Enterprise Account Executive, B2B (Emerging Markets)

Article; Vancouver; Hybrid; CAD 90,000 - 105,000; Full time

Benefits offered by this job

Hybrid work: 3 days a week in the офис

Work remotely up to 3 weeks

RRSP matched contributions

Health, dental, vision benefits

Discount on product range

Job summary

Article in Vancouver is hiring a Enterprise Account Executive, B2B (Emerging Markets) to spearhead growth in Student Housing and Senior Living. You will lead full cycle enterprise sales, build robust partnerships with institutional buyers, and establish Article as a preferred vendor across major operators.

You will collaborate with ADRs, leverage showroom experiences, and drive MSAs while navigating procurement processes.

Qualifications

• 7+ years of B2B sales with a proven track record closing large, multi-stakeholder deals.
• Experience in institutional sales (Student Housing, Senior Living) or contract furniture is a plus.
• Strong procurement navigation, vendor negotiations, and CRM discipline.

Responsibilities

• Lead full cycle enterprise sales targeting institutional buyers and capital firms.
• Own strategy execution for Emerging Markets (Student Housing, Senior Living).
• Partner with Enterprise ADR to refine outreach and build the pipeline.
• Navigate multi-stakeholder buying processes and build C-suite relationships.
• Develop and co-create the enterprise sales playbook with leadership.
• Secure MSAs and preferred vendor status; expand within accounts.
• Leverage Article’s showroom network to accelerate deal closures.
• Represent Article at industry events to generate enterprise leads.
• Maintain CRM rigor and provide monthly/quarterly forecasting.

Skills

Enterprise sales

B2B sales

Contract negotiation

CRM discipline

Strategic thinking

Account development

Travel up to 25%

Tools

CRM system

Job description

Enterprise Account Executive, B2B (Emerging Markets)

Department: B2B Sales

Employment Type: Permanent - Full Time

Location: Vancouver

Reporting To: Jillian Cross

Compensation: CA$90,000 - CA$105,000 / year

Description

Hi there, we’re Article. Since 2013, we have been redefining the furniture industry one sofa at a time. It’s not easy, it requires solving challenging, meaningful problems. This is where you come in. As our Enterprise Account Executive, B2B (Emerging Markets), you will spearhead Article’s penetration into high growth institutional sectors such as Student Housing and Senior Living, turning our growing commercial assortment into a scaling pipeline of enterprise partnerships.

Article’s B2B program (Article Pro) has established strong mid market foundations with an experienced Business Accounts team, a compelling product offering, and a track record of winning and retaining meaningful accounts. Enterprise accounts represent the highest potential, highest value segment of the market we have not yet fully penetrated, and they require a different level of hunter to unlock them.

In this role, you will take on the Emerging Markets vertical (Student Housing and Senior Living), acting as the face of Article to capital investment firms, university housing departments, and independent living operators. We’ve evolved our catalog with contract grade items and activated our outbound strategy. Now we need a proven builder to navigate institutional capital cycles, secure Master Supply Agreements (MSAs), and establish Article on approved vendor lists across major institutional developers and operators.

Within your first few months, you’d map your target accounts across Student Housing and Senior Living, partner with our Enterprise Account Development Representative (ADR) to refine outreach, leverage our retail showroom network, and begin navigating corporate brand standards and purchasing groups. In a year, you’ll be proud to say you’ve broken through the noise, established preferred vendor status with key institutional operators, built a flourishing enterprise book of business, and helped lay the foundation for our enterprise sales playbook.

As a Particle (people of Article), you will have a high level of autonomy to solve challenging, meaningful problems the best way you can. That means you’re trusted to explore solutions you believe will work best (you’re the expert, after all). You’ll do all this while growing your career and earnings within a company that is actively scaling its commercial presence.

You will report to the Manager, Enterprise Accounts & Strategic Growth as part of Article Pro's Enterprise Sales team, a tight knit group consisting of two Enterprise Account Executives and an Enterprise ADR. Under the broader Pro umbrella, you’ll work alongside our Business Accounts team (led by the Manager, Business Accounts, with three Account Managers and an ADR) and our Sales Operations & Enablement team (led by our Lead, B2B Sales Operations & Enablement, with three Sales Assistants).

We thrive on a highly collaborative culture. We’re looking for someone who is a true team player: you actively share your learnings, mentor peers, and contribute to building the team playbook, all while maintaining sharp CRM discipline.

We are a hybrid team, you will work from our Vancouver HQ 3 days per week.

What You’ll Do

You’ll be leading full cycle enterprise sales execution targeting capital investment firms, university housing departments, senior living operators, and institutional developers.

