Enterprise Account Executive (BDM), Corporate - Washington D.C.

Ideals; United States; Sur place; USD 120 000 - 180 000; Plein temps

Résumé du poste

Ideals is expanding its Enterprise VDR sales in Washington, DC, seeking an Enterprise Account Executive (Business Development Manager) to target corporate clients across industries. You will own multi-month, multi-threaded sales cycles and engage C-level executives with consultative approaches.

Role focuses on acquiring new logos and expanding existing accounts, with a compensation mix of base salary and performance-based incentives.

Qualifications

• 4–7 years of demonstrable quota-carrying success in B2B sales.
• Proven track record of managing lengthy or complex enterprise sales cycles.
• Significant experience selling directly to C-level executives (CxOs) and multi-threading within large enterprise organizations.
• Clear understanding of consultative sales methodologies (e.g., MEDDIC/MEDPIC, SPIN, Challenger).
• Native-level proficiency in English.

Responsabilités

• Proactively build and manage a pipeline focused on the acquisition of new strategic enterprise accounts (new logos).
• Conduct solution-based sales engagements, including client meetings, executive presentations, and product demonstrations (face-to-face and virtual).
• Maintain "White Space" analysis and execute strategic initiatives to upsell and cross-sell within the existing customer base.
• Develop and deliver comprehensive business cases that quantify the cost of inaction and address customer priorities, pain points, and ROI.
• Structure, negotiate, and close complex deals, guiding corporate clients step-by-step through enterprise procurement, security compliance, and legal processes.
• Orchestrate multi-threading strategies to navigate enterprise politics, establishing strong relationships with C-Suite executives and key stakeholders across various verticals.
• Keep an accurate track record of personal sales activities in the CRM, including methodical mid- and long-term forecasting.
• Provide relevant customer feedback to the product development team and collaborate with Customer Success, Marketing, and Inbound Sales to maximize revenue and customer satisfaction

Connaissances

Quota-carrying sales

Enterprise sales

C-level engagement

Consultative selling

English proficiency

Formation

Bachelor’s degree

Outils

CRM systems

Description du poste

Get to know us

Ideals is a global B2B SaaS product company recognized as the most highly rated and customer-centric brand in the secure business collaboration market. Trusted by over 2,000,000 users from 300,000 companies globally, we help people run high-stakes processes and make important decisions with less stress, higher quality, and shorter hours.

Ideals Virtual Data Room (VDR): Secure document sharing and collaboration for due diligence, fundraising, corporate reporting, licensing, clinical trials, and other complex transactions.

The role

To support the rapid expansion of the Ideals VDR line of business in Washington, D.C., we are looking for an Enterprise Account Executive (Ideals calls it a Business Development Manager) to focus on our Corporate segment. Unlike our advisory-focused motions, you will sell directly to a wide variety of enterprise corporations across diverse industries (such as energy, pharma, biotech, and telecommunications).

As a quota-carrying strategic seller, your primary goal will be to grow sales and revenue through the acquisition of new strategic enterprise accounts and the expansion of existing ones. You will act as an impactful industry expert, generating demand, navigating complex 6 to 9-month sales cycles, and displacing incumbents by utilizing deep discovery and consultative selling frameworks.

Compensation package: 50% base salary; 50% performance-based variable.

Why Ideals?

• High trust from sales peers: Great Place To Work® Certified in the US and the UK (2026). You’ll join a team of 25+ Key Accounts teammates in the US and Canada.

• Growth opportunity: Accelerate your growth with a bootstrapped SaaS that’s scaled revenue 4x (5x more projected in the next 5 years) with our flagship VDR product.

• Proven track record: Be part of an established org with over 18 years in the VDR business, 30% + YoY revenue growth, powering 10%+ of global M&A activity.

What you will do

• Proactively build and manage a pipeline focused on the acquisition of new strategic enterprise accounts (new logos)

• Conduct solution-based sales engagements, including client meetings, executive presentations, and product demonstrations (face-to-face and virtual)

• Maintain “White Space” analysis and execute strategic initiatives to upsell and cross-sell within the existing customer base

• Develop and deliver comprehensive business cases that quantify the cost of inaction and address customer priorities, pain points, and ROI

• Structure, negotiate, and close complex deals, guiding corporate clients step-by-step through enterprise procurement, security compliance, and legal processes

• Orchestrate multi-threading strategies to navigate enterprise politics, establishing strong relationships with C-Suite executives and key stakeholders across various verticals

• Keep an accurate track record of personal sales activities in the CRM, including methodical mid- and long-term forecasting

• Provide relevant customer feedback to the product development team and collaborate with Customer Success, Marketing, and Inbound Sales to maximize revenue and customer satisfaction

What you bring

• 4–7 years of demonstrable quota-carrying success in B2B sales

• Proven track record of managing lengthy or complex enterprise sales cycles

• Significant experience selling directly to C-level executives (CxOs) and multi-threading within large enterprise organizations

• Clear understanding of, and practical experience with, consultative sales methodologies (e.g., MEDDIC/MEDPIC, SPIN, Challenger)

• 4-year university degree (bachelor’s)

• Exceptional business communication skills, enabling you to execute executive storytelling, challenge the status quo, and handle complex contracting negotiations

• High learning agility, analytic thinking, and commercial curiosity to quickly grasp the nuances of various corporate industries

• High AI fluency and advanced CRM tracking skills

• Native-level proficiency in English

Nice to have

• Fluency in an additional language

• Background in SaaS, financial technology, or information security sectors

• Familiarity with enterprise M&A use cases and corporate compliance workflows

Our assessment process

• Screening call with the Talent Acquisition Specialist (40 mins)

• Hiring Manager interview & Cold Call Role-Play (60 mins)

• Discovery Role-Play Presentation with the Hiring Manager (60 mins – requires preparation beforehand to build a business case for a target Fortune 500 company)

• Competency-based interview (CBI) (60 mins)