Account Executive (Majors)

At ClickUp, we’re not just building software. We’re architecting the future of work! In a world overwhelmed by work sprawl, we saw a better way. That’s why we created the first truly converged AI workspace, unifying tasks, docs, chat, calendar, and enterprise search, all super‑charged by context‑driven AI, empowering millions of teams to break free from silos, reclaim their time, and unlock new levels of productivity.

This role is built for a seller who can take strong product adoption, identify real whitespace, and turn it into broader, multi‑team commercial growth. This is an especially important hire now because ClickUp’s international business already matters materially, and larger customers increasingly want to consolidate scattered tools, improve execution clarity, and understand how AI can create leverage across teams.

Mission: Own and grow expansion revenue across major EMEA accounts by identifying whitespace, building business cases, and positioning ClickUp as the platform that helps larger teams work with more clarity, speed, and operational leverage.

Key outcomes and responsibilities:

• Own expansion opportunities across major accounts in your region, with a core focus on larger organisations in the roughly 1,000–2,500 employee range.
• Consistently exceed pipeline and sales targets by converting account signals, free trials, marketing‑qualified leads, demo requests, and product adoption into qualified commercial opportunities.
• Run structured discovery that uncovers workflow pain, stakeholder priorities, buying friction, and the business case for broader ClickUp adoption.
• Deliver compelling presentations and demos that connect ClickUp’s platform value to customer priorities, cross‑functional workflows, and executive‑level outcomes.
• Build and manage multithreaded deal plans across end users, managers, executives, procurement, and other decision‑makers.
• Partner closely with Growth, Marketing, and adjacent GTM teams to improve lead quality, regional account coverage, and conversion.
• Maintain strong process discipline across forecasting, pipeline inspection, next steps, CRM hygiene, and follow‑through.
• Identify recurring patterns across segments, objections, and account behavior to help sharpen the majors expansion motion in EMEA.
• Support more formal buying motions when needed, including RFIs / RFQs and procurement‑heavy evaluations.

Required qualifications:

• Demonstrated success in B2B SaaS sales with clear ownership of full‑cycle deals, account growth, or expansion motions.
• Track record of exceeding quota and managing a disciplined pipeline in commercial, strategic, or larger‑account environments.
• Strong written, verbal, and presentation skills, including comfort communicating with both practitioners and executive stakeholders.
• Clear consultative selling instincts, with the ability to connect customer pain to value, urgency, and practical next steps.
• Strong process rigor and attention to detail across forecasting, deal planning, and follow‑through.
• Experience completing or leading RFIs / RFQs, or operating in deals with more structured evaluation processes.
• Ability to work in our Dublin / London office 2‑3 days per week.

Preferred qualifications:

• Experience selling workflow, collaboration, productivity, CRM, CX, or adjacent horizontal SaaS platforms.
• Experience in an expansion‑heavy, cross‑sell, or land‑and‑expand motion rather than a purely transactional new‑logo model.
• Experience navigating multi‑stakeholder buying groups in larger customer environments.
• Familiarity with EMEA selling dynamics, regional complexity, or distributed territory ownership.
• Comfort selling a broader platform and AI productivity story instead of relying on feature‑by‑feature comparisons.