Enterprise Account Executive

Accountabilities:

The Enterprise Account Executive will own the enterprise sales process from initial prospecting through closed business, with a strong emphasis on self-generated pipeline, multi-stakeholder selling, and measurable customer outcomes. Key responsibilities include:

• Build and manage a high-quality, targeted outbound pipeline across strategic enterprise accounts.
• Develop account plans and execute executive outreach through cold email, phone, LinkedIn, personalized video, events, trigger-based campaigns, and other creative approaches.
• Identify and open new enterprise accounts rather than relying primarily on inherited or inbound opportunities.
• Own the full sales cycle from prospecting and qualification through discovery, tailored demonstrations, pilots, business-case development, negotiation, and close.
• Design pilots with clear success criteria and connect product capabilities to customer objectives and measurable business outcomes.
• Navigate complex buying groups involving champions, economic buyers, executive sponsors, technical stakeholders, IT, security, legal, and procurement.
• Multi-thread relationships early and maintain mutual action plans that keep stakeholders aligned and deals progressing.
• Build compelling business cases that demonstrate measurable ROI, including potential reductions in production costs and improvements in content creation, localization, personalization, and workflow efficiency.
• Sell both web-based and API-enabled use cases, helping customers understand how the technology can support internal workflows, products, platforms, and systems.
• Work comfortably with technical stakeholders and explain technical concepts clearly in business terms.
• Create urgency throughout longer enterprise sales cycles by identifying compelling events, connecting business pain to impact, and establishing clear next steps.
• Partner with product usage, growth, PLG, and customer teams to identify enterprise opportunities from usage data, API adoption, customer requests, and inbound interest.
• Collaborate with Customer Success to identify opportunities for expansion across business units after the initial sale.
• Maintain accurate CRM data, disciplined pipeline management, and reliable forecasting across complex and extended sales cycles.
• Distinguish qualified pipeline from speculative opportunities and maintain clear visibility into deal health and next actions.

Requirements

The role requires substantial enterprise B2B SaaS sales experience, a proven record of closing complex deals, and the ability to build pipeline independently. Candidates should demonstrate:

• 8+ years of B2B SaaS sales experience, including at least 5 years in an enterprise closing role.
• Proven history of meeting or exceeding quota on enterprise opportunities, including six-figure contracts.
• Demonstrated success opening new enterprise accounts through self-sourced outbound activity.
• Experience managing complex, multi-stakeholder sales cycles involving executive sponsorship, security and legal reviews, procurement, and contract negotiation.
• Strong discovery capabilities and the ability to connect product capabilities with business challenges and measurable ROI.
• Experience selling to executives and senior stakeholders across functions such as marketing, sales, learning and development, product, IT, operations, and technical teams.
• High-agency, entrepreneurial approach with the ability to test, learn, iterate, and operate without relying on fully developed playbooks.
• Excellent written communication skills, including the ability to create persuasive outbound messages, executive summaries, proposals, and deal recaps.
• Curiosity about AI, video, creative workflows, and API-driven products.
• Strong organizational skills and the ability to manage multiple stakeholders and long enterprise sales cycles.
• Ability to balance structured sales execution with speed, experimentation, and adaptability.

Additional experience that would be valuable includes:

• Selling PLG, usage-based, API, developer-platform, creative software, marketing technology, sales technology, or AI products.
• Selling API or platform solutions that are embedded into a customer's own product or workflow.
• Selling into marketing, localization, customer education, learning and development, sales enablement, ecommerce, media, or product organizations.
• Experience selling into regulated sectors such as healthcare or financial services.
• Experience as an early or founding enterprise AE helping establish a sales motion.
• Experience working in an early-stage or high-growth startup environment.
• Ability to sell effectively to both executive decision-makers and technical evaluators.

Benefits

• Competitive base salary plus uncapped commission.
• Equity participation.
• Health, dental, and vision benefits.
• Flexible paid time off.
• Opportunity to contribute to an emerging AI video category.
• High level of ownership and autonomy.
• Fast-paced environment with direct impact on revenue growth.
• Opportunity to help shape enterprise sales processes and approaches.