Enterprise Account Executive

Position Overview

The Enterprise Account Executive is responsible for driving revenue growth within a portfolio of strategic enterprise accounts, primarily organizations with annual revenues exceeding $3 million. This role serves as a trusted advisor to executive stakeholders, leveraging deep expertise in Association Management Software (AMS) and the broader Momentive Software portfolio to identify opportunities, solve complex business challenges, and expand customer partnerships.

The Enterprise Account Executive owns the full sales cycle and executes an expanded selling motion across multiple product lines, partnering cross-functionally to deliver measurable customer outcomes and long-term value.

Duties and Responsibilities

• Own and manage a portfolio of strategic enterprise
• Develop and execute comprehensive account strategies designed to drive retention, expansion, and net new revenue growth.
• Lead the full sales cycle, including prospecting, discovery, solution positioning, proposal development, negotiation, and close.
• Serve as a trusted advisor to executive and senior-level stakeholders within customer organizations.
• Leverage deep AMS expertise to understand customer business objectives and align Momentive's solutions to their evolving needs.
• Identify and pursue cross-sell and upsell opportunities across the full Momentive product portfolio through an expanded selling motion.
• Navigate complex buying processes involving multiple decision-makers, influencers, and procurement stakeholders.
• Partner closely with Customer Success, Solutions Engineering, Product, Marketing, and Professional Services teams to deliver a seamless customer experience and maximize customer value.
• Develop and maintain accurate pipeline, forecasting, account plans, and opportunity records within Salesforce, Salesloft and other tools.
• Maintain a strong understanding of industry trends, competitive dynamics, and emerging customer challenges within the association and nonprofit technology landscape.
• Consistently achieve or exceed assigned bookings, expansion, and retention targets.
• Track and achieve necessary core metrics and KPI's (daily, monthly, quarterly)
• Meet or exceed monthly, quarterly, and annual goals set by management

Qualifications

• 7+ years of successful B2B sales experience, preferably within SaaS environments, with a demonstrated history of exceeding quota attainment.
• Proven success managing complex enterprise accounts and executing consultative sales strategies.
• Experience selling into organizations with sophisticated stakeholder groups and extended sales cycles.
• Strong expertise in Association Management Software (AMS) solutions and the association or nonprofit sector preferred.
• Demonstrated ability to expand existing customer relationships through cross-sell and upsell motions across multiple product offerings.
• Experience engaging executive-level buyers and presenting business cases to senior leadership teams.
• Excellent communication, presentation, negotiation, and relationship-building skills.
• Highly self-motivated, strategic, and results-oriented with strong business acumen.
• Ability to thrive in a fast-paced, evolving environment while managing multiple priorities.

Preferred Skills

• Experience with Salesforce, Gong, Claude, proficient in Office 365 plus related sales technologies.
• Strong financial and business acumen with the ability to quantify business impact and ROI.
• Ability to analyze account trends and identify opportunities to increase customer adoption and revenue growth.
• Experience coordinating complex deal strategies across cross-functional teams.
• Deep understanding of SaaS solutions and ability to align product capabilities with enterprise-level customer needs

Additional Requirements:

• Up to 25% travel as needed