Enterprise Account Executive - Boston

Ideals; United States; On-site; USD 110,000 - 190,000; Full time

Job summary

Ideals in Boston seeks a Business Development Manager / Enterprise Account Executive to target corporate accounts across industries, selling directly to C‑level executives and navigating multi‑month cycles. You will build a robust pipeline and drive new logos while expanding existing relationships.

You will conduct solution‑based engagements, present to executives, and collaborate with Customer Success, Marketing, and Inbound Sales to maximize revenue and customer satisfaction in a fast‑growing

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, and practical experience with, consultative sales methodologies (e.g., MEDDIC/MEDPIC, SPIN, Challenger).
• 4‑year university degree (bachelor’s).
• Exceptional business communication skills, enabling executive storytelling and complex contracting negotiations.

Responsibilities

• Proactively build and manage a pipeline focused on acquiring 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 upsell/cross‑sell within existing customers.
• Develop and deliver business cases that quantify ROI and address customer priorities.
• Structure, negotiate, and close complex deals through enterprise procurement, security, and legal processes.
• Navigate enterprise politics and build relationships with C‑Suite executives across verticals.
• Maintain accurate CRM records and perform long‑term forecasting.
• Provide customer feedback to product, collaborate with Success, Marketing, and Inbound Sales to maximize revenue.

Skills

Quota‑carrying sales

Executive engagement

CRM tracking

MEDDIC/MEDPIC

Education

Bachelor’s degree

Tools

CRM software

Job description

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 Ideals’ rapid growth in the US, we are looking for our first Business Development Manager / Enterprise Account Executive to focus on our Corporate segment in Boston. You’ll join a team of 20+ Key Accounts teammates in the US. 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, you will grow revenue, acquiring new enterprise accounts and expanding existing ones. You will act as an impactful industry expert, generating demand, navigating complex 6- to 9‑month sales cycles, and often displacing incumbent vendors through deep discovery and consultative selling.

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

Why Ideals?

• High trust from sales peers: Ideals ranks among the Top 10% of companies on RepVue, as rated by sales professionals. Great Place To Work Certified in the US and the UK (2026). Expect strong Sales Enablement, RevOps, Marketing support, and a structured onboarding ramp.

• Market‑leading position: Be part of an established org with 18+ years in the VDR business, powering 10%+ of global M&A activity, with a 31% CAGR against competitors’ 11%.

• Real growth trajectory: Join a profitable bootstrapped SaaS targeting 5x revenue growth and unicorn status in the next five years.

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, analytical 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)