of experience in a Sales role, preferably in B2B SaaS or a related high-growth environment.
• Proven track record owning and executing complex renewal motions end-to-end.
• Demonstrated ability to identify, build, and close upsell and cross-sell opportunities within an installed base.
• Strong commercial acumen, including pricing strategy, negotiation, and deal management.
• Data-driven mindset with the ability to analyze customer and product data and translate insights into actionable plans.
• High level of organization with strong pipeline management, forecast accuracy, and attention to detail.
• Experience working cross-functionally with Sales, Customer Success, Product, and Support teams to drive outcomes.
• Ability to manage multiple accounts and priorities in a fast-paced, high-growth environment.
• Excellent written and verbal communication skills, including comfort navigating multiple stakeholders and executive audiences.
• Trusted advisor mindset, balancing customer advocacy with commercial outcomes, and a proactive, ownership-driven approach focused on execution and results.

Compensation

OTE Range: $140,000 - $165,000 • Offers Equity • Offers Commission

The actual OTE offered for this position will depend on numerous factors, including individual proficiency, anticipated performance, and the location of the selected candidate.

Our OTE is just one component of Ironclad's competitive total rewards package, which also includes equity awards (a new hire grant, along with opportunities for additional awards throughout your tenure), competitive health and wellness benefits, and a commitment to career growth and development.

US Full-Time Employee Benefits at Ironclad:

• 100% health coverage for employees (medical, dental, and vision), and 75% coverage for dependents with buy-up plan options available
• Market-leading leave policies, including gender-neutral parental leave and compassionate leave
• Family forming support through Maven for you and your partner
• Paid time off - take the time you need, when you need it
• Monthly stipends for wellbeing, hybrid work, and (if applicable) cell phone use
• Mental health support through Modern Health, including therapy, coaching, and digital tools
• Pre-tax commuter benefits (US Employees)
• 401(k) plan with Fidelity with employer match (US Employees)
• Regular team events to connect, recharge, and have fun
• And most importantly: the opportunity to help build the company you want to work at

**UK Employee-specific benefits are included on our UK job postings

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.