Senior Sales Account Executive

Senior Account Executive – Enterprise B2B Sales & High-Ticket Deals

At Pavago, one of our clients is hiring a Senior Account Executive to own the full B2B sales cycle and close complex, high-value deals with senior decision-makers. This is a true full-cycle sales role — not a position focused solely on working inbound leads. You'll be responsible for:

• Building and maintaining your own pipeline
• Prospecting and engaging senior decision-makers
• Running discovery calls and product demonstrations
• Managing complex, multi-stakeholder sales cycles
• Negotiating and closing high-ticket B2B deals
• Owning forecasting and revenue targets

If you have a proven track record in enterprise or mid-market B2B sales, consistently hit quota, and are comfortable selling directly to C-suite executives, this role is a strong fit.

Full-Cycle B2B Sales

Own the entire sales process from first contact through signed agreement:

• Prospecting
• Qualification
• Discovery
• Product demonstrations
• Proposal development
• Negotiation
• Closing

Build relationships with prospective customers while maintaining momentum throughout complex buying cycles. Manage multiple high-value opportunities simultaneously and take full ownership of moving qualified deals toward close.

Pipeline Generation & Management

• Build and maintain a healthy pipeline of qualified opportunities.
• Generate new business through proactive prospecting and follow-up.
• Identify target accounts and relevant decision-makers.
• Maintain disciplined follow-up across longer sales cycles.
• Track opportunities, activities, next steps, and deal progression in Pipedrive or similar CRM platforms.
• Maintain accurate pipeline visibility and forecasting.

Enterprise & Executive-Level Selling

Engage directly with:

• C-suite executives
• Business owners
• Vice Presidents
• Directors
• Department leaders
• Other key decision-makers and stakeholders

Understand business challenges, strategic priorities, buying motivations, and decision criteria. Build credibility through consultative, value-driven conversations rather than transactional selling.

Complex Deal Management

• Navigate multi-stakeholder buying processes.
• Identify champions, decision-makers, influencers, and potential blockers.
• Manage longer sales cycles and multiple approval stages.
• Coordinate internal and external stakeholders throughout the deal.
• Maintain momentum through procurement, negotiation, and final approval.
• Develop clear strategies for advancing stalled or complex opportunities.

Discovery, Demonstrations & Value Selling

• Run structured discovery calls to uncover business needs, pain points, priorities, and buying criteria.
• Deliver compelling product demonstrations and sales presentations.
• Tailor presentations to the prospect's specific business objectives.
• Clearly communicate ROI, business impact, and strategic value.
• Position solutions as investments tied to measurable outcomes rather than simply products or tools.

Negotiation & Closing

• Lead pricing and commercial conversations confidently.
• Handle objections professionally and strategically.
• Negotiate agreements while protecting deal value.
• Identify and address barriers preventing prospects from moving forward.
• Drive opportunities toward clear decisions and signed agreements.
• Maintain strong relationships throughout the closing process.

Account Strategy & Revenue Growth

• Develop account-level strategies for priority opportunities.
• Identify expansion and repeat-business opportunities.
• Understand target markets and buying patterns.
• Prioritize opportunities based on value, probability, and strategic importance.
• Take full ownership of individual revenue performance.

Forecasting & CRM Discipline

Maintain accurate CRM records covering:

• Deal stage
• Opportunity value
• Next steps
• Decision-makers
• Expected close dates
• Risks and blockers
• Forecast probability

Provide reliable revenue forecasts and pipeline updates to leadership.

Cross-Functional Collaboration

Partner with:

• Marketing
• Product
• Operations
• Leadership

Coordinate internal resources to strengthen proposals, presentations, and deal strategy. Share prospect feedback and market insights to improve messaging, positioning, and the overall sales process.

Market Intelligence & Competitive Positioning

• Stay informed on competitors, market trends, and customer priorities.
• Understand competitive alternatives prospects may be evaluating.
• Incorporate relevant market insights into sales conversations.
• Position the company effectively in competitive opportunities.
• Share recurring market intelligence with internal stakeholders.

Required Experience & Skills

Non-Negotiables

• 6+ years of B2B sales experience, ideally within enterprise or mid-market environments.
• Proven track record of meeting or exceeding sales quotas.
• Demonstrated experience closing high-value B2B deals.
• Strong experience owning the full sales cycle from prospecting through close.
• Experience selling directly to executives and senior decision-makers.
• Strong understanding of complex, multi-stakeholder sales cycles.
• Experience building and managing your own pipeline.
• Strong CRM experience with Pipedrive or similar platforms.
• Excellent discovery, presentation, negotiation, and closing skills.
• Strong written and verbal English communication.
• Ability to work independently and take ownership in a remote environment.
• Availability to work U.S. Eastern Time hours.

Nice-to-Have Experience

• SaaS sales
• Professional services sales
• High-growth startup experience
• Enterprise account management
• 60–180+ day sales cycles
• Multi-stakeholder enterprise deals
• Consultative or solution-based selling
• Account expansion and upselling
• Experience with Zoom and Google Workspace
• Familiarity with structured sales methodologies

What Makes You a Strong Fit

You:

• Have consistently closed meaningful B2B revenue.
• Are comfortable speaking with C-suite executives and business leaders.
• Can create pipeline instead of relying entirely on inbound opportunities.
• Know how to run discovery conversations that uncover real business needs.
• Understand how to sell value and ROI rather than features.
• Can navigate complex deals involving multiple stakeholders.
• Are disciplined with CRM management and forecasting.
• Know when to push a deal forward and when to uncover additional information.
• Take ownership of your quota and revenue outcomes.
• Thrive in performance-driven environments with significant autonomy.

What a Typical Day Looks Like

A Senior Account Executive's day may include:

• Prospecting into high-value target accounts.
• Following up with active opportunities.
• Running discovery calls with executives and senior stakeholders.
• Delivering tailored demos and presentations.