Account Executive, Enterprise Accounts

26WD99262

Role Overview The Account Executive, Enterprise Accounts is responsible for owning and executing enterprise account growth strategies, driving revenue generation, and leading complex deal negotiations. This role oversees buyer seat expansion, forecasts pipeline performance, and partners with technical and extended sales teams to co develop customer solutions. The Account Executive acts as a trusted advisor to senior customer stakeholders, applying strategic insight, industry knowledge, and adaptive communication to drive long term customer value and business growth. Key Responsibilities Account Growth Strategy • Lead the creation and execution of comprehensive enterprise account growth strategies, including QBRs and senior stakeholder engagement. Revenue Generation • Drive incremental revenue and EBA token consumption through up sell and cross sell motions into new, adjacent, and upgraded products. Deal Negotiation • Own and lead negotiation and closure of complex Enterprise Business Agreement (EBA) expansion deals, often tied to renewal based quota structures. Buyer Seat Expansion • Execute strategies to expand buyer seats across business units, personas, and buying groups within assigned enterprise accounts. Sales Forecasting • Oversee pipeline and forecasting accuracy for seat expansion and upsell/cross sell opportunities across enterprise accounts. Skills & Competencies • Leadership & Communication: Applies adaptive communication techniques, engaging confidently with senior leaders using empathy and emotional intelligence. • Strategic Orientation & Technical Fluency: Acts as a strategic advisor by analyzing complex environments, anticipating risk, and building adaptable execution plans. • Industry & Business Acumen: Applies structured reasoning and data to evaluate business strategies and optimize performance. • Customer Relationship Building: Designs and executes tailored engagement plans aligned to customer initiatives. • Data Driven Mindset: Demonstrates independent analytical thinking and statistical reasoning. ATU (Account Team Unit) Collaboration • Lead co selling partnerships with extended sales teams to design and deliver impactful customer solutions. • Partner with technical sales teams on discovery and solution development. • Collaborate with ATU to refine technical messaging and Autodesk’s value proposition. • Engage Deal Desk to secure approvals and navigate complex deal structures. • Oversee seamless post sale handover to Customer Success for onboarding and implementation. Required Qualifications • 3+ years of experience selling into the industry in enterprise, strategic, or complex B2B sales environments. • Proven experience owning enterprise accounts and driving account growth strategies. • Demonstrated success negotiating and closing complex, multi stakeholder deals. • Experience forecasting pipeline and managing revenue outcomes. • Ability to engage credibly with executive level customer stakeholders. • Strong analytical, strategic thinking, and communication skills. Preferred Qualifications • Experience managing Enterprise Business Agreements (EBAs) or large scale commercial agreements. • Background in SaaS, subscription, or consumption based business models. • Experience leading co sell motions with technical specialists and partner ecosystems. • Familiarity with value based selling, QBR facilitation, and executive level storytelling. • Experience coordinating cross functional teams through complex sales cycles. • Experience with CRM forecasting, pipeline analytics, and territory planning tools. RS27

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