Senior Enterprise Account Executive

USU GmbH; Boston (MA); Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Hybrid collaboration in Boston

Competitive compensation with uncapped

Medical, dental and vision benefits; ρ

401(k) support

Job summary

USU is seeking a Senior Enterprise Account Executive to win new logos in North America for ITAM and SaaS Management solutions. You will engage CIOs, CFOs and procurement leaders, shaping deals from first contact through contract signature.

You will build a durable pipeline, manage multi-thread stakeholders, and translate technology spend into measurable business outcomes. Willingness to travel domestically is required.

Qualifications

• 7+ years of quota-carrying B2B software or SaaS sales experience, including at least 4 years selling complex solutions into large enterprises.
• Documented new-logo track record with quota attainment and enterprise wins.
• Direct experience selling ITAM, SAM, SaaS Management or related enterprise IT solutions.
• Ability to self-source pipeline and develop a developing territory.
• Executive presence to lead conversations with CIOs, CFOs and senior leaders.
• Experience managing long, multi-stakeholder buying processes including legal, procurement and negotiations.
• Strong command of MEDDPICC as an operating system.

Responsibilities

• Own new-logo revenue. Carry and exceed an ambitious enterprise new-business quota for ITAM and SaaS Management in North America.
• Build pipeline through territory planning, account intelligence, executive outreach, events, partners, and collaboration with BDR and Marketing.
• Run the complete enterprise sales cycle from discovery to business case, validation, negotiation, procurement and close.
• Sell value at executive level by translating software spend transparency, license optimization and risk reduction into measurable outcomes.
• Navigate complex buying groups and develop champions to access the economic buyer.
• Shape evaluation criteria and differentiate USU against competitors.
• Apply MEDDPICC rigorously and maintain governance with a mutual action plan.
• Coordinate deal teams including Sales Engineering, Value Engineering, Legal, Customer Success and executives.
• Forecast with Salesforce and maintain momentum with clear next steps.
• Mentor junior sellers and BDRs to improve win rates and forecast accuracy.

Skills

New-logo sales

Executive presence

Territory planning

Negotiation skills

MEDDPICC

Tools

Salesforce

Job description

Help us transform the world of service and deliver great experiences for our customers via better workflows, collaboration, and information sharing. USU is the leading provider of software and service solutions for IT & Customer Service Management. With over 750 employees at 17 locations across the globe, we look forward to working together to create a better service world.

The world of Information Technology is changing daily, and new technology is reshaping how organizations manage and deliver their services to internal clients. A significant shift in the industry is the increased spend by organizations on Software and Cloud based services. USU has been a global pioneer in the Software Asset Management world for nearly two decades

.

Inspiring customers together for a better service world, whether full-time, part-time or home office. Join us now!

Senior Enterprise Account Executive

Your Mission:

You are a proven enterprise hunter. You know how to create demand, open doors and win complex new-logo business in markets dominated by established competitors. In this role, you will build and convert a strategic North American pipeline for USU’s IT Asset Management (ITAM) and SaaS Management portfolio. You will engage CIO, CFO, ITAM/SAM, Procurement and Finance leaders, connect operational challenges to measurable business outcomes, and lead opportunities from first contact through contract signature.

This is not an account management or farming role. Your primary mandate is to win new enterprise customers and establish USU as a strategic alternative in the North American IT management market.

What you will do:

• Own new-logo revenue. Carry and exceed an ambitious enterprise new-business quota for ITAM and SaaS Management in North America.

• Build pipeline, not just manage it. Create a durable, high-quality pipeline through disciplined territory planning, account intelligence, executive outreach, events, partners, and close collaboration with BDR and Marketing.

• Run the complete enterprise sales cycle. Lead opportunities from targeted prospecting and insight-led discovery through business case, validation, negotiation, procurement and close.

• Sell value at executive level. Translate software spend transparency, license optimization, SaaS cost control, compliance and risk reduction into CFO- and CIO-relevant outcomes.

• Navigate complex buying groups. Multi-thread across ITAM/SAM, CIO, CFO, Procurement, Finance, Security, Legal and enterprise architecture; develop champions and gain access to the economic buyer.

• Shape the evaluation. Influence decision criteria early, differentiate USU against established competitors and lead competitive displacement opportunities with a clear point of view.

