Job Requisition ID #
Position Overview
The 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.
Responsibilities
Account Growth Strategy
Lead the creation and execution of comprehensive enterprise account growth strategies, including QBRs and senior stakeholder engagement
Revenue Generation
Drive incremental revenue and EBA token consumption through up sell and cross sell motions into new, adjacent, and upgraded products
Deal Negotiation
Own and lead negotiation and closure of complex Enterprise Business Agreement (EBA) expansion deals, often tied to renewal-based quota structures
Buyer Seat Expansion
Execute strategies to expand buyer seats across business units, personas, and buying groups within assigned enterprise accounts
Sales Forecasting
Oversee pipeline and forecasting accuracy for seat expansion and upsell/cross sell opportunities across enterprise accounts
Skills & Competencies
Leadership & Communication: Applies adaptive communication techniques, engaging confidently with senior leaders using empathy and emotional intelligence
Strategic Orientation & Technical Fluency: Acts as a strategic advisor by analysing complex environments, anticipating risk, and building adaptable execution plans
Industry & Business Acumen: Applies structured reasoning and data to evaluate business strategies and optimize performance
Customer Relationship Building: Designs and executes tailored engagement plans aligned to customer initiatives
Data Driven Mindset: Demonstrates independent analytical thinking and statistical reasoning
ATU (Account Team Unit) Collaboration
Lead co selling partnerships with extended sales teams to design and deliver impactful customer solutions
Partner with technical sales teams on discovery and solution development
Collaborate with ATU to refine technical messaging and Autodesk’s value proposition
Engage Deal Desk to secure approvals and navigate complex deal structures
Oversee seamless post sale handover to Customer Success for onboarding and implementation
Minimum Qualifications
3+ years of experience selling into the industry in enterprise, strategic, or complex B2B sales environments
Proven experience owning enterprise accounts and driving account growth strategies
Demonstrated success negotiating and closing complex, multi stakeholder deals
Experience forecasting pipeline and managing revenue outcomes
Ability to engage credibly with executive level customer stakeholders
Strong analytical, strategic thinking, and communication skills
Preferred Qualifications
Experience managing Enterprise Business Agreements (EBAs) or large-scale commercial agreements
Background in SaaS, subscription, or consumption-based business models
Experience leading co sell motions with technical specialists and partner ecosystems
Familiarity with value-based selling, QBR facilitation, and executive level storytelling
Experience coordinating cross functional teams through complex sales cycles
Experience with CRM forecasting, pipeline analytics, and territory planning tools
Learn More
About Autodesk
Welcome to Autodesk! Amazing things are created every day with our software – from the greenest buildings and cleanest cars to the smartest factories and biggest hit movies. We help innovators turn their ideas into reality, transforming not only how things are made, but what can be made.
We take great pride in our culture here at Autodesk – it’s at the core of everything we do. Our culture guides the way we work and treat each other, informs how we connect with customers and partners, and defines how we show up in the world.
When you’re an Autodesker, you can do meaningful work that helps build a better world designed and made for all. Ready to shape the world and your future? Join us!
Salary transparency
Salary is one part of Autodesk’s competitive compensation package. Offers are based on the candidate’s experience and geographic location. In addition to base salaries, our compensation package may include annual cash bonuses, commissions for sales roles, stock grants, and a comprehensive benefits package.Diversity & Belonging
We take pride in cultivating a culture of belonging where everyone can thrive. Learn more here: https://www.autodesk.com/company/diversity-and-belonging
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Originally posted on Himalayas