Enterprise Sales Executive and Account Manager

Enterprise Sales Executive & Account Manager (Employee Experience / Digital Workplace)
Nashua, NH 03060
 
OVERVIEW:

• We are seeking a seasoned Enterprise Sales Executive & Account Manager to drive growth and expand strategic relationships across large enterprise accounts. This individual will bring deep experience selling into HR, Information Technology, and Internal Communications organizations at senior levels, with a strong focus on employee experience and digital workplace solutions
• This role requires a consultative seller who can navigate complex enterprise environments, build executive-level relationships, and consistently deliver measurable business outcomes—leveraging a modern employee experience platform with strong AI-driven capabilities that enhance how organizations communicate, collaborate, and engage their workforce
• The solution sits deeply within the Microsoft 365 ecosystem, helping enterprises maximize the value of investments they are already making in tools such as SharePoint, Teams, and Viva. A key part of this role is helping customers clearly see that value, articulate it internally, and act on it
• The primary economic buyer in this category is IT—particularly leaders driving AI and digital workplace transformation initiatives. HR and Internal Communications often serve as entry points, but IT ultimately drives decision-making. Success in this role requires the ability to move fluidly across all three stakeholder groups and confidently engage senior technical and business leaders

 
ABOUT THE COMPANY:

• This is a well-established, US-based enterprise software company headquartered in New Hampshire, operating for over 11 years in the employee experience and intranet space. With a lean team of approximately 40–50 people, the organization is currently backed by private investors and operating under new leadership, with a strong focus on scaling its install base and expanding within existing enterprise customers
• The platform is deeply integrated with Microsoft technologies and is positioned as a strategic layer on top of Microsoft 365, enabling organizations to deliver modern intranet experiences, improve internal communication, and drive AI-enabled workplace productivity
• The company has a strong install base and a highly account-driven motion, with most growth coming from expansion within existing enterprise customers. It is in a focused growth phase, emphasizing enterprise sales excellence, deeper Microsoft alignment, and stronger penetration into large global organizations

 
KEY RESPONSIBILITIES:

• Own the full sales cycle from prospecting through close and ongoing account expansion within enterprise accounts
• Develop and execute strategic account plans to drive long-term growth and customer success
• Build and maintain relationships with senior stakeholders across HR, IT, and Internal Communications, with a strong emphasis on engaging IT and AI initiative owners
• Position and sell employee experience and digital workplace solutions, including AI-powered capabilities that enhance personalization, automation, and productivity
• Educate customers on emerging AI innovations within the Microsoft 365 ecosystem and their impact on employee engagement and workplace productivity
• Lead discovery sessions that help customers define use cases, identify opportunities, and build internal business cases before formal proposals
• Identify cross-sell and upsell opportunities within existing enterprise accounts
• Collaborate closely with Microsoft, implementation partners, and consulting organizations to drive joint opportunities
• Lead complex deal orchestration, including RFPs, executive presentations, and contract negotiations
• Maintain disciplined forecasting and pipeline management (HubSpot experience preferred)
• Serve as a trusted advisor on modern workplace and AI-enabled employee experience strategy

 
REQUIRED EXPERIENCE & QUALIFICATIONS:

• At least 5–10 years of enterprise sales and account management experience
• Proven success selling into HR, IT, and Internal Communications stakeholders at the executive level
• Strong experience selling employee experience, intranet, or digital workplace solutions to large enterprises (5,000 employees)
• Experience selling platforms incorporating AI, automation, or workflow orchestration in enterprise environments
• Ability to quickly learn and articulate a new or evolving solution category to senior enterprise buyers
• Deep familiarity with Microsoft 365 (SharePoint, Teams, Viva, and related workplace technologies)
• Experience selling SharePoint-based or "SharePoint as a Service” solutions
• Working knowledge of the Microsoft partner ecosystem and co-selling motions with Microsoft
• Experience collaborating closely with system integrators and consulting partners on large-scale implementations
• Demonstrated success managing complex, multi-stakeholder enterprise deals
• Experience managing both net-new acquisition and expansion within existing accounts

Preferred Qualifications:

• Experience with ServiceNow and/or Workday ecosystems
• Exposure to AI-driven platforms for employee engagement, knowledge management, or workflow automation
• Background in or alongside consulting firms or system integrators
• Experience in healthcare, life sciences, financial services, manufacturing, or other regulated/global industries
• Candidates with experience in competing intranet, employee experience, or digital workplace platforms strongly preferred

Sales Approach:

• Strong understanding and execution of Challenger Sales methodology
• Ability to reframe customer thinking, challenge assumptions, and lead with insight
• Skilled in value-based selling with a focus on business impact of AI-driven transformation
• Comfortable guiding customers through a structured engagement journey from discovery through deployment and long-term partnership development

Key Competencies:

• Strong executive presence and communication skills
• Strategic thinker with a hands-on, execution-driven mindset
• Ability to translate AI and emerging technologies into clear business value
• Strong stakeholder management across complex enterprise environments
• High accountability, ownership, and follow-through
• Collaborative approach with cross-functional teams and partners

 
ADDITIONAL ROLE DETAILS:

• Territory includes ~25 enterprise accounts
• Heavy focus on installs base expansion
• Sales cycle typically 12–15 months
• Travel required (moderate, as needed for enterprise engagement)
• Laptop provided
• Compensation: $125K–$150K base OTE up to ~$300K
• Commission structure included
• Preference for East Coast-based candidates, though role is remote
• Strong preference for candidates from intranet, employee experience, or adjacent competitor platforms

 
WHY JOIN:

• This is an opportunity to join a focused, high-impact enterprise sales organization at a pivotal stage of growth. You will operate at the intersection of employee experience, digital workplace transformation, and AI adoption—working closely with Microsoft and enterprise clients to shape how modern organizations engage their workforce
• The role offers direct access to large enterprise accounts, meaningful ownership of revenue, and the ability to influence both customer strategy and platform growth in a highly Microsoft-aligned ecosystem

 
We are an equal opportunity employer, and we are an organization that values diversity. We welcome applications from all qualified candidates, including minorities and persons with disabilities.
 
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