Strategic Account Executive

PTC; United States; Remote; GBP 90,000 - 130,000; Full time

Job summary

Onshape, a PTC SaaS business, seeks a Senior Principal Account Executive to drive revenue growth across Benelux. You will own end-to-end sales cycles, prospect new logos, and lead complex multi-stakeholder transactions in a fast-paced, cloud-native CAD and data management environment.

You will operate with executive buyers and engineers, building territory plans, coordinating with Marketing, and expanding footprints in existing accounts through strategic initiatives and ABM programs.

Qualifications

• Fluent English required.
• Significant experience in B2B SaaS sales, ideally solution/enterprise selling.
• Background in CAD, PLM, engineering software, manufacturing, or similar tech domains is advantageous.

Responsibilities

• Own end-to-end sales cycle from outbound to close.
• Target and develop new strategic/enterprise accounts in Benelux.
• Develop and execute territory/account strategy with pipeline prioritisation.
• Lead BDRs to drive high-quality pipeline.
• Collaborate with Marketing and Strategic Account Executives on ABM initiatives.
• Lead value-based conversations and product demos with technical teams.
• Expand relationships within existing accounts and identify cross-sell opportunities.
• Deliver accurate forecasting and quarterly commits with sales leadership.
• Maintain visibility in Salesforce across opportunities.

Skills

Executive presence

Quota achievement

Strategic selling

Territory planning

Multi-stakeholder selling

Forecasting

Account-based selling

C-Suite engagement

Job description

Onshape (www.onshape.com), a PTC SaaS business, is redefining product development with a fully cloud-native CAD and data management platform built for professional mechanical engineers and designers. As the first and only pure SaaS product design platform, Onshape enables teams to innovate faster, collaborate seamlessly, and eliminate the limitations of legacy CAD systems.

We are seeking a Senior Principal Account Executive to lead high-impact revenue growth across strategic territories within the Benelux region. This role is designed for a seasoned SaaS sales leader who excels in complex, consultative selling and who can operate as a trusted advisor to senior decision-makers within engineering-led organisations.

Your Impact

• Own and drive substantial revenue growth, consistently exceeding annual and quarterly quota within a defined Benelux territory.
• Lead both high-velocity transactions and large, complex, multi-stakeholder solution sales.
• Play a pivotal role in expanding Onshape’s footprint within an entrenched, competitive CAD market.
• Position Onshape as a strategic business platform, not just a design tool, to executive and technical buyers.
• Act as a senior contributor within the EMEA sales organisation, influencing best practices, deal strategy, and territory execution.

The Team

You will be part of an international, high-performing, and collaborative sales organisation operating in a diverse and multicultural environment. You will work closely with colleagues across Europe and partner with PTC teams globally to support both current and future customers.

What You’ll Do

• Own the end-to-end sales cycle, from strategic outbound prospecting and inbound qualification through negotiation and close.
• Identify, target, and develop new strategic and enterprise-level accounts not yet familiar with Onshape, driving new logo acquisition.
• Develop and execute a territory and account strategy across the Benelux region, including target account planning, stakeholder mapping, and pipeline prioritisation.
• Provide leadership and direction to assigned Business Development Representatives (BDRs) to drive aligned, high-quality pipeline creation.
• Partner closely with Marketing and Strategic Account Executives on account-based initiatives, events, and digital campaigns.
• Lead value-based sales conversations and complex product demonstrations in collaboration with Technical Services Engineers, overcoming advanced technical and commercial objections.
• Work with Customer Success to expand and deepen relationships within existing accounts, identifying expansion and cross-sell opportunities.
• Deliver accurate forecasting, pipeline management, and quarterly commits in close coordination with sales leadership.
• Maintain full visibility and discipline across opportunities using Salesforce.

Skills & Attributes

• Outstanding communication and executive presence, with the ability to influence both business and technical stakeholders.
• Demonstrate history of exceptional performance and quota overachievement in demanding sales environments.
• Strategic, analytical, and commercially astute, with strong deal inspection and prioritisation skills.
• Highly autonomous, resilient, and driven, with a strong sense of ownership and accountability.
• Curious, quick to learn, and comfortable mastering complex technical concepts.
• Fluent English is required.
• Significant experience in B2B SaaS sales, ideally within solution or enterprise selling environments.
• Proven success selling technical products into established, competitive, or traditionally conservative markets.
• Strong track record closing complex, high-value deals, often remotely, with multiple decision-makers.
• Experience presenting to senior executives, clearly articulating and quantifying business value.
• Background in CAD, PLM, engineering software, manufacturing, or similar technical domains is highly advantageous.