About the Role Our client is looking for an experienced and commercially driven
Enterprise Account Executive to develop new business and build strategic relationships with enterprise customers across the real estate, investment management, and financial services sectors.
This is a consultative sales role focused on helping sophisticated organizations address complex data, reporting, and operational challenges through technology. The Enterprise Account Executive will own the full sales cycle, from prospecting and opportunity development through discovery, solution positioning, negotiation, and contract close.
Working with senior and executive-level stakeholders, the successful candidate will develop a deep understanding of each prospect’s business, technology environment, data challenges, and strategic objectives. They will translate these requirements into compelling business cases that demonstrate measurable operational and commercial value.
Key Responsibilities- Own the full enterprise sales cycle, from initial prospecting and qualification through discovery, solution development, commercial negotiation, and contract execution.
- Develop and execute a strategic territory and account plan focused on generating new enterprise business and building a sustainable pipeline.
- Identify and engage prospective customers across real estate, investment management, asset management, financial services, and other relevant enterprise markets.
- Build strong relationships with senior decision-makers and executive stakeholders across business, operations, finance, data, technology, and investment functions.
- Conduct detailed discovery sessions to understand prospective customers’ business processes, data environments, reporting requirements, operational challenges, and strategic priorities.
- Position the organization’s SaaS, data management, analytics, and automation capabilities in the context of each customer’s specific business requirements.
- Translate complex technology capabilities into clear business outcomes, including improved data quality, increased operational efficiency, enhanced reporting, stronger governance, and better decision-making.
- Develop compelling value propositions, business cases, presentations, proposals, and commercial recommendations for prospective customers.
- Lead product demonstrations and solution presentations in collaboration with Product, Technical, Advisory, and other subject matter experts.
- Navigate complex enterprise buying processes involving multiple stakeholders, departments, decision-makers, and approval stages.
- Develop relationships with internal champions while identifying key decision-makers, influencers, technical stakeholders, and potential blockers within target accounts.
- Manage proof-of-concept, evaluation, procurement, security, legal, and commercial processes as required throughout the enterprise sales cycle.
- Negotiate pricing, contractual terms, and commercial agreements while maintaining appropriate focus on revenue growth and long-term customer value.
- Maintain accurate opportunity, pipeline, activity, and forecasting information within the organization’s CRM platform.
- Consistently achieve or exceed individual revenue, pipeline generation, and new business targets.
- Build and maintain a healthy pipeline through a combination of outbound prospecting, inbound opportunities, referrals, industry relationships, events, and marketing-generated leads.
- Partner with Marketing to support targeted account-based campaigns, industry events, thought leadership initiatives, and other demand-generation activities.
- Collaborate closely with Product and technical teams to ensure prospective customer requirements are understood and appropriately addressed during the sales process.
- Work with Customer Success and Implementation teams to ensure a smooth transition from contract close through onboarding and implementation.
- Develop a strong understanding of market trends, customer challenges, competitors, and emerging technologies across enterprise data management, analytics, automation, and real estate technology.
- Represent the organization at relevant conferences, industry events, customer meetings, and networking opportunities.
- Provide market and customer feedback to leadership and Product teams to help inform go-to-market strategy, product development, and future commercial opportunities.
Requirements
- 5+ years of successful B2B enterprise sales experience within SaaS, data, analytics, FinTech, PropTech, enterprise software, or another complex technology environment.
- Demonstrated track record of meeting or exceeding new business and revenue targets within an enterprise sales environment.
- Proven experience managing complex, multi-stage sales cycles from initial prospecting through contract negotiation and close.
- Experience selling sophisticated technology solutions to enterprise organizations with multiple stakeholders and decision-makers.
- Strong consultative and solution-selling capabilities, with the ability to uncover business challenges and position technology in terms of measurable business value.
- Proven ability to develop relationships with senior and executive-level stakeholders, including C-suite and other key decision-makers.
- Strong prospecting and business-development skills with experience generating and developing new enterprise opportunities.
- Ability to build and execute strategic account plans and navigate complex organizational structures.
- Experience developing business cases, commercial proposals, presentations, and executive-level sales materials.
- Strong commercial and negotiation skills with experience managing pricing discussions, procurement processes, and contract negotiations.
- Ability to communicate complex technical and data-related concepts clearly to both technical and non-technical audiences.
- Strong analytical capabilities with the ability to understand customer data, technology, operational, and reporting requirements.
- Experience working collaboratively with Product, Marketing, Customer Success, Implementation, Technical, and leadership teams throughout the sales process.
- Strong pipeline management and forecasting discipline with experience using CRM platforms to maintain accurate opportunity and activity information.
- Excellent presentation, communication, and interpersonal skills with the confidence to lead executive-level meetings and complex sales discussions.
- Highly self-motivated and comfortable taking ownership of opportunities without requiring significant day-to-day direction.
- Strong organizational and time-management skills with the ability to manage multiple complex opportunities and competing priorities simultaneously.
- Comfortable operating within a growing, entrepreneurial organization where commercial processes and go-to-market strategies continue to evolve.
- Experience selling data management, data integration, business intelligence, analytics, automation, or data governance solutions would be highly advantageous.
- Previous experience selling into real estate investment managers, asset managers, private equity firms, financial institutions, or other investment-focused organizations would be highly desirable.
- Familiarity with enterprise data environments, reporting processes, portfolio management, investment data, or related business workflows would be advantageous.
- Experience working within a startup, scale-up, or high-growth SaaS organization would be beneficial.
- Bachelor’s degree in Business, Finance, Real Estate, Technology, or a related field, or equivalent relevant professional experience.
- Willingness to travel as required for customer meetings, industry events, conferences, and other business development activities.
