Senior Sales Account Executive

Senior Account Executive – Enterprise B2B Sales & High-Ticket Deals

Position Type: Full-Time, Contract, Remote

Working Hours: U.S. Eastern Time (EST)

About the Role

At Pavago, one of our clients is hiring a Senior Account Executive to own the full B2B sales cycle and close complex, high-value deals with senior decision-makers.

This is a true full-cycle sales role — not a position focused solely on working inbound leads.

You’ll be responsible for

• Building and maintaining your own pipeline

• Prospecting and engaging senior decision-makers

• Running discovery calls and product demonstrations

• Managing complex, multi-stakeholder sales cycles

• Negotiating and closing high-ticket B2B deals

• Owning forecasting and revenue targets

If you have a proven track record in enterprise or mid-market B2B sales , consistently hit quota, and are comfortable selling directly to C-suite executives, this role is a strong fit.

What You’ll Own

Full-Cycle B2B Sales

Own the entire sales process from first contact through signed agreement:

• Prospecting

• Qualification

• Discovery

• Product demonstrations

• Proposal development

• Negotiation

• Closing

Build relationships with prospective customers while maintaining momentum throughout complex buying cycles.

Manage multiple high-value opportunities simultaneously and take full ownership of moving qualified deals toward close.

Pipeline Generation & Management

• Build and maintain a healthy pipeline of qualified opportunities.

• Generate new business through proactive prospecting and follow-up.

• Identify target accounts and relevant decision-makers.

• Maintain disciplined follow-up across longer sales cycles.

• Track opportunities, activities, next steps, and deal progression in Pipedrive or similar CRM platforms .

• Maintain accurate pipeline visibility and forecasting.

Enterprise & Executive-Level Selling

Engage directly with

• C-suite executives

• Business owners

• Vice Presidents

• Directors

• Department leaders

• Other key decision-makers and stakeholders

Understand business challenges, strategic priorities, buying motivations, and decision criteria.

Build credibility through consultative, value-driven conversations rather than transactional selling.

Complex Deal Management

• Navigate multi-stakeholder buying processes.

• Identify champions, decision-makers, influencers, and potential blockers.

• Manage longer sales cycles and multiple approval stages.

• Coordinate internal and external stakeholders throughout the deal.

• Maintain momentum through procurement, negotiation, and final approval.

• Develop clear strategies for advancing stalled or complex opportunities.

Discovery, Demonstrations & Value Selling

• Run structured discovery calls to uncover business needs, pain points, priorities, and buying criteria.

• Deliver compelling product demonstrations and sales presentations.

• Tailor presentations to the prospect’s specific business objectives.

• Clearly communicate ROI, business impact, and strategic value.

• Position solutions as investments tied to measurable outcomes rather than simply products or tools.

Negotiation & Closing

• Lead pricing and commercial conversations confidently.

• Handle objections professionally and strategically.

• Negotiate agreements while protecting deal value.

• Identify and address barriers preventing prospects from moving forward.

• Drive opportunities toward clear decisions and signed agreements.

• Maintain strong relationships throughout the closing process.

Account Strategy & Revenue Growth

• Develop account-level strategies for priority opportunities.

• Identify expansion and repeat-business opportunities.

• Understand target markets and buying patterns.

• Prioritize opportunities based on value, probability, and strategic importance.

• Take full ownership of individual revenue performance.

Forecasting & CRM Discipline

Maintain accurate CRM records covering

• Deal stage

• Opportunity value

• Next steps

• Decision-makers

• Expected close dates

• Risks and blockers

• Forecast probability

Provide reliable revenue forecasts and pipeline updates to leadership.

Cross-Functional Collaboration

Partner with

• Marketing

• Product

• Operations

• Leadership

Coordinate internal resources to strengthen proposals, presentations, and deal strategy.

Share prospect feedback and market insights to improve messaging, positioning, and the overall sales process.

Market Intelligence & Competitive Positioning

• Stay informed on competitors, market trends, and customer priorities.

• Understand competitive alternatives prospects may be evaluating.

• Incorporate relevant market insights into sales conversations.

• Position the company effectively in competitive opportunities.

• Share recurring market intelligence with internal stakeholders.

Required Experience & Skills

Non-Negotiables

• 6+ years of B2B sales experience , ideally within enterprise or mid-market environments.

• Proven track record of meeting or exceeding sales quotas .

• Demonstrated experience closing high-value B2B deals .

• Strong experience owning the full sales cycle from prospecting through close .

• Experience selling directly to executives and senior decision-makers.

• Strong understanding of complex, multi-stakeholder sales cycles.

• Experience building and managing your own pipeline.

• Strong CRM experience with Pipedrive or similar platforms .

• Excellent discovery, presentation, negotiation, and closing skills.

• Strong written and verbal English communication.

• Ability to work independently and take ownership in a remote environment.

• Availability to work U.S. Eastern Time hours.

Nice-to-Have Experience

• SaaS sales

• Professional services sales

• High-growth startup experience

• Enterprise account management

• 60–180+ day sales cycles

• Multi-stakeholder enterprise deals

• Consultative or solution-based selling

• Account expansion and upselling

• Experience with Zoom and Googl