Midmarket Account Executive, Global Expansion Sales

Autodesk; Denver (CO); Remote; USD 152,000 - 272,000; Full time

Job summary

Autodesk is hiring a Midmarket Account Executive for Global Expansion Sales. You will own growth across ~75 named Autodesk customers, proactively generating pipeline and expanding Autodesk into additional teams and use cases across your portfolio.

You will balance portfolio coverage with the ability to create six-figure opportunities, collaborating with Technical Sales, Customer Success, Marketing and Partners, while maintaining accurate forecasts in Salesforce.

Qualifications

• 7+ demonstrated success in quota-carrying B2B technology, SaaS, cloud or enterprise software sales.
• Proven ability to prospect and create pipeline beyond inbound opportunities.
• Experience closing expansion, cross-sell or upsell within named accounts.
• Track record of six-figure software or technology opportunities.
• Strong discovery, qualification, and value-selling skills.
• Ability to manage multiple opportunities and prioritize accounts.
• Comfort with CRM, pipeline management and sales tools.

Responsibilities

• Develop and execute an expansion strategy across a portfolio of named Midmarket customers.
• Identify whitespace and proactively create pipeline.
• Self-generate qualified pipeline through consistent prospecting.
• Establish relationships with new buyers and buying centers.
• Prioritize accounts using data, signals and business events.
• Collaborate with cross-functional teams to accelerate growth.
• Drive six-figure opportunities from discovery to close.
• Maintain disciplined Salesforce practices and accurate forecasts.

Skills

Quota carrying sales

Prospecting and pipeline creation

Expansion sales within named accounts

Six-figure deals

Negotiation and closing

CRM proficiency

Cross-functional collaboration

Tools

Salesforce

Clari

6sense

ZoomInfo

Job description

Locations

We are investing in remote Midmarket Field Sales roles across the United States.

Autodesk's story

The world’s innovators, designers, engineers, builders and creators trust Autodesk to help them design and make a better world for all. Autodesk’s Design and Make Platform empowers customers to transform how they work through cloud-connected technology, automation, AI, data and insights. From the buildings and infrastructure around us to the products we use and the entertainment that inspires us, Autodesk technology helps our customers design and make the world around us. Our customers are navigating significant change, including sustainability pressures, labor and supply-chain challenges, rapid technological advancement and increasing digital complexity. Global Expansion Sales helps them unlock greater value from Autodesk by uncovering new opportunities, expanding adoption and connecting Autodesk solutions to their most important business priorities.

Position Overview

As a Midmarket Account Executive in Global Expansion Sales, you will own growth across a portfolio of approximately 75 named Autodesk customers. This is a proactive expansion role with a strong hunter mindset. You will identify whitespace, self-generate qualified pipeline, build relationships with new buyers and expand Autodesk into additional teams, workflows, use cases and solution areas across your portfolio. You will combine account insight, data and sales signals to prioritize where you spend your time, balancing disciplined portfolio coverage with the ability to create and progress meaningful six-figure commercial opportunities. Success will be measured through expansion revenue, qualified pipeline creation, customer penetration, conversion of whitespace, sales execution and forecast accuracy.

Responsibilities

• Develop and execute an expansion strategy across your assigned portfolio of named Midmarket customers.


• Proactively identify whitespace across users, teams, workflows, business priorities and Autodesk solution areas.


• Self-generate qualified pipeline through consistent prospecting and opportunity creation within existing customer relationships.


• Establish relationships with new contacts, influencers, decision-makers and buying centers.


• Use customer data, market insight, product signals and business events to prioritize accounts and opportunities.


• Use CRM, intent data, account intelligence and AI-enabled sales tools responsibly to prioritize customers, deepen research and improve sales preparation and execution.


• Discover new use cases and connect Autodesk capabilities to meaningful customer business outcomes.


• Create, progress and close six-figure opportunities through strong discovery, qualification, value selling and commercial execution.


• Drive cross-sell, upsell and competitive displacement opportunities.


• Manage the full sales cycle from discovery through negotiation and close, maintaining pace across multiple concurrent opportunities.


