Account Executive

Scaled Agile Inc•Boulder, CO

11h•Remote

About The Position

This role is built for sellers who know how to change customer thinking and move deals forward—not wait for perfect alignment or hide behind process. As an Account Executive, you will manage the entire sales cycle, including new deals and expansion opportunities, for enterprise and upper mid market customers. You’ll close transformation deals that typically range from $50,000 to $200,000 annually, with a clear path for ongoing growth and expansion. You’ll sell Scaled Agile’s enterprise solutions by challenging how customers approach Agile, AI adoption, Lean Portfolio Management, and organizational change—helping leaders move from stalled intent to decisive action. This is a high-autonomy role for someone who thrives in messy buying environments, where urgency must be created, value must be quantified, and decisions rarely arrive fully formed.

Requirements

2+ years of quota-carrying experience in B2B sales, ideally in technology, services, or transformation-focused offerings
2+ years of account management experience, leveraging existing contacts to build a substantial book of business
End to end sales cycle management, owning the entire sales process, from prospecting and qualifying leads to closing new business
Proven success closing $50K–$200K deals with multiple stakeholders
Comfort leading conversations with directors, VPs, and executive sponsors
Strong discovery and qualification skills—you know when a deal is real
Ability to create urgency without being pushy
Experience collaborating with partners or internal specialists to advance deals
Consistent record of meeting or exceeding targets
Familiarity with Agile, AI, or organizational change concepts (you don’t need to be an expert—you need to be credible)
You’re confident, curious, and comfortable challenging customer assumptions
You know rapport is earned through insight, not likability
You simplify complexity and help buyers make decisions
You adapt your message naturally to different audiences
You take ownership of your pipeline, your deals, and your outcomes
You care deeply about customer results, not just closing the deal

Responsibilities

Lead insight-driven sales conversations - Teach customers something new about the risks of the status quo and the opportunity cost of delaying enterprise change.
Expand accounts intentionally - Actively engage with your designated strategic accounts to deeply understand their business needs and deliver a personalized SAFe experience, ensuring their satisfaction, success, retention, and growth.
Own the full deal lifecycle - Prospect, qualify, advance, negotiate, and close $50K–$200K opportunities with discipline and urgency.
Create momentum in mid-sized enterprise deals - Drive opportunities forward when buyers are uncertain, divided, or overloaded—keeping deals moving without over engineering them.
Navigate real buying groups - Engage directors, VPs, and executives across technology, product, finance, and transformation roles—aligning stakeholders without waiting for consensus.
Build business cases that resonate - Translate Agile and AI transformation into economic, operational, and leadership outcomes that buyers care about.
Collaborate across teams - Work closely with marketing, partners, and delivery to ensure deals close cleanly and customers launch successfully.
Represent Scaled Agile externally - Engage in industry events and conversations where credibility and point of view matter more than product demos.