Enterprise Account Manager

About the Role

This is a client focused enterprise sales role. The Enterprise Account Manager is responsible for identifying, engaging, and closing add on and upgrade sales within a defined set of the Culture Amp client base. The role will involve building strategic relationships with senior decision-makers, and creating measurable commercial impact through genuine transformative expansion sales within those clients. It is not just about handling ARR delta at renewal.

As a consultative, strategic advisor, the Account Manager will leverage deep product knowledge, customer insights, and a results-driven approach to win business and expand Culture Amp’s presence across target enterprise clients.

In this role you will:

• Proactively identify and engage CA enterprise customers through a mix of CS introductions, calls, emails, LinkedIn outreach, and attendance at marketing events, both virtual and in person.
• Develop specific points of view for identified Tier 1 clients, crafting tailored outreach and account strategies.
• Run customised product demonstrations for HR Executives, establishing credibility and clearly articulating Culture Amp’s competitive differentiators.
• Build and manage a robust client pipeline, expertly guiding clients through the sales process from discovery to close.
• Develop and present compelling business cases for clients to adopt Culture Amp’s broader platform, leveraging data insights and ROI calculations.
• Collaborate with internal stakeholders, including Legal, Procurement, Security, and Solution Consulting and People Science to remove barriers and streamline complex deal cycles.
• Maintain accurate pipeline, forecasting, and activity data in Salesforce and other tools to support consistent performance against quarterly client quotas.
• Build executive relationships across clients and navigate complex enterprise buying groups to create momentum and drive successful deal outcomes.

You have:

• 5-7+ years of quota-carrying, closing sales experience with a strong focus on client sales in enterprise or large commercial environments.
• Proven experience in SaaS sales, ideally within HR Tech or a related technology field.
• Strong ability to identify and self-source opportunities within clients using innovative, proactive strategies.
• Exceptional executive presence with polished presentation and communication skills, particularly when engaging VP and C-suite executives.
• Experience building executive relationships and navigating complex sales cycles within enterprise or large commercial environments.
• Expertise in sales methodologies such as MEDDPICC and a solid understanding of deal stage progression.
• Proficiency in leveraging data for decision-making, influencing stakeholders, and constructing effective business cases.
• A consistent track record of orchestrating the successful closure of complex business deals through cross-functional collaboration.
• Strong working knowledge of sales tools such as Gong, 6Sense, ZoomInfo, and Salesforce.
• A self-starter mindset, willing to do the heavy lifting to help shape the future of the Enterprise Team.

You are:

• Resilient. You maintain high activity and creativity despite rejection, and treat a stalled deal as a problem to solve, not a reason to move on.
• Intellectually curious. You go beyond surface-level discovery, understanding business drivers and connecting problems to measurable impact.
• Assertive and commercially in control. You lead the deal, challenge assumptions, create urgency, and drive clear next steps.
• A skilled multi-threader. You read stakeholders and power dynamics, and tailor your approach across roles and levels within a client.
• A team player who views enterprise selling as a team sport, collaborative with peers, cross-functional partners, and your sales leader.