Strategic Enterprise Account Executive (Remote)

Willow; Texas, United States; Remote; USD 260,000 - 290,000; Full time

Benefits offered by this job

Remote work

Travel expenses covered

Generous benefits package

Job summary

Willow is hiring an Enterprise Account Executive to lead complex SaaS deals in higher education, healthcare, and related public sectors. You will drive opportunities from discovery to closure, build strong executive relationships, and deliver compelling business cases for IT, facilities, and CFO stakeholders.

The role emphasizes strategic pipeline development, executive engagement, and cross-functional collaboration in a fully remote capacity with occasional in-person customer visits.

Qualifications

• Five to ten years of experience selling complex enterprise SaaS or technology solutions.
• Experience selling into public sector organizations such as public universities, state and local government, airports, or public healthcare systems.
• Familiarity with public sector purchasing processes, including competitive solicitations, budget and funding cycles, cooperative purchasing, and reseller or contract vehicle relationships.
• Experience managing long sales cycles, multiple decision-makers, and complex enterprise procurement requirements.
• The ability to build trust with senior executives, build rapport with technical stakeholders, and connect technical solutions to financial, operational, and strategic priorities.
• Proven ability to independently lead discovery, deliver product demonstrations, develop business cases, and negotiate commercial agreements.
• Excellent written and verbal communication, including concise executive correspondence, compelling proposals, and the ability to explain technical concepts in business terms.
• Strong organization and project management skills, with the discipline to keep complex opportunities moving.
• Proven, hands-on use of AI in your own work and the ability to speak knowledgeably about it with customers.
• Knowledge of building management systems (BMS), building information modeling (BIM), CMMS/IWMS, IoT, smart buildings, energy, construction, or facilities management
• Experience with channel partners, including Carahsoft, Microsoft, and HPE

Responsibilities

• Own the full enterprise sales cycle: Lead opportunities from prospecting and qualification through discovery, demonstrations, business case development, procurement, negotiation, close, and upsell.
• Build pipeline and territory strategy: Identify priority accounts and generate opportunities through outbound, partner, and event motions.
• Lead executive discovery: Engage CFOs, CIOs, facilities executives, operations, energy, sustainability, and capital planning leaders to understand their priorities and establish a compelling reason to act.
• Independently pitch and demonstrate Willow: Connect Willow’s vision and platform capabilities to specific customer challenges through clear presentations and tailored product demonstrations.
• Build credible business cases: Quantify benefits and help customers justify investment within budget constraints and demonstrate measurable outcomes.
• Navigate complex procurement: Understand public sector budget calendars, funding sources, approval requirements, and purchasing pathways. Coordinate RFP responses and work with procurement teams, resellers, and partners to move agreements forward.
• Develop champions and alignment: Build support across stakeholder groups and guide opportunities through IT, security, procurement, and legal reviews.
• Manage deals with discipline: Run each opportunity like a project, coordinating customer stakeholders and internal teams through extended sales cycles. Maintain clear next steps, accurate forecasts, and strong CRM discipline.
• Get in front of customers: Visit customers in person to understand operational realities and build relationships. Expect to travel approximately twice per month.
• Grow customer relationships: Partner with product, engineering, and deployment teams to ensure a successful handover, then stay engaged with customers to drive adoption and expand the account.

Skills

Enterprise SaaS sales

Public sector sales

Public sector procurement

Long sales cycles

Executive selling

Discovery & demos

Executive communication

Organization & PM

AI in sales

BMS knowledge

BIM knowledge

Channel partner experience

Job description

Willow is hiring an Enterprise Account Executive to lead complex SaaS deals in higher education, healthcare, and related public sectors. You will drive opportunities from discovery to closure, build strong executive relationships, and deliver compelling business cases for IT, facilities, and CFO stakeholders.

The role emphasizes strategic pipeline development, executive engagement, and cross-functional collaboration in a fully remote capacity with occasional in-person customer visits.