• Execute Emerging Markets Strategy: Own the Emerging Markets strategy execution (Student Housing and Senior Living), identifying and capturing high potential opportunities with institutional capital firms, universities, and multi location senior living operators.
• Drive Full Cycle Enterprise Deals: Lead complex, multi stakeholder sales cycles from initial outbound outreach through qualification, discovery, solution development, executive presentations, and negotiation to close high volume opportunities.
• Partner with Enterprise ADR: Collaborate closely with your Enterprise ADR to define account targeting criteria, refine outreach strategy, and provide continuous feedback on lead quality to improve pipeline velocity.
• Institutional Relationship Management: Navigate complex, multi stakeholder buying processes involving institutional investors, developers, procurement teams, and operations managers, building trust based, C suite level relationships.
• Build & Co Develop the Playbook: Act as a co developer of our enterprise sales playbook, iterating on outreach frameworks, negotiation strategies, and customer engagement models in partnership with the Manager, Enterprise Accounts.
• Secure Vendor Status & MSAs: Develop account entry plans to secure preferred vendor status and Master Supply Agreements (MSAs), actively identifying expansion opportunities within new and existing accounts.
• Leverage Retail Showrooms: Use Article’s physical retail showroom network as a strategic sales enablement tool to host site visits, present design solutions, and accelerate deal closure through physical brand experiences.
• Trade Show & Industry Leadership: Represent Article at key industry events, treating them as critical pipeline generation events to build brand presence and generate qualified enterprise leads.
• Maintain Systems & Operational Rigor: Meticulously track prospects, interactions, and deal stages in our CRM to drive pipeline health, adhere to SLA standards, and provide accurate monthly and quarterly forecasting to leadership.
• Cross Functional Alignment: Partner with Category Management, Supply Planning, and Logistics to ensure seamless project execution, exceptional service on complex orders, and feedback on product or service gaps.
• Market Intelligence & Strategic Acumen: Provide leadership with ongoing market intelligence regarding competitive activity and pricing dynamics while ensuring all deals align with B2B profitability requirements.

Who You Are:

• A Proven Enterprise Hunter: You have 7+ years of B2B sales experience with a proven, verifiable track record of hunting and closing large volume, multi stakeholder deals.
• Institutional & Adjacent Commercial Sales Experience: Direct experience in Student Housing, Senior Living, or institutional commercial real estate development. Experience within contract furniture, interior design, or adjacent commercial building materials is a significant asset.
• Institutional Network: A strong existing network or demonstrated ability to build relationships with institutional capital firms, university housing departments, and property management groups.
• Procurement Navigator: Experienced in navigating enterprise procurement processes, RFP responses, corporate brand standards, and preferred vendor or Master Supply Agreement negotiations.
• Strategic & Financially Minded: Strong commercial acumen, understanding deal economics, margins, and profitability rather than just top line revenue.
• Systems Disciplined & Collaborative: A highly disciplined pipeline manager who keeps CRM records up to date, maintains consistent stage definitions, and actively shares best practices to help mentor teammates.
• Adaptable Builder: Self directed and able to drive results through ambiguity, building the playbook as you go and improving it as you learn.
• Willing & Able to Travel: Up to 25% travel required for trade shows, client site visits, and showroom presentations. A valid passport is required for international travel.
• Legally authorized to work in Canada; valid passport required for business travel.
• Completion of a criminal background check.

Perks & Benefits

Wealth:

• The salary range is $90,000 CAD to $105,000 CAD with on-target earnings of $140,000+
  • Starting salary is determined by your transferable skills, knowledge, work experience, and the hiring team’s budget, which is based on business needs, market compensation data, and internal equity
  • On-target earnings are a combination of base salary and a quarterly paid variable incentive plan that is contingent on achieving your performance targets and quotas.
• 4% RRSP matched contributions through Wealthsimple

Life:

• 20 days of vacation*
• 1 extra day off (Inclusion and Diversity Day)
• 6 well-being (sick) days
• Hybrid work: 3 days a week in the office
• Work remotely (anywhere in the world) for up to 3 weeks

Total Health:

• Excellent extended health, dental and vision benefits
• $1000 health/lifestyle spending account* for your total physical and mental well-being
• TELUS Health App
  • Mental Health Assistance/Counseling
  • Virtual medical appointments

Office Space:

• The Article HQ is a converted warehouse, with an open accessible layout and no offices (even for our founders)
• Work from your desk, an Article sofa, collaboration spaces, or a private meeting room
  • Standup desks can be requested too
• Our kitchens are stocked with salty, sweet and healthy snacks, & all the premium coffees and teas to keep you buzzing
• Onsite fitness equipment with showers and towel service
• Pickleball, badminton, and table tennis matches happen, from very competitive to very casual
• A dog-friendly office - well-socialized pups are welcome

Getting here:

• Free street parking (first come, first serve; no reserved spots for senior leaders)
• Indoor secure bike storage with change rooms and showers
• 20-minute walk to either Main Street- Science World or VCC Clark Skytrain stations

Extra:

• 45% discount on our entire product range (15% for friends and family)

*Prorated