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About the Role
As an Account Executive - Enterprise, you will own the full sales cycle for our most strategic accounts on the US market. You will target large, complex organizations with multiple stakeholders, navigate sophisticated procurement and legal processes, and close high-value, long-term deals that define Pivot's enterprise footprint in the US. You will join our Sales team and report directly to the VP of Revenue.
Responsibilities
- Own complex, multi-stakeholder enterprise sales cycles from first contact through close, managing procurement, legal, IT, and C-suite stakeholders simultaneously.
- Develop and execute a territory plan targeting strategic enterprise accounts across your defined region, in close coordination with the BDR team.
- Build and deliver compelling business cases, executive-level presentations, and tailored demos that articulate Pivot's value at every stage of the buying journey.
- Lead commercial negotiations, structure commercial agreements, and ensure favourable terms for both Pivot and clients, building win-win partnerships designed to last.
- Identify and drive expansion opportunities within existing enterprise accounts, surfacing upsell and cross-sell potential to grow revenue and deepen relationships.
- Maintain rigorous pipeline discipline: own your forecast with accuracy on a monthly and quarterly basis, and manage CRM hygiene in HubSpot.
- Work closely with the BDR team, providing direction, feedback, and mentorship to maximise the quality and volume of enterprise pipeline.
- Partner with Pre-Sales to manage technical evaluations, RFPs, and InfoSec requirements during complex sales cycles.
- Coordinate with the Operations team to ensure smooth handoffs and long-term client satisfaction post-close.
Requirements
- 5+ years of quota-carrying B2B SaaS sales experience, with a strong track record of closing enterprise-level deals.
- Demonstrated success selling to enterprise accounts (1,000+ employees), managing multi-stakeholder buying processes and complex procurement cycles.
- Experience handling deals with ACV of $100k+ and sales cycles of 6–12+ months.
- Native-level English; additional languages (Spanish, French) are a strong plus.
- Highly organised, data-driven, and comfortable operating autonomously in a fast-paced, high-growth startup environment.
- Based in New York; comfortable with occasional travel across US and EMEA.
Skills
- Enterprise sales cycles
- Multi-threaded stakeholder management
- Driving consensus across large, complex organizations
- Strategic thinking
- Territory planning
- Mapping white space
- Prioritizing high-potential accounts
- C-suite engagement
- Procurement director engagement
- CFO engagement
- Resilience
- Persistence
- Momentum management
- Deal management
- Account re-engagement
- Problem-solving
- Commercial acumen
- Understanding complex pricing structures
- Articulating ROI and TCO
- Collaborative leadership
- Knowledge sharing
- High-performance culture contribution
- Making complex things look simple
- Continuous learning
- Confronting ideas
- Working in an early-staged startup
Location
- New York
Work Type
- Remote (2 days per week)
- Onsite (office in Midtown Manhattan)
Experience Level
- Enterprise
- 5+ years of quota-carrying B2B SaaS sales experience
Salary/Compensations
- $140,000 to $180,000 base salary
- Commission
- Equity through employee stock option plan (ESOP)
Benefits
- Medical plan
- Life insurance
- Retirement plan
About the Company
- Procurement is overdue for a reset. For years, procurement and accounting teams have been stuck on legacy platforms that are now trying to bolt AI onto decades-old architecture. The rest of the enterprise tech stack is speeding companies up, and procurement is still slowing them down.
- Pivot is the AI-native intake-to-pay platform built to change that. It’s the procurement platform people across the business actually use, so adoption sticks, cycle times drop, and finance sees spend before it’s committed, not after. And because Pivot touches every team in a purchase, accounting teams can finally fully automate their boring tasks.
- The adventure started mid-2023 with three founders, former C-levels from fintech unicorns (Qonto, Swile, and Nuxeo).
- We’ve built a team of 70 operating across 25+ countries. Backed by $70M from tier-1 investors and trusted by DoorDash, Lemonade, Wolt and Flix, we’ve just moved into the enterprise, and we’re only getting started.
- We're looking for smart, execution-driven people who care about building something exceptional.