(Senior) Enterprise Account Executive

HRS; California; On-site; USD 120,000 - 200,000; Full time

Job summary

HRS, a global leader in business travel intelligence, seeks an Account Executive to drive new logo acquisition and revenue growth for enterprise accounts. You will prospect, qualify, and close high-value deals, engaging executives and economic buyers to demonstrate ROI and alignment with corporate travel, payment, and compliance needs.

You will own the full sales cycle, collaborate with cross-functional teams, and leverage MEDDPICC methodologies to forecast and close deals, while contributing to

Qualifications

• Several years of experience in consultative sales or business development within SaaS or complex solutions.
• Proven experience within the corporate travel ecosystem or adjacent verticals.
• Proven track record of acquiring new enterprise customers and exceeding sales targets.
• Strong consultative selling, negotiation, and closing skills with senior decision-makers.
• Experience building executive stakeholder networks within complex customer organisations, procurement-driven is a plus.
• Analytical mindset with the ability to derive strategic actions from data and insights.
• High level of self-motivation, resilience, and ownership in fast-paced environments.
• Entrepreneurial mindset with drive for continuous improvement and problem-solving.
• Fluent English (spoken and written) is required for global collaboration.

Responsibilities

• Identify, target, and acquire high-value enterprise customers through a consultative, value-driven sales approach.
• Own the end-to-end new business sales cycle — from prospecting and qualification to negotiation and contract signature.
• Identify and engage the economic buyer and senior decision-makers. Position HRS solutions with clear business value and ROI.
• Apply best-practice sales methodologies (e.g. MEDDPICC) to qualify opportunities and drive predictable outcomes.
• Act as a market expert by tracking competitor activity, customer trends, and industry developments.
• Develop strong ROI cases and executive-level pitches that clearly articulate customer value.
• Collaborate closely with solution, delivery, and operational teams to ensure a seamless customer experience.
• Maintain accurate and up-to-date CRM data to support forecasting, reporting, and analytics.

Skills

Consultative sales

SaaS sales

Enterprise sales

Negotiation

Executive engagement

Tools

CRM

Job description

ABOUT HRS

HRS is the global leader in business travel intelligence. Our AI-native Copilot and Connect Platform transforms fragmented travel, payment, and compliance data into real-time decisions — saving enterprises millions and giving CFOs, procurement teams, and travel managers the control they need.

1B+ Business travel transactions processed annually

3,500+ Enterprise clients across 55 countries

35+ Years building the global travel ecosystem

AI-native Copilot & Connect Platform — built for enterprise scale

BUSINESS UNIT

At HRS, we support global fortune 500 companies to get ready for the new work and meetings reality. From finding and booking the best workspaces around the globe to organizing meetings in a simple way. With our end-to-end solution, we manage customer meetings and remote workspaces. From procurement to booking, to payment and expense management, we connect it all. Using our platform, you can access the widest choice of spaces and hotel venues globally, identifying the most suitable ones. Your mission will be to drive the full sales cycle for global corporate travel programmes — from first conversation to signed contract — with the world's most complex, high-value accounts.

MISSION & IMPACT

Mission

As an Account Executive at HRS, you are responsible for acquiring new enterprise customers and driving sustainable revenue growth through new logo acquisition. You act as a strategic sales advisor who can identify the economic buyer, position complex solutions at executive level, and close high-value enterprise deals

Impact

You fuel HRS’s growth by acquiring new enterprise customers and successfully closing complex sales cycles. By positioning HRS’s AI-native Copilot and Connect Platform to C-level stakeholders, you help organizations optimize cost, compliance, and payment processes — while consistently achieving and exceeding revenue targets.

What you'll own:

New Business Acquisition

• Identify, target, and acquire high-value enterprise customers through a consultative, value-driven sales approach.

• Own the end-to-end new business sales cycle — from prospecting and qualification to negotiation and contract signature.

• Identify and engage the economic buyer and senior decision-makers. Position HRS solutions with clear business value and ROI.

Sales Excellence & Market Insight

• Apply best-practice sales methodologies (e.g. MEDDPICC) to qualify opportunities and drive predictable outcomes.

• Act as a market expert by tracking competitor activity, customer trends, and industry developments.

• Develop strong ROI cases and executive-level pitches that clearly articulate customer value.

Collaboration & Account Ownership

• Serve as the primary commercial contact for prospects and new customers, coordinating internal experts as needed.

• Collaborate closely with solution, delivery, and operational teams to ensure a seamless customer experience.

• Maintain accurate and up-to-date CRM data to support forecasting, reporting, and analytics.

Who you are:

• Several years of experience in consultative sales or business development within SaaS or complex solutions.

• Proven experience within the corporate travel ecosystem — including travel management companies (TMCs), travel procurement, travel technology, or adjacent verticals such as expense management or business travel operations.

• Proven track record of acquiring new enterprise customers and consistently exceeding sales targets.

• Strong consultative selling, negotiation, and closing skills with senior decision-makers.

• Experience building and maintaining executive stakeholder networks within complex customer organisations, procurement-driven organization is a plus.

• Analytical mindset with the ability to derive strategic actions from data and insights.

• High level of self-motivation, resilience, and ownership in fast-paced, high-performance environments.

• Entrepreneurial mindset with a strong drive for continuous improvement and problem-solving.

• Fluent English (spoken and written) is required for global collaboration.

Our Hiring Process

Recruiter Call -> Hiring Manager -> Panel Interview -> Bar Raiser

The market is ready. The platform is built. Now we need the people to close it.

A genuinely differentiated platform Our AI Copilot and Connect Platform isn't a feature add-on. It's a new operating layer for enterprise travel and payments. You'll be selling something that stands up to scrutiny.

Real earning potential Enterprise AE comp at HRS is tied directly to the deals you close. High performance is recognised and there's no ceiling on what a top performer earns.

35 years of infrastructure, startup urgency The credibility and global reach of an established enterprise player with the ownership culture of a company still building its best chapter.

Impact at scale Every deal you close changes how a global organisation manages travel, spend, and compliance for thousands of people. The outcomes are real and measurable.

Join HRS to shape the future of business travel and meetings, empowered by a culture of growth and setting new industry standards worldwide.