Commercial Account Executive (Enterprise)

TPx•,

13d•Remote

About The Position

The Commercial Account Executive (Enterprise) is a strategic, revenue-generating individual contributor responsible for enterprise account expansion, customer retention, and long-term profitable growth across a portfolio of complex enterprise customers. The role exercises independent judgment in developing account strategies, leading commercial negotiations, influencing executive stakeholders, and structuring customer-specific growth initiatives. It collaborates with Service Managers, Solutions Architects, executive leadership, and cross-functional business partners, with accountability for revenue performance, retention, margin protection, and strategic account development. The position involves consultative, customer-facing sales activities, including onsite meetings, executive business reviews, strategic planning discussions, and commercial negotiations at customer locations and other field-based environments. The Commercial Account Executive independently influences purchasing decisions, develops business cases, and secures customer commitments through complex, relationship-driven sales engagements. The role operates with minimal supervision and requires travel up to 50% to support customer engagement, executive relationship management, strategic business development, and enterprise sales activities.

Requirements

At least 5 years of experience independently managing enterprise customer relationships, strategic sales initiatives, and complex commercial negotiations in B2B environments.
Professional experience within the Managed Service Provider (MSP) industry.
Demonstrated experience leading consultative, solution-based enterprise sales engagements involving executive stakeholders, multi-layered buying committees, and complex commercial sales cycles.
Proven ability to exercise strategic judgment independently in managing renewals, expansion initiatives, pricing discussions, and long-term customer growth strategies.
Demonstrated success influencing enterprise purchasing decisions, developing customer-specific business cases, and securing commitments through relationship-driven sales activity.
Bachelor's degree in business, Communications, Marketing, or a related field preferred; equivalent professional experience is considered.

Nice To Haves

Advanced familiarity with consultative and solution-based enterprise selling methodologies.
Strong experience using CRM tools, pipeline management systems, forecasting tools, and account planning processes; Salesforce is preferred.
Ability and willingness to travel up to 50% of the time for customer-site meetings, executive relationship management, commercial negotiations, and strategic business development.

Responsibilities

Develop and independently execute multi-year strategic account growth plans by analyzing customer objectives, stakeholder dynamics, competitive risks, and revenue opportunities.
Lead and coordinate complex enterprise sales strategies involving executive stakeholders, Solutions Architects, overlays, and cross-functional business partners.
Identify, structure, and execute cross-sell, upsell, and whitespace expansion opportunities across assigned enterprise accounts.
Evaluate adoption trends, operational risks, and expansion opportunities, and develop commercial responses aligned with organizational objectives.
Lead customer-facing renewal strategy discussions, commercial negotiations, and pricing evaluations to support retention, profitability, and long-term customer value.
Conduct onsite customer meetings, executive business reviews (SBRs), and strategic planning sessions.
Manage customer-facing sales activities throughout the opportunity lifecycle, including proposal presentations, contract discussions, negotiations, and obtaining customer commitments.
Maintain pipeline management, forecasting accuracy, deal governance, and commercial risk evaluation to support business performance and margin protection.
Develop strategic business cases and customer-specific recommendations based on operational needs, financial considerations, and account growth opportunities.
Maintain field-based engagement with customer stakeholders and executive decision-makers through consultative sales activity.
Assume enterprise account ownership from Business Development Executives and Channel Managers following the initial customer lifecycle period.
Hold primary commercial accountability for enterprise expansion, retention, and growth strategies while partnering with Service Managers responsible for customer health and experience.
Evaluate competitive threats, customer objections, and market conditions and develop strategic responses.
Support the enterprise customer lifecycle from discovery and solution alignment through implementation coordination, renewal strategy, and long-term account development.
Represent the organization at customer-site meetings, executive briefings, industry events, and field-based business development activities.
Collaborate with cross-functional stakeholders on strategic account planning, operational alignment, and enterprise customer growth initiatives.