Enterpise Account Executive

The Role

This is a full-cycle, quota-carrying closing role for someone who loves to hunt at the top of the market. You'll own your territory end to end — building pipeline, running discovery, making the business case, and closing $100K–$500K+ deals with the largest MEP contractors and industrial fabricators in the country. You won't wait on inbound leads or hand off to a sales team; you are the sales team, backed by a bench of five Solutions Engineers and a customer success org that sells alongside you.

We're still writing a lot of our playbooks. If that excites you, you'll thrive here. If you need a fully built-out process on day one, this probably isn't your seat.

What You'll Do

• Own full-cycle sales into our largest accounts — prospecting through close — and consistently exceed a ~$1.2M–$1.5M annual quota
• Self-source pipeline through disciplined, multi-channel outbound: cold calls, personalized email, networking, and referrals (no SDRs here — you build it)
• Run sharp discovery and build consensus across complex, multi-threaded buying committees — CFOs, COOs, and Presidents as economic buyers, with VDC/BIM leaders and VPs of Operations as technical champions
• Translate operational pain into a clear, quantified ROI and business case for organizations running 200+ employees, multiple locations, and serious fabrication volume
• Partner with Solutions Engineers to deliver demos and narratives that land with each trade's specific priorities
• Move with real urgency — cycles typically run under 90 days — and keep Salesforce clean, current, and forecast-ready
• Sharpen competitive intelligence and articulate why Stratus wins where point solutions and legacy processes can't

What You'll Bring

• 3+ years as a quota-carrying, full-cycle AE with a documented track record of hitting or beating number, ideally with experience managing larger, more complex accounts (this isn't a first-AE-seat role)
• Experience selling operational, multi-stakeholder B2B software — think project management, manufacturing, industrial, or similar — where you built ROI cases and ran a real value-selling motion (not high-velocity, single-tool transactional sales)
• A genuine hunter's mentality and comfort self-sourcing pipeline, even at the enterprise level — we're looking for people who've proven they can win without relying on a big brand name or an existing marketing engine to open doors
• Success in an early-growth environment (think Series B/C) — scrappy, coachable, and comfortable building process rather than inheriting it
• A data-driven approach and enthusiasm for using AI to work smarter (it's core to how we operate and what we sell)
• Strong discovery, presentation, and business-case skills; familiarity with a methodology like MEDDIC/MEDDPICC is a plus
• Proficiency in Salesforce (or similar CRM) and a knack for picking up new tools quickly
• Open to ~40% travel

Bonus Points

• Experience selling into construction, contractors, or the built environment
• Prior quota-carrying success at a Series B/C SaaS company