Senior Enterprise Account Executive

Tekton Labs; Columbus (OH); On-site; USD 120,000 - 320,000; Full time

Job summary

Tekton Labs is seeking an Enterprise Account Executive with a Player-Coach mindset to drive commercial expansion across North America, including the USA and Canada. You will act as a trusted advisor to CIOs, CTOs, and VPs of Engineering, guiding full-cycle consultative sales from $100k to $1M+ TCV and shaping our GTM strategy.

You will coordinate outbound prospecting with SDRs, orchestrate channel partner ecosystems, and own revenue quotas while refining ICPs and best practices in the Sales

Qualifications

• 6+ years in B2B consultative IT sales.
• Enterprise closing track record: top performer closing $100k–$500k+ TCV.
• Outbound pipeline autogeneration: self-generate ≥40% of active pipeline.
• Mastery of IT commercial models: T&M, Agile squads, staff augmentation, MSPs.
• Sales tech & CRM: advanced HubSpot and sales intelligence tools.
• Fluent English for executive-level communication.

Responsibilities

• Drive full-cycle enterprise sales across Mid-Market and Enterprise segments.
• Own revenue quota and maintain a healthy 4x pipeline coverage.
• Consult with CTOs, CIOs, and VPs of Engineering on tech debt and AI adoption.
• Architect GTM strategies for North America and document ICPs.
• Coordinate outbound with SSAs and SDRs on target accounts and messaging.
• Expand channel ecosystems with global cloud/tech partners.
• Lead complex negotiations (MSAs, SOWs) and manage RFPs/RFIs.
• Maintain pipeline discipline in HubSpot and leverage AI tools.

Skills

Enterprise sales

Deal closing

Outbound prospecting

CRM proficiency

English fluency

Tools

HubSpot CRM

LinkedIn Navigator

Apollo

Job description

At Tekton Labs, we are looking for a high-impact Enterprise Account Executive (EAE) with a \"Player-Coach\" mindset to lead commercial expansion and acquire new Enterprise clients across North America (USA & Canada). In this strategic role, you will act as a Trusted Advisor to C-Level executives, executing full-cycle consultative sales ($100k - $1M+ TCV) while refining our Go-To-Market strategy, aligning outbound SDR prospecting, and orchestrating channel partner ecosystems. If you possess a proven track record in technology B2B sales and aspire to exercise territory ownership with a path toward commercial leadership, this is your opportunity to drive transformation.

Timezone: EST / CST (aligning with USA & Canada markets)

Responsibilities:

• Drive Full-Cycle Enterprise Sales (Hunting): Lead discovery, technical-commercial diagnostics, and deal closure ($100k - $1M+ TCV) across Mid-Market and Enterprise segments.
• Own Revenue Quota: Secure 100% of assigned New Booked Revenue (NBR) targets while maintaining a healthy active pipeline coverage ratio of at least 4x.
• Consult with C-Level Executives: Engage CTOs, CIOs, and VPs of Engineering to map technical debt, legacy migration, and AI adoption challenges to Tekton's solutions portfolio.
• Architect Go-To-Market & Playbooks: Evolve GTM strategies for North American markets, optimize Ideal Customer Profiles (ICPs), and document best practices within the Sales Playbook.
• Orchestrate Outbound Prospecting: Align Strategic Solutions Advisors (SSAs) and SDR teams on target account selection, campaign messaging, and outbound execution.
• Expand Partner Ecosystems: Execute channel sales strategies with global cloud and technology partners to generate a predictable referral revenue stream.
• Structure & Negotiate Contracts: Lead complex legal and commercial negotiations (MSAs, SOWs) for Time & Materials and Fixed Outcome engagements while protecting margin profitability.
• Manage RFPs & RevOps: Lead responses to complex enterprise RFPs/RFIs, maintain pipeline discipline in HubSpot CRM, and leverage AI-driven sales tools to accelerate funnel velocity.

Must have:

• 6+ Years in B2B Consultative IT Sales: Proven experience selling custom software development, IT consulting, Staff Augmentation, or Managed IT Services.
• Enterprise Closing Track Record: Proven history as a Top Biller closing $100k to $500k+ TCV deals and consistently hitting or exceeding annual individual quotas.
• Outbound Pipeline Autogeneration: Demonstrated ability to self-generate at least 40% of active pipeline through direct outbound hunting, networking, and referral channels.
• IT Commercial Model Mastery: In-depth command of Time & Materials (T&M), Agile Squads, Staff Augmentation, and Managed Services contract models.
• Sales Tech & CRM Proficiency: Advanced proficiency with CRM platforms (HubSpot preferred) and modern sales intelligence tools (LinkedIn Sales Navigator, Apollo).
• Bilingual Fluency: Advanced C1/C2 verbal and written command of English, for executive-level communication.

Nice to have:

• Partner & Channel Sales Experience: Track record developing sales through global cloud providers, technology ecosystems, or fintech partners.
• Technical Domain Knowledge: Solid grasp of modern software delivery practices (Agile, DevOps, Cloud Architectures, Data, and AI fundamentals).
• Leadership Ambition: Prior experience launching new verticals, opening geographic territories, or mentoring SDRs with high potential to scale into a commercial leadership role.

Are you interested in this opportunity?