Enterprise Client Account Executive

Enterprise Client Account Executive

Overview of Position

The Enterprise Client Account Executive (CAE) at CircleCI will own and drive strategic growth within our largest enterprise accounts through executive relationship building, comprehensive stakeholder mapping, and systematic account expansion. You'll be responsible for developing and executing strategic account plans that identify new opportunities across multiple business units while ensuring customer retention through proactive engagement and value demonstration. This role requires exceptional executive presence, the ability to navigate complex organizational structures and a track record of driving significant revenue growth within enterprise accounts through new team acquisition and platform expansion.

Overview of the Team

The Client Account Executive (CAE) team at CircleCI operates as strategic growth partners for our most valuable enterprise customers, focusing on maximizing account potential through systematic expansion and executive relationship development. We work to identify and develop relationships with key stakeholders across multiple business units, uncovering new opportunities while ensuring enterprise-level customer satisfaction and retention. Working cross-functionally with Technical Success Managers, Field Engineers, Support, and Product teams, we execute comprehensive growth strategies that drive both customer success and revenue expansion. As an Enterprise CAE, you'll be a senior sales professional focused on strategic account development and long-term revenue growth within complex enterprise environments.

What You'll Do

• Enterprise Account Planning: Develop and execute comprehensive strategic account plans that identify growth targets, key stakeholders, competitive landscape, expansion opportunities, and revenue objectives across multiple business units
• Executive Stakeholder Mapping & Relationship Building: Identify, engage, and cultivate relationships with C-level executives, VPs of Engineering, CTOs, DevOps leaders, and other key decision-makers across the enterprise organization
• Strategic Account Expansion: Systematically identify and pursue new teams, departments, and use cases within enterprise accounts to drive significant revenue growth through platform adoption and expansion
• Customer Retention & Churn Prevention: Proactively engage with customers to ensure satisfaction, address strategic concerns, and demonstrate ongoing value to prevent churn and secure long-term partnerships
• Multi-Business Unit Discovery: Conduct strategic discovery sessions with stakeholders across different business units to understand organizational priorities, technical needs, and growth initiatives that align with CircleCI's capabilities
• Executive Business Reviews: Lead high-level executive presentations and business reviews to demonstrate ROI, discuss strategic initiatives, and identify expansion opportunities with senior leadership
• Complex Sales Cycle Management: Drive sophisticated sales processes for enterprise expansions, including multi-stakeholder evaluations, procurement processes, and complex contract negotiations
• Revenue Pipeline Development: Consistently identify and qualify new expansion opportunities within enterprise accounts to maintain a robust pipeline of high-value prospects

What We're Looking For

• Enterprise Sales: 5+ years of proven success in enterprise B2B SaaS sales, with specific expertise in managing complex enterprise accounts, driving significant revenue growth and building C-level relationships
• Strategic Account Development: Demonstrated ability to develop and execute comprehensive account plans that result in substantial revenue expansion within enterprise organizations
• Relationship Building: Exceptional executive presence with proven success in building trust and influence with C-level executives, VPs of Engineering, CTOs, and other senior technical leaders
• Enterprise Stakeholder Navigation: Expert ability to identify, engage, and influence key decision-makers across complex organizational structures and multiple business units
• Account Expansion Expertise: Strong track record of identifying and closing significant expansion opportunities within existing accounts, including new business unit acquisition and platform scaling
• Technical Enterprise Sales: Deep experience selling technical products within enterprise environments, preferably in developer tools, DevOps, or cloud infrastructure space, with the ability to engage technical executives
• Customer Retention Excellence: Proven success in maintaining high retention rates and preventing churn within enterprise accounts through proactive relationship management and value demonstration
• Sales Methodology Mastery: Advanced proficiency in sales frameworks such as MEDDPICC, Challenger, Sandler, and Command of the Message, with experience applying these to complex enterprise scenarios
• Strategic Commercial Acumen: Strong business and financial acumen with experience in complex contract negotiations, pricing strategies, and multi-year deal structures
• Enterprise Communication Skills: Exceptional presentation and communication abilities, with experience delivering executive-level presentations and translating technical concepts to business stakeholders
• Data-Driven Enterprise Strategy: Advanced analytical skills to identify expansion patterns, track complex stakeholder engagement, and measure enterprise account growth potential
• Cross-Functional Leadership: Ability to lead and coordinate internal teams to execute account strategies and deliver comprehensive customer experiences