Key Account Executive

CoLab; United States; Remote; USD 200,000 - 2,000,000; Full time

Benefits offered by this job

Stock options

Extended health benefits

Unlimited vacation

Retirement savings plan

Job summary

CoLab, the AI platform for engineering decision support, seeks a Key Account Executive (Enterprise Sales) focused on Europe’s largest accounts. You will drive revenue by closing $200K–$2M+ deals, identify expansion opportunities, and collaborate with Marketing, Sales Development, and Customer Success to strategize on enterprise opportunities.

You will build strategic relationships, lead discovery with multiple personas, and manage complex procurement processes to deliver design-automation

Qualifications

• 5+ years of enterprise SaaS sales experience with a track record closing contracts from $200K to $2M+.
• Experience selling into large organizations (10,000+ employees) with multi-stakeholder cycles.
• Strong consultative selling and solution-based approach in technical industries (industrial equipment, automotive, aerospace, etc.).
• Ability to manage a growing pipeline and follow-up to progress deals in a timely manner.
• Comfortable with ambiguity and aligning internal resources to close complex enterprise deals.
• Excellent communication and negotiation skills with senior decision-makers.
• Proficient in Salesforce for pipeline and forecast management.

Responsibilities

• Lead Enterprise Sales Strategy for top enterprise accounts (10,000+ employees) and drive long-term relationships.
• Manage high-value deals ($200K–$2M+) through complex procurement with multiple decision-makers.
• Conduct detailed discovery with engineering leaders, procurement, and executives to tailor CoLab solutions.
• Build strategic relationships across target accounts to drive expansion opportunities.
• Collaborate on proposals, negotiate terms, and manage the deal process from contact to close.
• Partner with Customer Success, Product, and Marketing to ensure seamless handoffs.
• Maintain a robust pipeline and provide regular progress/forecast updates.
• Drive expansions and renewals to increase customer lifetime value (CLV).
• Develop territory and account plans for large enterprises.

Skills

Enterprise SaaS sales

Large account selling

Consultative selling

Pipeline management

Sales negotiations

Salesforce proficiency

Cross-functional collaboration

Self-motivation

Tools

Salesforce

Job description

At CoLab, we help mechanical engineering teams bring life-changing products to market years sooner.

CoLab is the AI platform for driving stronger engineering decisions. Every design review in CoLab builds a knowledge repository of design feedback, decisions, and lessons learned - which AI agents draw from to flag issues on future designs before they compound. The more your team works in CoLab, the smarter it gets and the faster you arrive at the ideal design. Companies like Ford, Komatsu, and Johnson Controls use CoLab to catch issues earlier, eliminate rework cycles, and bring products to market faster.

Founded in St. John's, Newfoundland, CoLab has grown quickly from our first customer in 2019 to a rapidly scaling company. We've recently been recognized on Deloitte's Fast 50 and Fast 500, and named a Canadian company to watch by The Globe and Mail and Financial Post.

As a Key Account Executive (Enterprise Sales), you'll focus on CoLab's largest accounts in Europe, engaging with senior engineering leaders in large enterprises. Your primary responsibility will be to drive revenue growth by closing deals in the $200K to $2M+ range, while also identifying expansion opportunities within these enterprise clients. You will work closely with marketing, sales development, and customer success teams to strategize on enterprise deals, ensuring we maintain strong relationships with our top accounts.

This is an opportunity to make a significant impact by driving CoLab's growth at the enterprise level, working with some of the world's most respected companies.

Job Responsibilities

• Lead Enterprise Sales Strategy: Own and execute the sales strategy for CoLab's top enterprise accounts (10,000+ employees), driving long-term relationships and delivering solutions for large-scale engineering organizations.
• Manage High-Value Deals: Lead and close enterprise deals ranging from $200K to $2M+ with large organizations, navigating complex procurement processes and multiple decision-makers.
• Discovery & Solution Selling: Conduct detailed discovery with multiple personas (engineering leaders, procurement teams, and executives) to understand their pain points and business goals. Provide consultative recommendations on how CoLab can optimize their design processes and reduce time-to-market.
• Build Strategic Relationships: Establish and nurture relationships with key stakeholders across target accounts to drive ongoing engagement and opportunities for account expansion.
• Collaborate on Proposals & Negotiations: Work with the sales team to create customized proposals, negotiate contract terms, and manage the deal process from initial contact through to close.
• Work Cross-Functionally: Partner with the Customer Success, Product, and Marketing teams to ensure seamless handoff of new customers and align on product development needs based on customer feedback.
• Pipeline Management: Effectively manage a pipeline of high-value enterprise accounts to hit quarterly and annual sales targets. Provide regular updates on progress and forecast accuracy.
• Expansion & Renewals: Collaborate with the Customer Success team on account expansions and contract renewals to increase customer lifetime value (CLV).
• Enterprise Account Planning: Develop territory and account plans for large enterprises to identify opportunities, track progress, and optimize resource allocation.

Qualifications

• 5+ years of experience in enterprise SaaS sales with a proven track record of closing high-value contracts (ranging from $200K to $2M+).
• Experience selling into large organizations (10,000+ employees) and managing complex, multi-stakeholder sales cycles.
• Strong consultative selling and solution-based approach, particularly in industries like industrial equipment, automotive, aerospace, or similar highly technical sectors.
• Ability to manage a growing pipeline of high-value enterprise opportunities, ensuring effective follow-up and timely progression of deals.
• Comfortable with ambiguity: Ability to navigate complex enterprise sales cycles and align internal resources to close deals.
• Strong communication and negotiation skills, with the ability to influence and persuade senior decision-makers in large organizations.
• Experience using Salesforce to manage pipeline and forecast deals with accuracy and attention to detail.
• Team player with the ability to collaborate across departments to ensure alignment on customer needs and business objectives.
• Self-motivated and driven to exceed sales targets and grow enterprise accounts.
• Experience in manufacturing is a plus.

Compensation

This is a full-time, permanent position with a competitive compensation package, including stock options.

Benefits

This role offers extended health and benefits coverage, unlimited paid vacation, and retirement savings assistance.

Remote/Hybrid Work

Our HQ is located in St. John's, NL, Canada. This role offers flexibility to work remotely from anywhere in Germany, Switzerland, Sweden, or the UK.

This position will require occasional travel for on-site team meetings in Newfoundland Canada, at least twice per year (primarily in December and June) in addition to occasional travel to off sites. We recognize that travel can involve personal commitments, and we strive to accommodate individual circumstances, however the expectation is that travel to, and attendance at, the majority of these events is mandatory. Details about travel arrangements and covered expenses will be discussed during the hiring process.