Enterprise Account Executive

Claimlane; Austin (TX); On-site; USD 170,000 - 210,000; Full time

Benefits offered by this job

Competitive base salary

Uncapped OTE

Stock options

Job summary

Claimlane in Austin, TX, is hiring its first Enterprise Account Executive to own global, major accounts end-to-end—from self-sourced outreach through a 6–9 month cycle to signature. You will build the enterprise playbook, run RFP/RFI responses, and align with Marketing on ABM programs.

You’ll work from our Austin office (no remote), own a truly global book, and travel as needed. Expect a high-impact, fast-growth environment with equity-style rewards.

Qualifications

• 3+ years of full-cycle enterprise B2B SaaS sales with 6+ month cycle.
• Proven pipeline building through outreach and networking.
• Experience navigating multi-stakeholder buying committees including procurement, legal, and security/IT.

Responsibilities

• Own major enterprise accounts globally from first contact to signature.
• Manage RFP/RFI/tender responses end-to-end.
• Develop and execute account-based go-to-market plans with Marketing.
• Build enterprise playbook: qualification criteria, RFP process, deal stages.

Skills

Enterprise sales

Pipeline development

RFP experience

B2B SaaS

Cross-border selling

Account management

Tools

Salesforce CRM

Job description

This is an onsite role located in Austin, Texas

We are hiring our first Enterprise Account Executive. A global, quota-carrying seat owning our largest, most strategic accounts end-to-end, from self-sourced first contact through a 6–9 month enterprise cycle to signature.

This is a build-it-yourself seat: there is no Enterprise playbook yet. You'll write it as you close deals.

About Claimlane

Claimlane is a fast-growing, category-defining B2B SaaS company that helps global brands and retailers streamline complex warranty, repair, and returns processes. We've validated our GTM engine and achieved strong Product-Market Fit, and we're scaling aggressively across the US, UK, and Nordics, with brands like Black Diamond, Tonies, Nemo Equipment, and ITW already live on Claimlane.

This hire is one of the seats in the high-velocity sales engine taking Claimlane from €2M ARR to €10M+ ARR and the first to own our enterprise tier specifically.

The Role

You will own Claimlane's major/enterprise accounts globally, not a single-region book, running the full cycle from self-generated first contact through a long, multi-stakeholder 6–9 month sales cycle to signature. You'll own every RFP/RFI/tender Claimlane responds to, wherever it comes from.

You're expected to build your own pipeline into named strategic accounts through outreach and personal networking, working tightly with Marketing on account-based plays rather than relying on SDR hand-off alone. Enterprise deals mean enterprise buying committees; economic buyer, procurement, legal, security/IT and mastering that stakeholder map is core to the job, not a nice-to-have.

As Claimlane's first Enterprise AE, you'll also build the Enterprise playbook itself: qualification criteria, RFP process, deal stages, and stakeholder templates the next hires will run on.

Key Responsibilities

• Self-source your pipeline: Generate pipeline into named strategic accounts through direct outreach and personal networking; don't wait on a hand-off.
• Own major accounts end-to-end, globally: Run every enterprise/strategic-account opportunity from first contact to signed contract, hitting quota against a genuine 6–9 month cycle.
• Own all RFPs: Qualify, staff, write, and win every formal RFP/RFI/tender Claimlane responds to, across markets.
• Partner with Marketing: Run account-based strategies for your target list; executive events, ABM campaigns, content closely in lockstep with Marketing.
• Master the buying committee: Multi-thread every account from day one; economic buyer, procurement, legal, security/IT and keep the stakeholder map current for the length of the cycle.
• Build the Enterprise playbook: Document what works from qualification, RFP process, deal stages, negotiation patterns, so the next Enterprise AE hires inherit a real system, not a blank page.
• Sell value, market by market: Adapt the ROI/Cost-of-Inaction narrative to the market you're selling into (US, UK, Nordics) rather than a one-size-fits-all pitch.

Requirements

• 3+ years of full-cycle, quota-carrying enterprise/major-account B2B SaaS sales experience, with a genuine 6+ month sales cycle track record.
• A self-starter who has built their own pipeline through outreach and networking, not just worked inbound or SDR-sourced leads.
• Real experience navigating enterprise buying committees: procurement, legal, security/IT, multiple economic buyers.
• Proven experience owning and winning formal RFP/RFI/tender processes.
• Comfortable being the first person in the seat: building process, not inheriting one.
• Strong marketing collaboration instinct and has run or contributed to account-based plays before.
• Based in Austin, Texas and working from our Austin office (no remote work), with international/cross-timezone account coverage and travel as needed.

Why Join Claimlane?

• Build the Enterprise motion from zero: You are Claimlane's first Enterprise AE - the playbook you build becomes the company's.
• Own the biggest accounts, globally: Full ownership of our most strategic relationships and every RFP that comes through the door.
• Steep growth curve: Sell a category-defining, validated product into the accounts with the highest ceiling.
• The Upside: Competitive base + uncapped OTE + an attractive warrants/stock-option program.

Location

Based in Austin, Texas, working from our Austin office. In-office culture, no remote work; this is a global book of business so expect cross-timezone calls and travel to accounts, partners, and RFP presentations as needed.

Hiring Process

• Intro Call (30-45 mins)
• Enterprise Case with CCO: (90 mins)
• Deep Dive interview with Head of Sales (60 mins)
• Interview with CEO (60 mins)
• References & Offer