Account Executive, Enterprise (New Business & Expansion)

• Manage a full-cycle sales pipeline from prospecting through the customers time with us, communicating progress, risks, challenges, and wins with the team.
• Build and manage pipeline through systematic, consistent prospecting and opportunity development.
• Lead great discovery, product demonstration, and expansion conversations.
• Run a tight, consultative sales process that helps customers understand their challenges, evaluate solutions, and make informed decisions.
• Work with senior HR and people leaders to understand their business priorities and connect them to Culture Amp’s engagement, performance, and development solutions.
• Navigate complex sales cycles involving multiple stakeholders and decision-makers.
• Close new business to meet individual and team targets as well as expand your BoB.
• Work collaboratively with SDRs, People Scientists, Solutions Consultants, Customer Success Coaches, Sales Enablement, and other cross-functional partners to support customers throughout the sales process.
• Set clear expectations for new customers and ensure a smooth working relationship throughout their journey with Culture Amp.
• Stay up to date with sales initiatives, tools, and best practices to continually develop your sales craft.
• Share knowledge, ideas, and effective approaches with colleagues and contribute to a collaborative Sales team.

• 5-8 years of experience in the function and a consistent track record of success in an enterprise or complex B2B sales role.
• Experience managing the full sales cycle, including prospecting, discovery, demonstrations, negotiation, close, and growing acconts.
• Demonstrated success building your own pipeline and securing opportunities from the top of the sales funnel.
• Experience selling SaaS, subscription software, people technology, or another complex solution is valuable.
• Strong consultative selling skills and the ability to uncover customer needs through thoughtful discovery.
• Confidence engaging senior HR stakeholders and navigating conversations with multiple decision-makers.
• The ability to lead structured, collaborative sales processes through longer and more complex buying journeys.
• Strong commercial judgment, negotiation skills, and a clear focus on achieving individual and team goals.
• Excellent written and verbal communication skills, with the ability to present compelling customer-focused narratives.
• A collaborative approach and the ability to work effectively with SDRs, People Scientists, Solutions Consultants, Customer Success Coaches, and other partners.
• Curiosity about people, culture, and the ways organizations can create better employee experiences.

• Join a mission- and values-driven Sales team working to make the world of work better.
• Help customers address meaningful people and culture challenges through engagement, performance, and development solutions.
• Work with support from Sales Enablement, a direct manager, SDRs, Solutions Consultants, Customer Success, and experienced Sales colleagues.
• Use a modern sales toolkit, including Salesforce, Outreach, LinkedIn Sales Navigator, Gong, and Culture Amp.
• Bring new ideas and creative approaches to a role that requires consistency, curiosity, and thoughtful selling.

Be advised: The split for this AE role is 60/40. Full OTE range is listed below.