• Create compelling value propositions and business cases appropriate to the customer opportunity.


• Collaborate with Technical Sales, Customer Success, Marketing, Partners and other Autodesk teams to accelerate growth.


• Maintain disciplined Salesforce practices, healthy pipeline coverage and accurate forecasts.


• Continuously learn from successful plays and apply those insights across the portfolio.

What success looks like

Consistent achievement of expansion targets; healthy self-generated pipeline; increased penetration of Autodesk solutions; expansion into new buying centers, teams and workflows; successful creation and conversion of six-figure opportunities; competitive wins; strong CRM discipline; and accurate forecasting.

Minimum Qualifications

• 7+ demonstrated success in quota-carrying B2B technology, SaaS, cloud or enterprise software sales.


• Proven ability to prospect and create pipeline rather than relying solely on inbound opportunities.


• Experience identifying and closing expansion, cross-sell or upsell opportunities within named accounts.


• Experience progressing meaningful six-figure software, SaaS or technology opportunities, or comparable commercial complexity.


• Strong discovery, qualification, value-selling, negotiation and closing skills.


• Ability to prioritize effectively across a broad named-account portfolio and manage multiple opportunities simultaneously.


• Strong commercial judgment and ability to create urgency appropriately.


• Demonstrated fluency with CRM, pipeline management, account intelligence and sales productivity tools. Experience with Salesforce, Clari, 6sense, ZoomInfo or comparable platforms is valued.


• Strong written, verbal and virtual customer-engagement skills.


• Demonstrated ability to collaborate across a matrixed organization.

Preferred Qualifications

• Experience selling within Autodesk’s Design and Make industries.


• Experience with named-account, midmarket or digitally enabled enterprise selling.


• Experience with value-based or consultative sales methodologies.


• Experience competing for and displacing incumbent technology.

How We Work At Autodesk

At Autodesk, we work as One Autodesk and bring our One ORBIT values to life every day: Optimistic, Relentless, Brave, Ingenious and Trusted. In this role, that means collaborating across Autodesk, creating growth with urgency and building trusted customer relationships.

About Autodesk

Welcome to Autodesk! Amazing things are created every day with our software – from the greenest buildings and cleanest cars to the smartest factories and biggest hit movies. We help innovators turn their ideas into reality, transforming not only how things are made, but what can be made. We take great pride in our culture here at Autodesk – it’s at the core of everything we do. Our culture guides the way we work and treat each other, informs how we connect with customers and partners, and defines how we show up in the world. When you’re an Autodesker, you can do meaningful work that helps build a better world designed and made for all. Ready to shape the world and your future? Join us!

Benefits

• From health and financial benefits to time away and everyday wellness, we give Autodeskers the best, so they can do their best work. Learn more about our benefits in the U.S. by visiting https://benefits.autodesk.com/

Salary transparency

Salary is one part of Autodesk’s competitive compensation package. For U.S.-based sales roles, we expect a starting On-Target Earnings (OTE) between $151,900 and $272,250. OTE is comprised of base salary plus commission target for sales roles. Offers are based on the candidate’s experience and geographic location and may exceed this range. In addition to base salaries, our compensation package may include annual cash bonuses, commissions for sales roles, stock grants, and a comprehensive benefits package.

Sales Careers

Working in sales at Autodesk allows you to build meaningful relationships with customers while growing your career. Join us and help make a better, more sustainable world. Learn more here: https://www.autodesk.com/careers/sales

Equal Employment Opportunity

At Autodesk, we're building a diverse workplace and an inclusive culture to give more people the chance to imagine, design, and make a better world. Autodesk is proud to be an equal opportunity employer and considers all qualified applicants for employment without regard to race, color, religion, age, sex, sexual orientation, gender, gender identity, national origin, disability, veteran status or any other legally protected characteristic. We also consider for employment all qualified applicants regardless of criminal histories, consistent with applicable law.

Belonging

We take pride in cultivating a culture of belonging where everyone can thrive. Learn more here: https://www.autodesk.com/company/global-belonging

In-Person Onboarding and Identity Verification

This role may require in-person onboarding and/or in-person ID verification.