Enterprise Account Executive, B2B (Conglomerate Hospitality)

Article•Washington, DC

43d•$90,000 - $100,000•Remote

About The Position

Article is redefining the furniture industry and is seeking an Enterprise Account Executive, B2B (Conglomerate Hospitality) to spearhead its expansion into major hotel chains, franchise owners, and purchasing groups. This role involves building an enterprise book of business from the ground up, establishing Article as a preferred vendor, and securing Master Supply Agreements (MSAs). The position offers a high level of autonomy and the opportunity to contribute to the company's scaling commercial presence. The role is part of the Article Pro's Enterprise Sales team, working collaboratively with other B2B sales teams. The ideal candidate will be a team player with strong CRM discipline and a willingness to share learnings and contribute to building the team playbook. This is a remote role targeting key East Coast markets, with periodic travel to the Vancouver HQ.

Requirements

7+ years of B2B sales experience with a proven, verifiable track record of hunting and closing large volume, multi-stakeholder deals ($500K+ ACV / minimum $100K+ project scope experience required).
Direct experience selling into hospitality, contract furniture, interior design, or adjacent commercial building materials (e.g., commercial flooring, wall coverings, architectural surfaces, commercial lighting, etc.).
A strong existing network or demonstrated ability to build relationships with major hospitality brands, purchasing firms, management companies, and developers.
Experienced in navigating corporate brand standards, RFP responses, and preferred vendor or Master Supply Agreement negotiations.
Strong commercial acumen, understanding deal economics, margins, and profitability rather than just top line revenue.
A highly disciplined pipeline manager who keeps CRM records up to date, maintains consistent stage definitions, and actively shares best practices to help mentor teammates.
Self-directed and able to drive results through ambiguity, building the playbook as you go and improving it as you learn.
Up to 50% travel required for industry trade shows, conferences, client site visits, showroom presentations, and periodic visits to our Vancouver HQ.
Legally authorized to work in the United States; valid unexpired passport required for international travel to Canada.
Completion of a background check.

Responsibilities

Own and execute outbound sales strategies targeting conglomerate hotel brands, franchise developers, and major purchasing organizations.
Lead complex, multi-stakeholder sales cycles from initial outbound outreach through qualification, discovery, solution development, executive presentations, and negotiation to close high volume ($500K+) opportunities.
Collaborate closely with your Enterprise ADR to define account targeting criteria, refine outreach strategy, and provide continuous feedback on lead quality to improve pipeline velocity.
Navigate complex, multi-stakeholder buying processes involving corporate brand directors, ownership groups, procurement teams, and management companies.
Act as a co-developer of our enterprise sales playbook, iterating on outreach frameworks, negotiation strategies, and customer engagement models in partnership with the Manager, Enterprise Accounts.
Develop account entry plans to secure preferred vendor status and Master Supply Agreements (MSAs), actively identifying expansion opportunities within new and existing accounts.
Use Article’s physical retail showroom network as a strategic sales enablement tool to host site visits, present design solutions, and accelerate deal closure through physical brand experiences.
Represent Article at key industry events (e.g., HD Expo, BDNY), treating them as critical pipeline generation events to build brand presence and generate qualified enterprise leads.
Meticulously track prospects, interactions, and deal stages in our CRM to drive pipeline health, adhere to SLA standards, and provide accurate monthly and quarterly forecasting to leadership.
Partner with Category Management, Supply Planning, and Logistics to ensure seamless project execution, exceptional service on complex orders, and feedback on product or service gaps.
Provide leadership with ongoing market intelligence regarding competitive activity and pricing dynamics while ensuring all deals align with B2B profitability requirements.

Benefits

Salary Range: $90,000to $100,000, with on-target earnings of $140,000+
On-target earnings are a combination of base salary and a quarterly paid variable incentive plan that is contingent on achieving your performance targets and quotas.
Highly lucrative, uncapped commission structure designed for top-tier hunters who want to accelerate their income as their book of business grows.
401(k) Match: 4% matched contributions to help you save for the future.
45% discount on our entire product range (15% for friends and family).
Paid Vacation: You start at 160 hours (4 weeks) of paid vacation (accrued annually).
8 paid company holidays + 1 Inclusion & Diversity day.
Flexible remote work model (with travel as required)
Benefits-eligible (First day of employment) with coverage for Medical, Dental, & Vision.
48 hours Sick/wellness (6 days, accrued annually).
Life & Disability insurance, and Travel Medical insurance.
Health FSA (Flexible Spending Account) and Dependent Care FSA.