Senior Account Executive

About the role

The Senior Account Executive is responsible for driving ARR growth across a defined portfolio of strategic enterprise accounts. This role focuses on acquiring new enterprise customers and identifying expansion opportunities within existing accounts through a consultative, value-led sales approach.

Responsibilities

• Develop and execute territory and account plans to create pipeline, acquire new customers, expand strategic accounts and consistently exceed ARR and ACV targets.
• Act as a trusted advisor to C-level and senior technology leaders, providing industry insight, business value justification and strategic guidance around data protection, governance, AI readiness and digital workplace transformation.
• Develop and execute competitive strategies to differentiate AvePoint, displace incumbent solutions and win strategic enterprise opportunities.
• Lead complex commercial negotiations, business case development and procurement engagement through to successful closure.
• Lead and coordinate virtual account teams to create pipeline, progress opportunities and close complex enterprise sales opportunities.
• Build executive sponsorship and multi-threaded relationships across customer stakeholders to accelerate deal progression and long-term account growth.
• Work closely with Microsoft, Systems Integrators and channel partners to accelerate pipeline creation, customer acquisition and account growth.
• Orchestrate resources across sales, pre-sales, customer success, services and partners to deliver customer outcomes and maximise commercial growth opportunities.
• Influence product strategy, go-to-market priorities and competitive positioning through customer and market insight.
• Identify expansion opportunities across AvePoint's portfolio, including Data Security, Governance, Backup, AI and Operational Resilience solutions.
• Deliver accurate forecasting and maintain high levels of CRM discipline and opportunity management.
• Create and advance qualified pipeline through direct prospecting, partner engagement, marketing initiatives and executive networking.

Required skills

• Enterprise software sales
• Account planning
• Territory planning
• Forecasting
• CRM
• SaaS
• Cloud
• Data management

Nice to have

• Virtual account team selling
• Executive level relationship selling

Qualifications

• University degree or equivalent experience