Enterprise Account Executive, Commercial

As an Enterprise Account Executive (Commercial), you'll take ownership of a defined set of named accounts in the AECO vertical and drive both net new logo acquisition and account expansion. This could also include asset management. You'll be the first point of contact for prospective customers, making a compelling case for how aerial imaging can transform their workflows, and you'll structure and close deals with a thoughtful, strategic approach. On the growth side, you'll deepen relationships with existing customers by uncovering opportunities to expand their use of our products and drive broader adoption across their organizations. This role is built for someone who thrives in a dynamic, flexible environment and is excited to build on the strong foundation we've already established in this space.
Key Responsibilities
Pipeline Generation & Opportunity Development
Understand and apply Nearmap’s MEDPICC sales methodology and value selling framework to create engagement across your territory
Build relationships with key stakeholders in customer and prospect accounts
Learn about Nearmap’s product suite and value drivers to develop expertise in use cases and persona motivation
Quickly engage and qualify inbound leads from Marketing and SDR teams
Partner with assigned Outbound BDR to execute strategic territory planning and coordinated prospecting efforts
Create and execute enterprise account strategies that include stakeholder mapping, business case development, and multithreaded engagement
Uncover and diagnose customer pain points, recommend tailored solutions, and position Nearmap’s offerings to address complex business needs
Coordinate high-impact product demonstrations and articulate ROI-driven narratives to diverse enterprise audiences
Maintain and manage a long-term pipeline, prioritizing high-value opportunities and strategic account expansion
Monitor and analyze industry trends, customer needs, and competitive activity to inform sales strategy
Develop customized proposals and lead contract negotiations, including pricing, licensing terms, and value-based structuring
Enterprise Sales Cycle Management
Own and lead complex sales cycles with multiple stakeholders and 6-18 month decision timelines
Match client business challenges with Nearmap’s suite of solutions through genuine curiosity, discovery and expertise in the AECO (Architecture, Engineering, Construction / Commercial) space
Maintain accurate pipeline visibility, consistently updating Salesforce with deal stage, forecast, and next steps
Achieve and exceed quarterly and annual sales targets
Provide reliable sales forecasting updates and contribute insights to cross-functional planning
Team Collaboration
Collaborate across functions to align account strategy with marketing campaigns, customer success plans, and solution design
Lead internal coordination across Legal, Finance, Customer Success, and Product to drive deals to close
Serve as a voice of the customer internally, sharing insights to inform product and GTM initiatives
Mentor junior sales team members and contribute to the development of sales best practices
Actively participate in sales team meetings, strategy sessions, and cross-functional planning workshops
Experience
Minimum 5+ years in an enterprise closing sales role with a strong track record of exceeding quota in the Commercial / AEC vertical
Proven experience selling SaaS, geospatial, data, or platform solutions to large, complex organizations
Demonstrated success managing strategic accounts and complex deal cycles involving multiple stakeholders
Skills
Mastery of enterprise sales methodology (MEDDICC, or similar)
Deep expertise in value selling and building ROI-driven business cases
Exceptional stakeholder management, influence mapping, and negotiation skills
Strong ability to synthesize technical and strategic information for executive audiences
Advanced pipeline management, forecasting, and CRM proficiency (Salesforce preferred)
Expertise in building C-level relationships and aligning to executive priorities
Highly skilled in territory planning, pipeline management, and sales forecasting
Personal Attributes
Analytical thinking and creativity in solving customer problems and structuring complex deals
Entrepreneurial work ethic
Tertiary Qualifications
Bachelor’s degree required; advanced degree preferred.

Employment type
Full-time

Work arrangement
Yes