Principal Account Executive, Enterprise

Position Overview
The Account Executive, Enterprise Accounts is responsible for owning and executing enterprise account growth strategies, driving revenue generation, and leading complex deal negotiations. This role oversees buyer seat expansion, forecasts pipeline performance, and partners with technical and extended sales teams to co-develop customer solutions. The Account Executive acts as a trusted advisor to senior customer stakeholders, applying strategic insight, industry knowledge, and adaptive communication to drive long term customer value and business growth.

Responsibilities

Lead the creation and execution of comprehensive enterprise account growth strategies, including QBRs and senior stakeholder engagement

Drive incremental revenue and EBA token consumption through up sell and cross sell motions into new, adjacent, and upgraded products
Own and lead negotiation and closure of complex Enterprise Business Agreement (EBA) expansion deals, often tied to renewal based quota structures
Execute strategies to expand buyer seats across business units, personas, and buying groups within assigned enterprise accounts
Oversee pipeline and forecasting accuracy for seat expansion and upsell/cross sell opportunities across enterprise accounts

Skills & Competencies

• Leadership & Communication: Applies adaptive communication techniques, engaging confidently with senior leaders using empathy and emotional intelligence

• Strategic Orientation & Technical Fluency: Acts as a strategic advisor by analyzing complex environments, anticipating risk, and building adaptable execution plan

• Industry & Business Acumen: Applies structured reasoning and data to evaluate business strategies and optimize performance

• Customer Relationship Building: Designs and executes tailored engagement plans aligned to customer initiatives

• Data Driven Mindset: Demonstrates independent analytical thinking and statistical reasoning

• Lead co selling partnerships with extended sales teams to design and deliver impactful customer solutions

• Partner with technical sales teams on discovery and solution development

• Collaborate with ATU to refine technical messaging and Autodesk’s value proposition

• Engage Deal Desk to secure approvals and navigate complex deal structures

Minimum Qualifications

• 5+ years of experience selling into the manufacturing industry in enterprise, strategic, or complex B2B sales environments

• Proven experience owning enterprise accounts and driving account growth strategies

• Demonstrated success negotiating and closing complex, multi stakeholder deals

• Experience forecasting pipeline and managing revenue outcomes

• Ability to engage credibly with executive level customer stakeholders

• Strong analytical, strategic thinking, and communication skills

​Preferred Qualifications

• Experience managing Enterprise Business Agreements (EBAs) or large scale commercial agreements

• Background in SaaS, subscription, or consumption based business models

• Experience leading co sell motions with technical specialists and partner ecosystems

• Familiarity with value based selling, QBR facilitation, and executive level storytelling

• Experience coordinating cross functional teams through complex sales cycles

• Experience with CRM forecasting, pipeline analytics, and territory planning tools

About Autodesk

Welcome to Autodesk! Amazing things are created every day with our software – from the greenest buildings and cleanest cars to the smartest factories and biggest hit movies. We help innovators turn their ideas into reality, transforming not only how things are made, but what can be made.

We take great pride in our culture here at Autodesk – it’s at the core of everything we do. Our culture guides the way we work and treat each other, informs how we connect with customers and partners, and defines how we show up in the world.

When you’re an Autodesker, you can do meaningful work that helps build a better world designed and made for all. Ready to shape the world and your future? Join us!

Benefits

From health and financial benefits to time away and everyday wellness, we give Autodeskers the best, so they can do their best work. Learn more about our benefits in the U.S. by visiting https://benefits.autodesk.com/

Sales Careers

Working in sales at Autodesk allows you to build meaningful relationships with customers while growing your career. Join us and help make a better, more sustainable world. Learn more here: https://www.autodesk.com/careers/sales

Equal Employment Opportunity

At Autodesk, we're building a diverse workplace and an inclusive culture to give more people the chance to imagine, design, and make a better world. Autodesk is proud to be an equal opportunity employer and considers all qualified applicants for employment without regard to race, color, religion, age, sex, sexual orientation, gender, gender identity, national origin, disability, veteran status or any other legally protected characteristic. We also consider for employment all qualified applicants regardless of criminal histories, consistent with applicable law.

Belonging

We take pride in cultivating a culture of belonging where everyone can thrive. Learn more here: https://www.autodesk.com/company/global-belonging

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