Enterprise Account Executive

Job Description

Job Description

Enterprise Account Executive

The Enterprise Account Executive is responsible for driving revenue growth through both the acquisition of new corporate customers and the expansion of existing customer relationships. The role owns the full sales lifecycle across an assigned territory or portfolio, with clear accountability for new-logo revenue, cross-selling, upselling, renewals, and account expansion.

Key Responsibilities

• Develop and execute a balanced territory and account growth strategy that identifies new-logo prospects while systematically uncovering expansion opportunities within current customers, including additional products, services, departments, business units, locations, and employee populations.
• Drive new-logo acquisition by identifying, prospecting, and securing relationships with organizations that are not currently engaged with the organization's products or services.
• Build and maintain a robust pipeline of qualified opportunities through outbound prospecting, networking, referrals, social selling, industry events, and market research.
• Develop strategic account plans and targeted outreach campaigns to engage procurement, supply chain, sourcing, operations, learning and development, and executive leaders.
• Utilize consultative selling techniques to uncover business challenges, workforce capability gaps, organizational priorities, and professional development needs.
• Position corporate programs, training and education offerings, certifications, assessments, economic data products, and enterprise solutions as strategic tools that help organizations strengthen talent, improve capabilities, and advance supply chain maturity.
• Build trusted relationships with prospects and customers by serving as a strategic advisor and resource for procurement and supply chain workforce development.
• Conduct discovery meetings, presentations, demonstrations, and solution consultations with prospective and existing clients.
• Collaborate with internal teams to develop customer-focused solutions that align with organizational goals and deliver measurable value.
• Retain and grow assigned customers by developing account growth plans, building relationships with additional stakeholders, monitoring customer needs and adoption, and pursuing cross-sell, upsell, renewal, and enterprise-wide expansion opportunities.
• Consistently achieve or exceed revenue, new-logo, pipeline generation, and activity goals.
• Lead onboarding and implementation for new corporate customers by developing tailored presentations, implementation plans, and adoption strategies that ensure a seamless transition from sale to activation, maximize value realization and employee engagement, and drive long-term success.
• Serve as the primary relationship owner for assigned corporate customers, providing ongoing guidance and consultation on professional development, talent development, certification, assessment, and training strategies.
• Achieve or exceed separate performance targets for new-customer acquisition, new-logo revenue, existing-customer revenue growth, renewals, pipeline creation, and total portfolio revenue.

Knowledge, Skills, and Abilities

• Strong consultative selling and solution-selling skills with the ability to identify customer challenges and align solutions to business objectives.
• Exceptional relationship-building and networking skills with the ability to establish credibility and trust with executive-level decision-makers.
• Demonstrated success in prospecting, social selling, lead generation, cold calling, and new business development.
• Ability to engage customers in strategic conversations regarding workforce development, procurement excellence, supply chain capability building, and organizational performance improvement.
• Strong understanding of value-based selling principles and customer-centric sales methodologies.
• Proven ability to influence multiple stakeholders throughout complex B2B buying cycles.
• Excellent verbal, written, presentation, and interpersonal communication skills.
• Highly motivated, self-directed, and results-oriented with a proven ability to achieve revenue and new business targets.
• Demonstrated success both winning new B2B customers and expanding revenue within existing strategic or enterprise accounts.

Education and Experience

• Bachelor's degree preferred; equivalent combination of education and experience may be considered.
• Minimum of two years of B2B sales experience required.
• Experience selling professional services, corporate learning solutions, workforce development programs, subscriptions, memberships, SaaS, assessments, data products, or related business solutions preferred.
• Experience using CRM platforms to manage sales activities and customer relationships.
• Demonstrated success achieving or exceeding sales goals.

Work Environment and Location

This position is based in Tempe, Arizona, and follows a hybrid work schedule. Team members are expected to work from the organization's headquarters on designated in-office days and may work remotely on other approved workdays in accordance with organizational policies. Occasional travel may be required.

About the Organization

The organization is a leading professional association for supply chain professionals, with a history dating back more than a century. It serves a global community of professionals across more than 100 countries, including early-career practitioners building credentials, experienced leaders seeking strategic insight, and organizations developing procurement and supply chain teams.

The organization is committed to advancing the supply chain profession through professional development, education, certifications, assessments, economic data, corporate programs, and resources designed to help individuals and organizations strengthen capabilities and drive business performance.

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