Enterprise Account Executive – B2B Sales

Own and execute outbound sales strategies targeting conglomerate hotel brands, franchise developers, and major purchasing organizations
Lead complex, multi-stakeholder sales cycles from outreach through qualification, discovery, solution development, executive presentations, negotiation, and close
Close high-volume ($500K+) enterprise opportunities
Collaborate with the Enterprise ADR on account targeting, outreach strategy, and lead quality
Navigate buying processes involving brand directors, ownership groups, procurement teams, and management companies
Co-develop the enterprise sales playbook, including outreach frameworks, negotiation strategies, and customer engagement models
Secure preferred vendor status and negotiate multi-year partnership agreements
Identify expansion opportunities within new and existing accounts
Use retail showrooms for site visits, design presentations, and deal acceleration
Represent Article at industry events such as HD Expo and BDNY
Maintain CRM records, pipeline health, SLA standards, and monthly and quarterly forecasts
Partner with Category Management, Supply Planning, and Logistics on project execution and complex orders
Provide market intelligence on competitive activity and pricing dynamics
Ensure deals align with B2B profitability requirements

Requirements

• 7+ years of B2B sales experience with a proven, verifiable track record of hunting and closing large volume, multi stakeholder deals
• Direct experience selling into hospitality, contract furniture, interior design, or adjacent commercial building materials
• Strong existing network or demonstrated ability to build relationships with major hospitality brands, purchasing firms, management companies, and developers
• Experience navigating corporate brand standards, RFP responses, preferred vendor programs, and executing strategic enterprise partnership agreements
• Strong commercial acumen, including understanding of deal economics, margins, and profitability
• Disciplined pipeline management and accurate CRM recordkeeping
• Self-directed and able to drive results through ambiguity
• Willing and able to travel up to 50%
• Legally authorized to work in the United States
• Valid unexpired passport required for international travel to Canada
• Completion of a background check

Core Competencies

Demonstrates extensive B2B sales expertise with a focus on closing high-volume enterprise opportunities in the hospitality and commercial building materials sectors. Proven ability to navigate complex sales cycles, build strategic partnerships, and maintain disciplined pipeline management.

Highest-signal resume keywords

• B2B Sales Experience
• Enterprise Sales Strategy
• Relationship Building
• Negotiation Skills
• CRM Management

Hard Skills

• Sales Cycle Management
• Deal Closing
• Market Intelligence
• Pipeline Management
• RFP Response
• Contract Negotiation
• Account Targeting
• Sales Playbook Development
• Profitability Analysis
• Customer Engagement Models

Soft Skills

• Self-Directed
• Results-Driven
• Collaboration
• Communication
• Adaptability

Certifications & Qualifications

• Legally Authorized to Work in the United States
• Valid Unexpired Passport

Industry Keywords

• Hospitality
• Contract Furniture
• Interior Design
• Commercial Building Materials
• Preferred Vendor Programs
• Multi-Stakeholder Deals
• Enterprise Partnerships
• Brand Standards
• Procurement Teams
• Management Companies

Tools & Technologies

• CRM Software
• Sales Forecasting Tools