Lead Account Executive, Enterprise
Join us on our mission to make a better world of work.
Culture Amp is the world’s leading employee experience platform, revolutionizing how 25 million employees across more than 6,500 companies create a better world of work. Culture Amp empowers companies of all sizes and industries to transform employee engagement, drive performance management, and develop high-performing teams. Powered by people science and the most comprehensive employee dataset in the world, the most innovative companies including Canva, On, Asana, Dolby, McDonalds and Nasdaq depend on Culture Amp every day.
Culture Amp is backed by leading venture capital funds and has offices in the US, UK, Germany and Australia. Culture Amp has been recognized as one of the world’s top private cloud companies by Forbes and most innovative companies by Fast Company.
For more information visit cultureamp.com.
About the Role
This role builds deep, strategic relationships with our enterprise prospects (organizations with over 1000 employees) to secure new business, driving significant revenue and shaping the experience of tens of thousands of employees globally. As consultative trusted advisors, Enterprise Account Executives orchestrate cross-functional teams and have an expert-level understanding of complex customer needs, the competitive landscape, and our product, enabling them to deliver impactful, tailored solutions that align with large-scale business objectives and long-term strategic goals.
In this role you will:
- Gain a deep understanding of the prospective customer's complex pain points and challenges across multiple departments and regions, educating them on Culture Amp’s value and differentiating the platform from competitors
- Expertly run tailored product demos for C-level executives, VPs, and senior People Leaders from large-scale enterprises across diverse industries. Establish executive-level credibility and focus on enterprise-level ROI and value management.
- Stay up to date with industry/HR and Talent Management trends, competitive landscape, and Product updates. Weave these insights into conversations, focusing on how emerging trends and future-proofing strategies will impact large organizations.
- Represent Culture Amp as a consultative expert during virtual and on-site interactions with enterprise prospects, focusing on leadership, analytics, and large-scale culture change initiatives. Help prospects understand the strategic long-term ROI of our platform and services.
- Serve as a liaison between external and internal stakeholders, managing complex negotiations with legal, security, procurement, and compliance teams. Ensure seamless multithreading across departments to drive customer success and long-term partnership value.
- Generate new business opportunities through a combination of outbound calls, emails, LinkedIn, and follow-up on marketing campaigns (Generate new business opportunities in their focused accounts through and partnering with the SDR organisation). Leverage your network, attend industry events and trade shows, and engage with multiple decision-makers in enterprise accounts.
- Manage a complex, robust sales process, winning at every stage from prospecting to close.
- Maintain accurate customer, pipeline, and forecast data using Salesforce, with a focus on both current and future quarters. Ensure alignment with internal forecasting and resource planning for large, strategic accounts.
- Play an active role in creating a high-performance sales culture with a focus on resilience, long-term strategic thinking, and sales excellence. Actively engage in enablement programs and share best practices with the broader enterprise team.
You have:
- 8-12 years of experience in customer sales with a focus on expansion-driven revenue targets.
- Proven experience in the SaaS space, particularly within HR Tech or related fields.
- Strong ability to identify and self-source expansion opportunities, employing innovative strategies.
- Exceptional executive presence with polished presentation and communication skills, particularly when engaging with VP and C-suite executives.
- Experience building and navigating relationships within large enterprise environments.
- Familiarity with sales methodologies, such as MEDDPICC, and a solid understanding of deal stage progression.
- Proficiency in leveraging data for decision-making and influencing others.
- Skilled in assessing business opportunities and understanding diverse buyer personas.
- Proven track record in orchestrating the closure of business deals with a clear understanding of customer needs.
- Experience in cross-selling, upselling, and growing customer accounts.
- Understanding of enterprise procurement cycles and negotiation processes.
- Background managing global/multi-region enterprise deployments
- Experience coordinating cross-functional teams (Solution Consulting, Security, Legal) through complex sales cycles
For this role, the estimated On Target Earnings (OTE) range is listed below. In addition to your OTE salary, your compensation package will include additional components such as equity and benefits.
The actual salary will vary based on various factors, including market and individual skills, capabilities and experience, objectively assessed during the interview process. If you're interviewing for this role, speak with your Talent Acquisition Partner to learn more about the total compensation and benefits for this role.
We believe in fair & equitable pay at Culture Amp, and therefore, we build pay equity into all our programs in addition to conducting annual pay equity audits.
We believe that our employees are the heartbeat of our success. We're committed to fostering a work environment that truly cares for and develops its people, and creates lasting positive impact. In addition to providing a competitive compensation package, some of the key benefits we offer are:
- Employee Share Options Program: We empower you to be an owner in Culture Amp and share in our success
- Programs, coaching, and budgets to help you thrive personally and professionally
- Access to external providers for mental wellbeing and coaching support to sustain the wellbeing, safety and development of our people
- Monthly Camper Life Allowance: An automatic allowance paid out each month with your pay - you can spend it however you like to help improve your experience and life outside work
- Team budgets dedicated to team building activities and connection
- Intentional quarterly wellbeing pauses: A quarterly company-wide shutdown day in each region to to collectively pause, reset and focus on restoration and rest, without having to tap into individual vacation time
- Extended year-end breaks: An extended refresh period at the end of year
- Excellent parental leave and in work support program available from day 1 of joining Culture Amp
- 5 Social Impact Days a year to make a positive impact on the community outside of work
- MacBooks for you to do your best & a work from home office budget to spend on setting up your home office
- Medical insurance coverage for you and your family (Available for US & UK only)
Additionally, we don't just focus on our internal community; we believe in creating a better world of work for all. We're committed to diversity, equity, and inclusion, with Employee Resource Groups and ally communities in place.
We have a strong commitment to Anti-Racism, and endeavor to lead by example. Every step we make as a business towards anti-racism is another step we can take to support our customers in making a better world (of work). You can see our current commitments to Anti-Racism here.
Please keep reading...
Research shows that candidates from underrepresented backgrounds often don't apply for roles if they don't meet all the criteria – unlike majority candidates meeting significantly fewer requirements.
We strongly encourage you to apply if you’re interested: we'd love to know how you can amplify our team with your unique experience!
Thank you for taking the time to read this advert. If you decide to apply, as part of your application, we will ask you to complete voluntary diversity questions (excluding Germany). Please watch this video from our amazing DEI Leader, Aubrey Blanche to share more on why we collect the data and how we will use it.
If you require reasonable accommodations or adjustments due to a disability to complete the online application or to participate in the interview process, please contact accommodations@cultureamp.com and identify the type of accommodation or assistance you are requesting. Do not include any medical or health information in this email. The Reasonable Accommodations team will respond to your email promptly.
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At Culture Amp, we’re on a mission to enhance the world of work, and we’re looking for a dynamic Lead Account Executive, Enterprise to join our vibrant team in New York. As the world’s leading employee experience platform, we're here to empower over 25 million employees across thousands of organizations, including giants like McDonald’s and Nasdaq. In this role, you’ll build strategic relationships with enterprise-level prospects, diving deep into their unique challenges and demonstrating how Culture Amp can drive substantial value across their organization. You'll leverage your consultative skills to provide tailored solutions to large-scale business objectives. From crafting impactful demos for C-level executives to managing complex sales processes, this position is pivotal in shaping employee experience in many esteemed companies. You’ll stay from current industry trends to crafting unique solutions that resonate with diverse stakeholders. If you’re passionate about driving employee engagement and working alongside a team dedicated to fostering a better world of work, you’ll find that Culture Amp is not just a choice but a great career move. Join us, and let’s revolutionize the workplace together!
By
Culture Amp
Culture Amp is Culture Analytics for your company.
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