Principal Account Executive, Enterprise Accounts

26WD96825

The Account Executive, Enterprise Accounts is a customer-facing sales role responsible for owning and executing growth strategies for large, complex enterprise customers across the UK and EMEA. This role leads sophisticated sales engagements, drives revenue expansion, and manages complex commercial negotiations, often within Enterprise Business Agreement (EBA) or equivalent enterprise frameworks.

The Account Executive acts as a trusted advisor to senior customer stakeholders, applying strong commercial judgement, strategic insight, and industry knowledge to deliver long-term customer value and predictable business growth. The role operates with a high degree of autonomy and requires confidence navigating multi-stakeholder buying groups and extended sales teams.
 

Key Responsibilities

Enterprise Account Growth

• Develop and execute comprehensive growth strategies for assigned enterprise accounts, including senior stakeholder engagement and executive-level business reviews.

• Expand customer adoption across business units, personas, and buying groups within complex enterprise organisations.

Revenue Generation & Expansion

• Drive incremental revenue through upsell, cross-sell, and expansion motions across new, adjacent, and upgraded solutions.

• Support and optimise consumption-based or subscription-based commercial models within enterprise accounts.

Complex Deal Leadership

• Lead the negotiation and closure of complex, multi-stakeholder enterprise agreements, including expansions aligned to renewal or long-term commercial frameworks.

• Navigate complex deal structures in collaboration with Deal Desk, legal, finance, partners, and specialist teams.

Sales Forecasting & Commercial Discipline

• Own pipeline management and forecasting accuracy for enterprise expansion and growth opportunities.

• Apply data-driven judgement to assess deal health, risk, and probability, ensuring predictable outcomes.

Strategic Customer Engagement

• Act as a strategic advisor to executive-level customer stakeholders, aligning solutions to business priorities and outcomes.

• Deliver compelling value propositions through executive storytelling and insight-led engagement.

Account Team Unit (ATU) Collaboration

• Lead co-selling motions with technical specialists, extended sales teams, and partners to design and deliver impactful customer solutions.

• Partner with technical teams during discovery and solution development to ensure strong solution fit and differentiation.

• Ensure seamless post-sale handover to Customer Success to support onboarding, adoption, and value realisation.

Experience & Capability Expectations

• Demonstrated experience owning and growing large enterprise or strategic customer accounts within complex B2B environments.

• Proven capability leading sophisticated, multi-stakeholder sales cycles from strategy through negotiation and closure.

• Strong commercial acumen, including experience managing enterprise-scale agreements and expansion motions.

• Ability to engage credibly and confidently with senior and executive-level customer stakeholders.

• Experience operating in matrixed sales environments, collaborating with specialists, partners, and cross-functional teams.

• Strong analytical and strategic thinking skills, with the ability to use data to inform decisions and forecasts.

• Familiarity with UK enterprise customer buying behaviours and commercial practices.

Preferred Experience & Background

• Experience working with Enterprise Business Agreements (EBAs) or equivalent large-scale commercial frameworks.

• Background in technology, SaaS, subscription, or consumption-based business models.

• Experience leading co-sell motions with technical specialists and partner ecosystems.

• Exposure to value-based selling, executive-level storytelling, and business outcome positioning.

• Experience using CRM, forecasting, and pipeline management tools to support enterprise sales execution.

• Degree-level education or equivalent professional experience.

Learn More

About Autodesk

Welcome to Autodesk! Amazing things are created every day with our software – from the greenest buildings and cleanest cars to the smartest factories and biggest hit movies. We help innovators turn their ideas into reality, transforming not only how things are made, but what can be made.

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When you’re an Autodesker, you can do meaningful work that helps build a better world designed and made for all. Ready to shape the world and your future? Join us!

Salary transparency

Salary is one part of Autodesk’s competitive compensation package. Offers are based on the candidate’s experience and geographic location. In addition to base salaries, our compensation package may include annual cash bonuses, commissions for sales roles, stock grants, and a comprehensive benefits package.

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