Enterprise Account Executive

Digital Building Solutions (DBS) is seeking a proven Enterprise Account Executive responsible for independently generating, developing, and closing profitable net-new enterprise business. The Enterprise Account Executive is personally accountable for creating qualified pipeline, developing executive relationships, identifying opportunities, managing the complete sales process, negotiating commercial agreements, and converting opportunities into signed contracts and profitable revenue. The successful candidate must be capable of independently selling complex, high-value services without depending primarily on company-provided leads, SDR support, or inbound opportunities. Key Responsibilities Carry and achieve an individual annual sales quota of $4 million. Personally generate, develop, manage, and close net-new enterprise opportunities. Maintain qualified pipeline coverage of at least 3x annual quota. Develop a strategic target-account plan identifying specific companies, decision-makers, opportunities, estimated contract values, and paths to contract. Build relationships with senior decision-makers across corporate real estate, workplace technology, facilities, IT, engineering, construction, procurement, capital projects, and executive leadership. Sell DBS services across the project lifecycle, including design consulting, engineering coordination, construction administration, procurement, project management, installation, commissioning, systems integration, and ongoing support services. Lead the complete enterprise sales cycle from account identification and first engagement through discovery, qualification, solution development, proposal, commercial negotiation, procurement, legal review, and signed contract. Personally develop new opportunities without relying primarily on company-provided leads, SDRs, or inbound marketing. Create compelling proposals, commercial strategies, and business cases that communicate DBS’s technical capabilities, business value, project delivery advantages, risk reduction, and measurable customer outcomes. Develop multiple relationships within strategic accounts and establish executive sponsors and internal champions. Maintain control of the sales process by identifying decision-makers, budgets, decision criteria, procurement requirements, competition, commercial risks, and expected contract dates. Negotiate pricing and commercial terms while protecting DBS gross profit requirements. Coordinate with DBS technical, estimating, engineering, operations, and executive teams when necessary to develop and close opportunities. Maintain accurate CRM records, pipeline values, opportunity stages, expected contract values, gross profit projections, next steps, close probabilities, and forecasted contract dates. Provide accurate monthly and quarterly sales forecasts. Expand successful customers into additional projects, locations, services, maintenance agreements, and long-term enterprise relationships. Required Qualifications 7+ years of quota-carrying enterprise sales experience. Proven history of personally generating and closing net-new enterprise business. Must have personally generated and closed at least $2 million in sales within a single 12-month period. Candidates must clearly demonstrate that the $2 million or more in sales was personally sourced, managed, and closed, not merely credited as part of a team, territory, company, or channel result. History of meeting or exceeding individual annual sales quota. Personally closed multiple six-figure enterprise contracts. Preference will be given to candidates who have personally closed individual contracts exceeding $1 million. Must provide specific and verifiable examples of individual quota attainment, personally generated revenue, largest contracts closed, sales cycle length, customer industry, buyer titles, and personal responsibility for winning the business. Proven ability to generate qualified pipeline independently without relying primarily on inbound leads, SDR support, marketing-generated opportunities, or executive relationships provided by the company. Experience selling complex services, technology solutions, construction services, engineering services, professional services, managed services, smart building solutions, workplace technology, enterprise infrastructure, or similar offerings. Demonstrated ability to sell to Fortune 1000 organizations and complex enterprise customers. Strong relationships within at least one relevant market, including corporate real estate, workplace technology, facilities, enterprise IT, engineering, construction, commercial real estate, general contractors, consultants, technology manufacturers, system integrators, or major enterprise customers. Strong executive communication, commercial negotiation, pipeline management, and forecasting capabilities. Ability to understand complex technical solutions and translate capabilities into measurable customer outcomes and business value. Experience navigating procurement, legal, security, technical approval, vendor onboarding, and complex enterprise purchasing processes. Ability to operate independently with minimal supervision and direct accountability for results. Preferred Qualifications Existing relationships capable of producing qualified opportunities within the first 90 days. Experience selling smart building, intelligent building, workplace technology, building automation, low-voltage systems, networking, PoE, IoT, controls, electrical infrastructure, data centers, or integrated technology services. Experience selling project-based professional services and recurring maintenance or managed services agreements. Experience expanding relationships across multiple customer locations, regions, or global portfolios. Experience developing Master Service Agreements, preferred-vendor relationships, enterprise programs, and multi-year customer engagements. Demonstrated history of generating $4 million to $10 million or more in annual bookings. Performance Expectations The Enterprise Account Executive will be expected to establish a defined target-account list within the first 30 days and begin generating qualified customer opportunities immediately. The Enterprise Account Executive must maintain qualified pipeline coverage of at least $12 million to support the $4 million annual quota. Success requires consistently advancing qualified opportunities toward commercial proposals, negotiations, and signed contracts while protecting DBS gross profit requirements. The Enterprise Account Executive is expected to meet or exceed the $4 million annual individual sales quota, generate repeat business, expand strategic accounts, and maintain accurate and reliable sales forecasts. #J-18808-Ljbffr