Senior Account Executive

Poppulo•Denver, CO

12d

About The Position

Poppulo is seeking a commercially sharp sales professional to win new business across mid-market and enterprise organizations. The Senior Account Executive owns the full sales cycle, creating pipeline through proactive prospecting and converting inbound interest into qualified opportunities and new customers. The role calls for curiosity, resilience, urgency, and the discipline to consistently create opportunities. The successful candidate will engage multiple stakeholders within each account, bringing relevant insights and a clear vision for how Poppulo can help customers achieve their business goals. Working with presales and subject matter experts, the Account Executive will challenge existing approaches, build compelling business cases, and earn decision-makers’ confidence. Poppulo’s platform supports employee communications, customer communications, and workplace experiences, and is used by more than 6,000 organizations.

Requirements

At least 5 years of B2B SaaS sales experience, including winning new customers in mid-market and enterprise organizations.
At least 3 years owning the full sales cycle and closing new business in mid-market or enterprise accounts.
Demonstrated record of meeting or exceeding sales quotas, with the ability to discuss recent quota attainment, self-generated pipeline, and new customer wins.
Proven ability to independently generate qualified opportunities through outbound phone calls, personalized emails, and strategic account development.
Experience winning competitive, complex deals involving multiple departments, executive decision-makers, and formal procurement processes.
Strong discovery and consultative selling skills, including the ability to respectfully challenge assumptions and translate product capabilities into business value.
Ability to build champions, access economic buyers, and develop relationships across account stakeholders, functions, and seniority levels.
Practical experience applying MEDDIC or a comparable qualification methodology to deal strategy and forecasting.
Experience leading consultative discovery, delivering tailored demonstrations, and building business cases tied to measurable business outcomes.
Exceptional written communication, presentation, organizational, and negotiation skills.
Ability to learn quickly, adapt to changing priorities, and execute consistently in a demanding sales environment.
High personal accountability, persistence, coachability, and drive to create opportunities and win.

Nice To Haves

Bachelor’s degree or equivalent practical experience; relevant fields include business, marketing, communications, or technology.
Experience selling to Internal Communications, Marketing, HR, or IT stakeholders.
Experience selling employee communications, digital workplace, or related enterprise software solutions.

Responsibilities

Generate qualified pipeline through targeted calls, personalized emails, and strategic account prospecting; own pipeline creation and quota attainment.
Prioritize high-potential accounts, respond quickly to inbound interest, and maintain momentum across opportunities while preserving preparation and qualification.
Lead strategic discovery to uncover business priorities, stakeholder challenges, measurable outcomes, and the consequences of maintaining the status quo.
Build relationships across Marketing, Internal Communications, IT, Procurement, executive sponsors, and other relevant stakeholders; develop champions and engage economic buyers.
Bring informed perspectives on each persona’s priorities and connect Poppulo’s capabilities to buyers’ desired outcomes.
Compete effectively by understanding competing solutions and the option to do nothing, articulating differentiated value, and establishing a compelling reason to act.
Develop platform proficiency and lead tailored, outcome-focused demonstrations in partnership with presales.
Create persuasive proposals that connect customer needs to measurable value, investment justification, and a clear implementation path.
Apply MEDDIC throughout the sales cycle, validate qualification with evidence, and use mutual action plans to navigate evaluation, procurement, negotiation, and close.
Maintain current CRM records, identify risks early, and communicate clear next steps, stakeholder engagement, and realistic close expectations.