Senior Enterprise Account Executive

Overview

This is more than a job. It’s a chance to build, grow and make a real impact. Join our team as our new Senior Enterprise Account Executive.

 

Our Senior Enterprise Account Executive will be responsible for driving growth across a portfolio of strategic enterprise accounts while also identifying and winning new customers across the UK market.

 

We are looking for an experienced enterprise technology sales professional with a hunter mindset: someone who is passionate about creating opportunities, expanding relationships and winning new business, whether that is within an existing Axway customer or a new-logo target.

 

The role will represent the full Axway portfolio, including API Management, AI Gateway, Managed File Transfer (MFT) and B2B Integration, helping customers address critical priorities around digital transformation, AI adoption, API security and governance, secure data movement and enterprise integration.

 

The successful candidate will combine strategic account management with proactive business development, building senior-level relationships, identifying whitespace and cross-sell opportunities, and developing significant enterprise opportunities from initial engagement through to close.

 

Particular focus will be placed on large, complex organisations, including Financial Services, Pharmaceutical/Life Sciences and other highly regulated industries.

Responsibilities

• Territory & Account Growth: Build and execute strategic territory and account plans to drive revenue growth across a defined UK market, covering both existing enterprise customers and new-logo targets.
• Existing Account Development: Take ownership of strategic customer relationships, identifying whitespace, cross-sell and expansion opportunities across the Axway portfolio.
• New Business Development: Bring a strong hunter mindset to proactively create new opportunities through targeted prospecting, networking, partners, events and account-based sales strategies.
• Portfolio Selling: Position Axway's full portfolio across API Management, AI Gateway, MFT and B2B Integration, aligning our technology with customers' strategic and operational priorities.
• Cross-Sell & Expansion: Identify where existing customers can gain additional value from the broader Axway portfolio and build compelling business cases for expansion.Strategic Account Planning: Map organisations, stakeholders, business priorities and whitespace to create clear account development strategies for both existing customers and prospects.
• Industry Focus: Develop opportunities within Financial Services, Pharmaceutical/Life Sciences and other regulated industries where security, compliance, governance and integration are business-critical.
• Executive Relationship Management: Build trusted relationships with CIOs, CTOs, CISOs, Heads of Architecture, Digital, AI, Integration and other senior business and technology leaders.
• Complex Enterprise Sales: Lead opportunities from discovery and qualification through business-case development, technical validation, commercial negotiation and contract execution.
• Value-Based Selling: Translate Axway's capabilities into measurable customer outcomes, including improved security, regulatory compliance, operational efficiency, AI governance, integration modernisation and digital innovation.
• Cross-Functional Collaboration: Work closely with Presales, Marketing, Product Management, Customer Success, Professional Services and Executive Leadership to develop and execute strategic sales pursuits.
• Commercial Ownership: Take ownership of pipeline generation, forecasting, account planning, renewals where applicable, expansion and overall revenue performance across the assigned territory and accounts.
• Customer Growth & Retention: Develop long-term strategic relationships that strengthen customer value, retention and growth while continuously identifying opportunities for broader adoption of Axway solutions.

Qualifications

• Proven track record as a successful enterprise technology Account Executive, combining strategic account development with strong new-business capability.
• Demonstrable success growing existing enterprise customers through cross-sell, upsell and account penetration, as well as winning significant new logos.
• A genuine hunter mindset, with the ability and motivation to create opportunities rather than simply manage an established pipeline.
• Experience selling into large, complex enterprise organisations, ideally within Financial Services, Pharmaceutical/Life Sciences or similarly regulated industries.
• Strong understanding of enterprise technology, ideally including API Management, API Security, AI/GenAI, MFT, B2B Integration, Middleware or Digital Platforms.
• Ability to identify whitespace within existing customers and develop strategic opportunities across multiple technology areas and business units.
• Ability to engage credibly with senior technology and business executives and build relationships beyond the immediate buying centre.
• Experience navigating complex enterprise buying cycles involving Security, Architecture, IT, Procurement, Legal and Executive stakeholders.
• Strong commercial, negotiation and value-selling capability.
• Highly autonomous, proactive and disciplined in territory and account planning, with a clear focus on delivering sustainable revenue growth.

Company Overview

 

Axway has been shaping the future of enterprise integration for over 25 years. We are recognized as global industry leaders, helping organizations drive digital transformation with secure, mission-critical software that powers impactful business outcomes. 

 

As part of 74Software, we're backed by a group of leading software companies delivering mission-critical solutions worldwide. Our focus is on delivering long-term value, leveraging cutting-edge technology, and fostering strong client partnerships. Join us and be part of a collaborative, forward-thinking team shaping the future of enterprise integration solutions. 

 

Why Axway? 

At Axway, we believe we're better together. We celebrate diverse perspectives and experiences, knowing our people are our greatest strength. Join us and be part of a team where you can thrive, grow, and make an impact. 

 

We offer benefits that support your health, growth, and lifestyle, so you can thrive at work and beyond, including health coverage, retirement plans, paid time off, flexible work, career development, competitive pay, and global culture perks. 

 

Equal Opportunity Employer

We are committed to providing equal opportunities and ensuring a fair and inclusive recruitment process. We do not discriminate on the basis of age, disability, gender, sexual orientation, race, religion, or any other protected characteristic. 

 

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