Principal Account Executive, Enterprise

Job Requisition ID #26WD98259Position OverviewThe 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.ResponsibilitiesLead the creation and execution of comprehensive enterprise account growth strategies, including QBRs and senior stakeholder engagementDrive incremental revenue and EBA token consumption through up sell and cross sell motions into new, adjacent, and upgraded productsOwn and lead negotiation and closure of complex Enterprise Business Agreement (EBA) expansion deals, often tied to renewal based quota structuresExecute strategies to expand buyer seats across business units, personas, and buying groups within assigned enterprise accountsOversee pipeline and forecasting accuracy for seat expansion and upsell/cross sell opportunities across enterprise accountsSkills & CompetenciesLeadership & Communication: Applies adaptive communication techniques, engaging confidently with senior leaders using empathy and emotional intelligenceStrategic Orientation & Technical Fluency: Acts as a strategic advisor by analyzing complex environments, anticipating risk, and building adaptable execution planIndustry & Business Acumen: Applies structured reasoning and data to evaluate business strategies and optimize performanceCustomer Relationship Building: Designs and executes tailored engagement plans aligned to customer initiativesData Driven Mindset: Demonstrates independent analytical thinking and statistical reasoningLead co selling partnerships with extended s