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, and 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, and leadership to 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.
• Preparing proposals and business cases.
• Handling objections and negotiating commercial terms.
• Developing strategies for complex or stalled opportunities.
• Collaborating internally on priority deals.
• Updating Pipedrive and