Lead Enterprise Account Executive: Join Our Talent Pipeline

Join us on our mission to make a better world of work. Culture Amp is the world’s leading employee experience platform, revolutionizing how 25 million employees across more than 6,500 companies create a better world of work. Culture Amp empowers companies of all sizes and industries to transform employee engagement, drive performance management, and develop high‑performing teams.

About the Role: This role bridges the responsibilities of acquiring new customers and fostering growth within an existing book of business. As a consultative, strategic advisor, the Lead Account Executive will leverage deep product knowledge, customer insights, and a results‑driven approach to drive new business acquisition (70%) while ensuring customer retention and expansion (30%). The role amplifies Culture Amp’s mission by creating impactful partnerships and delivering measurable ROI to clients.

In this role you will:

• New Business Acquisition (70%)
  • Proactively identify and engage potential customers through a mix of outbound calls, emails, LinkedIn, and attendance at marketing events (virtual and in‑person).
  • Creation of specific points of view (POVs) on their identified ‘lighthouse accounts’.
  • Run tailored product demonstrations for People Leaders, establishing credibility and highlighting Culture Amp’s competitive differentiators.
  • Build and manage a robust sales pipeline, expertly guiding prospects through the sales process from discovery to close.
  • Develop and present compelling business cases for prospects to adopt Culture Amp’s platform, leveraging insights and ROI calculations.
  • Collaborate with internal stakeholders (e.g., legal, procurement, and security teams) to remove barriers and streamline deal closure.
  • Maintain accurate pipeline and forecasting data in Salesforce and other tools to meet quarterly new business quotas.
• Customer Retention & Expansion (30%)
  • Serve as a trusted advisor for existing customers, driving retention by proactively identifying risks and implementing tailored mitigation plans.
  • Creation of tailored Account Plans that serve as a north star for the GTM functions.
  • Conduct regular strategic reviews, leveraging data‑driven insights to uncover expansion opportunities and optimize customer engagement with the platform.
  • Build a sustainable pipeline of upsell and cross‑sell opportunities, converting them into closed‑won deals to achieve expansion targets across a rolling 6‑month period.
  • Establish multi‑threaded relationships with key stakeholders, fostering deeper connections to ensure long‑term loyalty.

You have:

• 5‑7+ years of sales experience (closing) with a focus on either new or expansion (or both) driven revenue targets.
• Proven experience in the SaaS space, particularly within HR Tech or related fields.
• Strong ability to identify and self‑source both new and expansion opportunities, employing innovative strategies.
• Exceptional executive presence with polished presentation and communication skills, particularly when engaging with VP and C‑suite executives.
• Experience building and navigating relationships within Enterprise environments.
• Familiarity with sales methodologies, such as MEDDPICC, and a solid understanding of deal stage progression.
• Proficiency in leveraging data for decision‑making and influencing others.
• Skilled in assessing business opportunities and understanding diverse buyer personas.
• Proven track record in orchestrating the closure of business deals with a clear understanding of customer needs.
• Experience coordinating cross‑functional teams (Solution Consulting, Security, Legal) through complex sales cycles.

Desirable (but not essential):

• Fluency in either German, French, Spanish or Dutch (in addition to English).
• Experience of working with Western European enterprise customers.

Benefits:

• Employee Share Options Program: We empower you to be an owner in Culture Amp and share in our success.
• Programs, coaching, and budgets to help you thrive personally and professionally.
• Access to external providers for mental wellbeing and coaching support to sustain the wellbeing, safety, and development of our people.
• Monthly Camper Life Allowance: An automatic allowance paid out each month with your pay – you can spend it however you like to help improve your experience and life outside work.
• Team budgets dedicated to team building activities and connection.
• Intentional quarterly wellbeing pauses: A quarterly company‑wide shutdown day in each region to collectively pause, reset and focus on restoration and rest, without having to tap into individual vacation time.
• Extended year‑end breaks: An extended refresh period at the end of year.
• Excellent parental leave and in‑work support program available from day 1 of joining Culture Amp.
• 5 Social Impact Days a year to make a positive impact on the community outside of work.
• MacBooks for you to do your best & a work‑from‑home office budget to spend on setting up your home office.
• Medical insurance coverage for you and your family (Available for US & UK only).

We are committed to fostering a work environment that truly cares for and develops its people, and creates lasting positive impact. In addition to our competitive compensation package, we proudly support diversity, equity, and inclusion through Employee Resource Groups, ally communities, and a strong commitment to anti‑racism. Every step we take as a business towards anti‑racism is another step we can take to support our customers in making a better world (of work). Culture Amp is committed to providing equal employment opportunities to all employees and applicants for employment regardless of race, colour, religion, creed, age, national origin or ancestry, ethnicity, sex, sexual orientation, gender identity or expression, disability, military or veteran status, or any other category protected by federal, state, or local law.