About the Role
Our client is seeking a high-performing Account Executive to lead new client acquisition and strategic growth efforts across the institutional real estate landscape. This individual will be responsible for cultivating senior-level relationships within large investment firms, asset owners, lending institutions, and real estate operating platforms.
The successful candidate will bring a consultative, enterprise sales approach, with demonstrated experience navigating complex organizational structures, selling data-driven, analytics, or SaaS solutions, and closing multi-stakeholder transactions within financial services or commercial real estate environments.
Key Responsibilities
New Business Development
- Identify, pursue, and close new enterprise opportunities within the institutional real estate sector, including investment firms, private equity real estate groups, asset managers, lenders, and operating platforms
- Develop and execute strategic account plans to effectively penetrate and expand targeted enterprise accounts
Executive Relationship Development
- Build and maintain trusted relationships with C-suite and senior decision-makers, such as Chief Investment Officers, sustainability leaders, portfolio managers, asset management executives, and operating partners
- Position the platform as a strategic solution that enhances portfolio performance, supports regulatory preparedness, and improves operational efficiency
Complex Enterprise Sales Execution
- Lead end-to-end enterprise sales cycles, from initial engagement through negotiation and contract close
- Navigate sophisticated buying committees and multi-stakeholder decision-making environments
Consultative Solution Selling
- Partner with solutions engineering, product, and customer success teams to design and present tailored solutions aligned to client objectives
- Clearly communicate the business impact of data, analytics, and operational intelligence to both financial and operational stakeholders
Pipeline Management & Forecasting
- Maintain disciplined pipeline development and accurate forecasting within CRM systems
- Consistently meet or exceed quarterly and annual revenue objectives
Market & Competitive Intelligence
- Provide structured feedback to product, marketing, and leadership teams regarding market trends, competitive dynamics, and emerging opportunities within the real estate investment landscape
Requirements
Experience
- 8–12+ years of enterprise sales experience within SaaS, data and analytics, fintech, proptech, or broader financial services sectors
- Demonstrated success closing complex enterprise transactions, typically with annual contract values in excess of six figures
- Prior experience selling into institutional real estate, private equity, investment management, or financial institutions strongly preferred
Enterprise Sales Acumen
- Proven ability to manage extended enterprise sales cycles and navigate multi-stakeholder buying committees
- Proficiency in structured, consultative sales methodologies (e.g., MEDDPICC, Challenger, or comparable frameworks)
Executive Relationship Management
- Track record of engaging senior executives and translating technical capabilities into strategic, business-level outcomes
Cross-Functional Collaboration
- Experience partnering closely with product, marketing, solutions engineering, and customer success teams to drive aligned go-to-market execution
