Enterprise Account Executive

Job description

ABOUT US Join us in building the leading AI-Powered Mission Control for Corporate Travel. Some of the world's most recognizable companies, representing over $4T in market value, rely on Clarasight's software to reduce risks, save costs, protect revenues, and manage emissions aligned with business objectives and sustainability goals. ABOUT YOU - You are passionate about corporate travel, sustainability, and how modern software — especially data- and AI-enabled platforms — can reshape how large organizations make decisions. - You thrive in complex, consultative sales environments where problems are not fully defined, stakeholders are diverse, and value must be discovered — not just pitched. You are comfortable engaging senior executives, navigating ambiguity, and building conviction through insight, data, and clear business narratives. - You are energized by early-stage, high-growth companies where ownership is real, feedback loops are tight, and your work directly shapes the company's trajectory. ABOUT THE ROLE - We are looking for a strategic sales professional to help drive Clarasight's growth across the enterprise. - You will own the full sales cycle for complex, high-impact enterprise opportunities — partnering with senior leaders across travel, procurement, finance, sustainability, and operations to help them reimagine how travel is managed and optimized. - You will operate at the intersection of customer strategy, product value, and market insight: shaping deals, influencing product direction, and helping define how Clarasight wins in the enterprise. KEY RESPONSIBILITIES Own the Enterprise Sales Cycle - Own and drive complex enterprise sales cycles from initial discovery through close and expansion. - Engage senior executive stakeholders to uncover strategic priorities, pain points, and success criteria. - Translate ambiguous customer needs into clear value propositions, business cases, and solution narratives. - Position Clarasight as a trusted, long-term partner — not just a software vendor. Enterprise Selling & Value Creation - Lead discovery conversations that go beyond surface-level requirements to uncover real economic and operational drivers. - Develop compelling ROI narratives tied to cost, efficiency, sustainability, and decision quality. - Guide customers through change management, stakeholder alignment, and buying complexity. - Navigate multi-threaded deals involving procurement, legal, finance, IT, and executive sponsors. - Balance urgency and patience in long, strategic sales cycles. Cross-Functional Partnership & Market Feedback - Collaborate closely with Customer Success, Product, and Data teams to ensure smooth handoffs and strong customer outcomes. - Build and refine repeatable enterprise sales motions, messaging, and playbooks. - Act as a voice of the market, feeding customer insights, objections, and competitive signals back into product and go-to-market strategy. YOU'LL BE A GREAT FIT IF YOU… - Have 7–12+ years of experience in enterprise B2B sales, strategic accounts, or solution-led selling within SaaS, data, or analytics platforms. - Have a proven track record selling complex, high-ACV solutions to large enterprises. - Are comfortable selling ambiguity — you can lead when the solution is not fully predefined. - Have strong business and analytical fluency: you understand how data, metrics, and analytics drive executive decision-making. - Can connect product capabilities to real financial and operational outcomes. - Thrive in early-stage environments where ownership, judgment, and speed matter. NICE TO HAVES - Experience selling into corporate travel, procurement, finance, or sustainability buyers. - Background selling AI- or analytics-driven platforms to executive stakeholders. - Experience as an early sales hire at a startup, helping build the playbook rather than inherit one. - Exposure to deals involving procurement, legal, IT, and finance simultaneously. DIVERSE PERSPECTIVES We know that innovation thrives on teams where diverse points of view come together to solve hard problems in ways that are just now possible. As such, we explicitly seek people that bring diverse life experiences, diverse educational backgrounds, diverse cultures, and diverse work experiences. Please be prepared to share with us how your perspective will bring something unique and valuable to our team.