Objective
The Senior Enterprise Account Executive drives revenue growth across mid-market and large enterprise customers by owning high-value and complex B2B sales cycles end to end. The role focuses on acquiring new customers and expanding revenue within existing accounts while operating with a high degree of autonomy and accountability.
In addition to individual revenue delivery, the Senior Enterprise Account Executive acts as a role model within the sales team by sharing best practices, supporting deal reviews and occasionally mentoring less experienced Account Executives to improve overall sales execution.
Main Responsibilities
Revenue Ownership and Pipeline Management
- Own and consistently deliver against an elevated revenue quota through new customer acquisition and expansion within existing enterprise accounts
- Manage a portfolio of larger and more complex mid-market and enterprise opportunities with longer sales cycles and multiple stakeholders
- Build and maintain a robust and well-qualified pipeline aligned with revenue targets and forecast commitments
- Ensure high-quality CRM usage with accurate opportunity data, close plans and forecasting
Enterprise Sales Execution
- Lead complex enterprise sales cycles from discovery through contract execution and handover to Customer Success
- Conduct advanced discovery to uncover customer business drivers, technical requirements and decision criteria
- Develop and present tailored value propositions, proposals and commercial structures for enterprise customers
- Lead commercial and contractual negotiations in collaboration with legal, finance and executive stakeholders
- Navigate complex procurement processes and stakeholder environments with minimal oversight
Pipeline Generation and Lead Qualification
- Proactively generate pipeline through strategic outbound prospecting, account research and targeted market engagement
- Handle and qualify inbound sales inquiries for complex or high-potential opportunities in the absence of a dedicated sales development function
- Prioritize opportunities based on strategic fit, deal size and likelihood to close
Cross-Functional Collaboration and Team Contribution
- Partner closely with pre-sales, product, marketing and customer success teams to drive deal success and long-term customer value
- Actively mentor and support less experienced Account Executives through deal reviews, knowledge sharing and best practice guidance
- Contribute customer and market insights to inform sales strategy and go-to-market improvements
Reporting and Continuous Improvement
- Provide reliable pipeline, forecast and deal updates with a high degree of forecast accuracy and actively participate in pipeline and account reviews
- Identify opportunities to improve sales processes, tools and execution standards across the team
Success Indicators / Performance Expectations
Success in this role will be measured through the following indicators:
- Consistent achievement or overachievement of assigned revenue targets at a higher quota level
- Ability to close larger and more complex deals within expected sales cycles
- Strong pipeline health and forecast accuracy across assigned accounts
- Quality and consistency of CRM usage including opportunity management and close planning
- Effectiveness in managing complex stakeholder environments and senior-level customer engagements
- Positive impact on team performance through mentoring and informal leadership contributions
Qualifications
- Bachelor's degree in business, marketing or a related field
- Professional proficiency in English for effective communication with internal stakeholders across regions
- Native proficiency in Indonesian for customer-facing sales
- 4+ years of experience in B2B sales roles with a track record of closing complex mid-market or enterprise deals
- Proven experience selling technology solutions in enterprise environments with longer sales cycles
- Demonstrated ability to manage multi-stakeholder buying processes and complex commercial negotiations
- Experience selling SaaS, CPaaS or enterprise software solutions is required
- Strong consultative selling and negotiation skills with the ability to articulate business value at senior stakeholder level
- Proven ability to manage complex and high-value sales cycles with limited supervision
- Disciplined approach to pipeline management, forecasting and CRM hygiene
- Ability to coach and support other Account Executives through deal feedback and best practice sharing
- Strong communication skills across technical, commercial and executive audiences
- High level of ownership, accountability and time management capability
- Ability to operate effectively in a fast-paced and evolving sales environment
