Senior Account Executive - Enterprise

WorkCafe For Teams Account Executive

This role can be attached to any Yardi office in the U.S.

About the Role:

WorkCafe for Teams is a workspace management platform for corporate occupiers. It gives distributed and hybrid companies one app where employees can book approved coworking spaces across 2,500+ locations worldwide, manage visitors at HQ, reserve office space, and control spend and reporting from a single system. Backed by Yardi, the largest property technology company in the world, WorkCafe is entering the market with an established operator network, enterprise logos already on the platform, and a product roadmap that extends into network distribution and platform partnerships.

What You'll Do:

• Own the full sales cycle from prospecting through close with mid-market and enterprise occupiers (200-10,000+ employees).
• Build pipeline through ABM-driven outbound prospecting, supplemented by warm intros from Yardi's existing customer relationships and partner referrals.
• Run multi-stakeholder deal cycles involving People/Ops leadership, Finance, Workplace/Real Estate, and IT/Security, adjusting the pitch to each stakeholder's priorities.
• Position WorkCafe's on-demand network, HQ booking, visitor management, cost controls, and integrations as a replacement for fragmented flex workspace programs and legacy vendors.
• Represent WorkCafe at industry conferences and events. Events are a primary channel for reaching our buyers, not an afterthought.
• Execute pre-event outreach, on-site demos, and post-event follow-up to convert event contacts into qualified pipeline.
• Develop and execute territory and account plans focused on target industries and core US markets.
• Collaborate with Product Marketing, Customer Success, and the BDR team to refine messaging, sharpen competitive positioning, and feed market intelligence back into the product.

Who You Are:

• Bachelor's degree in business, marketing, or related field; or an equivalent combination of education and experience
• 5+ years of full-cycle B2B SaaS or marketplace sales experience, consistently exceeding quota.
• Proven ability to prospect, build pipeline, and close enterprise deals with multiple decision-makers across People/Ops, Finance, Workplace, and IT stakeholders.
• Experience selling to People/Operations, Workplace, or Finance buyers at companies with distributed or hybrid workforces.
• Comfortable selling into a new product category where you're shaping the narrative and building the playbook, not inheriting one.
• Strong commercial instinct with the ability to navigate flexible, transaction-based pricing structures and construct deals that align customer value with revenue goals.
• Proficient with modern sales tools and CRM platforms.
• Excellent communication and presentation skills, including live product demos at events and on-site meetings.
• Willingness to travel for prospect meetings, conferences, and team events.

Ideal to Have:

• Experience in flex workspace, commercial real estate, workplace technology, or T&E platforms.
• Existing relationships with commercial brokerage firms or occupier advisory teams.
• Familiarity with the IWMS and desk booking landscape and how on-demand coworking networks differentiate against internal space management tools.
• Understanding of enterprise procurement processes, IT/security vetting, and stakeholder mapping in larger organizations.
• Experience at a growth-stage product within a larger enterprise platform or post-acquisition environment.

$100,000-$110,00 base salary + commission target