• Apply MEDDPICC rigorously. Use qualification as a true deal-management discipline, including metrics, economic buyer access, decision process, paper process, pain, champion and competition.

• Create mutual accountability. Establish a Mutual Action Plan early in the sales process and use it to maintain momentum, transparency and customer commitment.

• Orchestrate the deal team. Coordinate Sales Engineering, Value Engineering, Product, Legal, Customer Success, executives and partners around a coherent win strategy.

• Forecast with precision. Keep Salesforce complete and current, maintain clear next steps and deliver evidence-based forecasts.

• Raise the bar. Share market intelligence, lead structured win/loss learning and mentor less experienced sellers and BDRs through example.

What you bring:

• 7+ years of quota-carrying B2B software or SaaS sales experience, including at least 4 years selling complex solutions into large enterprises.

• A documented new-logo track record, including repeated quota attainment or overachievement and meaningful enterprise wins in competitive situations.

• Direct experience selling IT Asset Management, Software Asset Management, SaaS Management, FinOps, technology spend management or a closely related enterprise IT solution.

• Demonstrated ability to self-source pipeline and create opportunities in a developing territory; you do not rely solely on inbound demand or BDR-generated meetings.

• Executive presence and business acumen to lead credible conversations with CIOs, CFOs and senior Procurement, Finance and IT leaders.

• Experience managing long, multi-stakeholder enterprise buying processes, including security, legal, procurement and complex commercial negotiations.

• Strong command of MEDDPICC or a comparable enterprise qualification methodology, applied as an operating system rather than a checklist.

• Ability to build quantified business cases and articulate value in terms of cost optimization, risk reduction, compliance, productivity and decision quality.

• Resilience, ownership and disciplined follow-through; you qualify hard, learn from losses and protect forecast integrity.

• Excellent written and verbal English communication skills and willingness to travel domestically, with occasional international travel.

Strong advantages:

• Deep knowledge of ITAM/SAM and SaaS Management buyers, use cases, metrics and market dynamics.

• Experience competing against vendors such as Flexera, ServiceNow or other IT management and technology-spend platforms.

• An established network among North American enterprise IT, software asset, procurement or technology-finance leaders.

• Experience selling in a global software company and collaborating across time zones and functions.

• Proficiency with Salesforce and modern prospecting, intent-data and sales-engagement tools, including responsible use of AI for research and personalization.

How you will sell:

• Insight before demo. You begin with the customer’s business priorities, spend profile and risk—not with a product tour.

• Land with vision, expand with proof. You win the initial decision through a strategic value narrative and build the foundation for measurable expansion.

• Trust-based enterprise selling. You earn credibility through preparation, honest qualification, active listening and commercial integrity.

• Business case over feature list. You connect ITAM and SaaS Management capabilities to measurable outcomes that withstand executive and procurement scrutiny.

• One accountable deal team. You lead internal contributors with a clear win strategy, roles, milestones and customer commitments.

How success will be measured

• New-logo bookings and quota attainment.

• Self-generated and team-generated pipeline coverage and quality.

• Conversion, competitive win rate and sales-cycle progression.

• Forecast accuracy and Salesforce discipline.

• Executive access, multi-threading and business-case quality.

• Contribution to repeatable N.A. territory and market-development

Why USU:

USU helps enterprises gain control over complex IT environments and technology spend. Our ITAM and SaaS Management solutions enable organizations to improve transparency, optimize software and SaaS costs, reduce compliance exposure and make better technology decisions. You will join an international software company with an established enterprise customer base, deep domain expertise and a clear ambition to accelerate growth in the United States.

• Competitive base salary and uncapped variable compensation.

• Comprehensive medical, dental and vision benefits, paid time off and 401(k) support.

• Hybrid collaboration with the N.A. team in Boston.

• Direct access to experienced Sales Engineering, Value Engineering, Product and executive resources.

• The opportunity to shape a high-priority North American growth market and build a visible enterprise sales legacy.

Equal opportunity

USU is an equal opportunity employer. We value diverse perspectives and consider qualified applicants without regard to race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity or any other status protected by applicable law.

HR Department
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Location:
Qualification:
Job Type:
Job ID:

• Boston
• Mid Level
• Full-Time
• 5122