Senior Field Sales Executive, North America Enterprise

Wolters Kluwer; Texas; À distance; USD 90 000 - 157 000; Plein temps

Résumé du poste

Wolters Kluwer, in a remote-capable role, seeks an Enterprise Account Executive to drive growth across North America, targeting Fortune 1000 organizations. You will blend account management, new logo acquisition, and demand generation, guiding opportunities from discovery to contract execution.

Open executive conversations and build multi-level relationships across EHS, Operational Risk, and Control of Work programs.

Qualifications

• Proven experience selling enterprise software solutions to large organizations.
• Demonstrated success closing complex, multi-million-dollar software transactions.
• Experience managing long enterprise sales cycles with multiple stakeholders.
• Strong executive presence and ability to influence senior leaders.
• Track record building pipeline via self-generated opportunities, account expansion, and inbound demand.
• Experience developing proposals, commercial agreements, and contract negotiations.
• Strong collaboration skills and ability to lead cross-functional pursuit teams.
• Experience using structured sales methodologies such as Challenger, MEDDPICC, or similar.
• Proficiency with Salesforce CRM and sales forecasting processes.
• Willingness and ability to travel 30–40%.

Responsabilités

• Develop territory strategy balancing expansion within existing accounts and new logos.
• Establish and nurture executive relationships across Operations, EHS, Risk, IT, Finance.
• Own end-to-end sales lifecycle from prospecting to close.
• Lead multi-stakeholder enterprise sales processes with executives and decision-makers.
• Apply Challenger/MEDDPICC to qualify, advance, and close opportunities.
• Create business cases and value propositions aligning with customer objectives.
• Collaborate with BDRs, marketing, and demand-gen to build pipeline.
• Coordinate with partners and internal teams to ensure a seamless buyer journey.
• Maintain Salesforce data, forecast, and communicate deal status and risk.

Description du poste

Permanent remote role, preferred candidate will be located in Texas, US or Canada.

About the Role

Enablon is seeking a high-performing Enterprise Account Executive to drive growth within large, complex organizations across North America. This role blends strategic account management, new logo acquisition, and demand generation, with responsibility for an assigned territory consisting of named accounts, greenfield opportunities, and inbound leads.

The successful candidate will excel at opening executive-level conversations within Fortune 1000 organizations, identifying opportunities to transform Environmental, Health & Safety (EHS), Operational Risk, and Control of Work programs through technology-driven solutions. This is a consultative sales role focused on navigating complex buying environments, building multi-level relationships, and leading high-value software opportunities from initial engagement through contract execution.

Key Responsibilities

Business Development & Account Growth

• Develop and execute a territory strategy that balances expansion within existing accounts, new logo acquisition, and qualification of inbound opportunities.
• Establish and nurture relationships with executive stakeholders across Operations, EHS, Risk, IT, Digital Transformation, and Finance functions.
• Identify and create opportunities for enterprise-wide transformation initiatives related to EHS, Operational Risk Management, and Control of Work.
• Build and maintain a healthy pipeline capable of delivering and exceeding assigned revenue targets.

Opportunity Management

• Own the entire sales lifecycle, from prospecting and discovery through proposal development, negotiation, and contract closure.
• Lead complex, multi-stakeholder enterprise sales processes involving technical, operational, commercial, and executive decision-makers.
• Apply consultative sales methodologies, including Challenger Selling and MEDDPICC, to qualify, advance, and close opportunities.
• Develop compelling business cases and value propositions that align Enablon solutions with customer strategic objectives.

Demand Generation & Territory Development

• Create and execute targeted prospecting strategies for strategic accounts and industry segments.
• Partner closely with Business Development Representatives (BDRs), marketing, and demand generation teams to build and execute campaigns that generate qualified pipeline.
• Leverage industry events, customer referrals, partner ecosystems, and executive networking to create new opportunities.

Cross-Functional Collaboration

• Collaborate with Solution Consultants, Industry Specialists, Customer Success, and Professional Services teams throughout the sales cycle.
• Work with strategic partners and internal stakeholders to develop proposals, statements of work, and business cases.
• Coordinate internal resources to ensure a seamless customer experience throughout the buying journey.

Forecasting & Operational Excellence

• Maintain accurate opportunity, account, and activity information within Salesforce CRM.
• Provide timely and accurate forecasting and communicate changes in deal status, risk, and upside opportunities to leadership.
• Conduct Quarterly Business Reviews (QBRs) and territory reviews that outline strategy, pipeline health, account plans, and growth opportunities.
• Ensure consistent adherence to sales processes, forecasting discipline, and reporting requirements.

Required Qualifications

• Proven experience selling enterprise software solutions to large organizations.
• Demonstrated success closing complex, multi-million-dollar software transactions.
• Experience managing long, enterprise-level sales cycles involving multiple stakeholders and decision makers.
• Strong executive presence with the ability to engage and influence senior business and operational leaders.
• Track record of building pipeline through a combination of self-generated opportunities, account expansion, and inbound demand.
• Experience developing and delivering proposals, commercial agreements, and contract negotiations.
• Strong collaboration skills and the ability to lead cross-functional pursuit teams.
• Experience utilizing structured sales methodologies such as Challenger, MEDDPICC, or similar frameworks.
• Proficiency with Salesforce CRM and sales forecasting processes.
• Willingness and ability to travel approximately 30–40%.

Preferred Qualifications

• Experience selling EHS, ESG, Operational Risk Management, Control of Work, Industrial Software, SaaS, or related enterprise platforms.
• Knowledge of industries such as manufacturing, chemicals, energy, life sciences, utilities, mining, construction, or other asset-intensive sectors.
• Experience working with consulting, systems integration, or technology partners within enterprise sales opportunities.

What Success Looks Like

• Consistently achieves or exceeds quota objectives.
• Builds strong executive-level relationships within Fortune 1000 organizations.
• Maintains a healthy pipeline and predictable forecast.
• Successfully drives strategic transformation conversations that result in enterprise software investments.
• Demonstrates ownership, accountability, and collaboration throughout the customer lifecycle.

This role offers the opportunity to directly impact how leading organizations manage risk, improve operational performance, and protect their workforce through digital transformation. It is ideal for a driven enterprise seller who thrives in complex sales environments and enjoys both creating and closing opportunities.

Our Interview Practices

To maintain a fair and genuine hiring process, we kindly ask that all candidates participate in interviews without the assistance of AI tools or external prompts. Our interview process is designed to assess your individual skills, experiences, and communication style. We value authenticity and want to ensure we’re getting to know you—not a digital assistant. To help maintain this integrity, we ask to remove virtual backgrounds and include in-person interviews in our hiring process. Please note that use of AI-generated responses or third-party support during interviews will be grounds for disqualification from the recruitment process.

Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.

Compensation:

$89,600.00 - $157,000.00 USD

Compensation range listed is based on primary location of the position. Actual base salary offer is influenced by a wide array of factors including but not limited to skills, experience and actual hiring location. Your recruiter can share more information about the specific offer for the job location during the hiring process.

Additional Information :

Wolters Kluwer offers a wide variety of competitive benefits and programs to help meet your needs and balance your work and personal life, including but not limited to: Medical, Dental, & Vision Plans, 401(k), FSA/HSA, Commuter Benefits, Tuition Assistance Plan, Vacation and Sick Time, and Paid Parental Leave. Full details of our benefits are available upon request.