Principal Account Executive, Enterprise Accounts

Job Requisition ID #26WD The Account Executive, Enterprise Accounts is a customer-facing sales role responsible for owning and executing growth strategies for large, complex enterprise customers across the UK and EMEA. This role leads sophisticated sales engagements, drives revenue expansion, and manages complex commercial negotiations, often within Enterprise Business Agreement (EBA) or equivalent enterprise frameworks.The Account Executive acts as a trusted advisor to senior customer stakeholders, applying strong commercial judgement, strategic insight, and industry knowledge to deliver long-term customer value and predictable business growth. The role operates with a high degree of autonomy and requires confidence navigating multi-stakeholder buying groups and extended sales teams.ResponsibilitiesEnterprise Account GrowthDevelop and execute comprehensive growth strategies for assigned enterprise accounts, including senior stakeholder engagement and executive-level business reviewsExpand customer adoption across business units, personas, and buying groups within complex enterprise organisationsRevenue Generation & ExpansionDrive incremental revenue through upsell, cross-sell, and expansion motions across new, adjacent, and upgraded solutionsSupport and optimise consumption-based or subscription-based commercial models within enterprise accountsComplex Deal LeadershipLead the negotiation and closure of complex, multi-stakeholder enterprise agreements, including expansions aligned to renewal or long-term commercial frameworksNavigate complex deal structures in collaboration with Deal Desk, legal, finance, partners, and specialist teamsSales Forecasting & Commercial DisciplineOwn pipeline management and forecasting accuracy for enterprise expansion and growth opportunitiesApply data-driven judgement to assess deal health, risk, and probability, ensuring predictable outcomesStrategic Customer EngagementAct as a strategic advisor to executive-level customer stakeholders, aligning solutions to business priorities and outcomesDeliver compelling value propositions through executive storytelling and insight-led engagementAccount Team Unit (ATU) CollaborationLead co-selling motions with technical specialists, extended sales teams, and partners to design and deliver impactful customer solutionsPartner with technical teams during discovery and solution development to ensure strong solution fit and differentiationEnsure seamless post-sale handover to Customer Success to support onboarding, adoption, and value realisationExperience & Capability ExpectationsDemonstrated experience owning and growing large enterprise or strategic customer accounts within complex B2B environmentsProven capability leading sophisticated, multi-stakeholder sales cycles from strategy through negotiation and closureStrong commercial acumen, including experience managing enterprise-scale agreements and expansion motionsAbility to engage credibly and confidently with senior and executive-level customer stakeholdersExperience operating in matrixed sales environments, collaborating with specialists, partners, and cross-functional teamsStrong analytical and strategic thinking skills, with the ability to use data to inform decisions and forecastsFamiliarity with UK enterprise customer buying behaviours and commercial practicesPreferred Experience & BackgroundExperience working with Enterprise Business Agreements (EBAs) or equivalent large-scale commercial frameworksBackground in technology, SaaS, subscription, or consumption-based business modelsExperience leading co-sell motions with technical specialists and partner ecosystemsExposure to value-based selling, executive-level storytelling, and business outcome positioningExperience using CRM, forecasting, and pipeline management tools to support enterprise sales executionDegree-level education or equivalent professional experience#LI-SK1Learn MoreAbout AutodeskWelcome 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!Salary transparencySalary is one part of Autodesk’s competitive compensation package. Offers are based on the candidate’s experience and geographic location. In addition to base salaries, our compensation package may include annual cash bonuses, commissions for sales roles, stock grants, and a comprehensive benefits package.BelongingWe take pride in cultivating a culture of belonging where everyone can thrive. Learn more here: In-Person Onboarding and Identity VerificationThis role may require in-person onboarding and/or in-person ID verification.Are you an existing contractor or consultant with Autodesk? Please search for open jobs and apply internally (not on this external site).SummaryLocation: United Kingdom - RemoteType: Full time