Enterprise Sales Executive & Account Manager

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CAREERS AT AKUMINA

Enterprise Sales Account Executive & Account Manager (Employee Experience / Digital Workplace)

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Location: United States (Remote)

Overview

We are seeking a seasoned Enterprise Sales Executive & Account Manager to drive growth and expand strategic relationships across large enterprise accounts. This individual will bring deep experience selling into HR, Information Technology, and Internal Communications organizations at senior levels, with a strong focus on employee experience and digital workplace solutions.

This role requires a consultative seller who can navigate complex enterprise environments, build executive relationships, and deliver measurable business outcomes—leveraging a modern platform with innovative AI-driven capabilities that transform the employee experience. The ideal candidate is comfortable selling a platform that sits inside the Microsoft 365 ecosystem, helping customers get more value from the investments they are already making. You will help them see that, and help them act on it.

The primary buyer for this category is IT, specifically the leaders building and owning the organization's AI initiative. Comms and HR are door openers. IT is the closer. This role requires comfort moving fluidly across all three.

Key Responsibilities

• Own the full sales cycle from prospecting through close and ongoing account expansion within enterprise accounts
• Develop and execute strategic account plans to drive long-term growth and customer success
• Build and maintain relationships with senior stakeholders across HR, IT, and Internal Communications functions, with a particular focus on getting IT and AI initiative owners to the table
• Position and sell employee experience and digital workplace solutions, including AI-powered capabilities that enhance personalization, automation, and productivity
• Educate customers on emerging AI innovations within the Microsoft 365 ecosystem and their impact on employee engagement, productivity and AI adoption
• Lead educational discovery sessions that help prospects and customers understand what is possible, define use cases, and build the internal business case before a formal proposal
• Identify cross-sell and upsell opportunities within existing accounts
• Collaborate closely with Microsoft, implementation partners, and consulting organizations to drive joint opportunities
• Lead complex deal orchestration, including RFPs, executive presentations, and contract negotiations
• Maintain accurate forecasting and pipeline management, with a commitment to CRM discipline and process adherence (HubSpot experience preferred)
• Serve as a trusted advisor to customers on modern workplace and AI-enabled employee experience strategy
  
  

• 5–10+ years of enterprise sales and account management experience
• Proven track record selling into HR, IT, and Internal Communications stakeholders at the executive level
• Strong experience selling employee experience, intranet, or digital workplace solutions to large enterprises (5,000+ employees)
• Experience selling platforms that incorporate AI, automation, or workflow orchestration within enterprise environments, including the ability to learn and articulate a new solution category to enterprise buyers
• Deep familiarity with Microsoft 365 (including SharePoint, Teams, Viva, and related workplace technologies)
• Experience selling SharePoint-based or “SharePoint as a Service” solutions
• Working knowledge of the Microsoft partner ecosystem and co-selling motions with Microsoft
• Experience collaborating, shoulder-to-shoulder, with system integrators and consulting partners on large-scale implementations
• Demonstrated success managing complex, multi-stakeholder enterprise deals
• Experience managing both net-new acquisition and installed base expansion within the same book of business
  
  

• Experience with ServiceNow and/or Workday ecosystems
• Exposure to AI-driven platforms for employee engagement, knowledge management, or workflow automation
• Background working within or alongside consulting firms or system integrators
• Experience in healthcare, life sciences, financial services, manufacturing, or other regulated or complex global industries
  
  

• Strong understanding and execution of the Challenger Sales methodology
• Ability to reframe customer thinking, challenge assumptions, and lead with insight
• Skilled at value-based selling, including articulating the business impact of AI-driven transformation
• Comfortable guiding customers through a structured engagement journey, from first conversation through deployment and beyond, with a focus on building long-term partnerships, not just closing deals
  
  

• Executive presence and strong communication skills
• Strategic thinking with a hands-on, results-driven approach
• Ability to translate emerging technologies (including AI) into clear business value
• Ability to navigate complex organizations and influence multiple stakeholders
• High level of accountability, ownership, and follow-through
• Collaborative mindset with cross-functional teams and partners
  
  

• Opportunity to shape and lead enterprise relationships in a high-growth category
• Work at the forefront of employee experience, digital workplace, and AI-driven transformation
• Strong alignment with the Microsoft ecosystem and partner network
• Direct access to large global enterprises, major consulting firms, and Microsoft, with high visibility across senior leadership and a real seat at the table on complex, strategic deals.
  
  

• Own the full sales cycle from prospecting through close and ongoing account expansion within enterprise accounts
• Develop and execute strategic account plans to drive long-term growth and customer success
• Build and maintain relationships with senior stakeholders across HR, IT, and Internal Communications functions, with a particular focus on getting IT and AI initiative owners to the table
• Position and sell employee experience and digital workplace solutions, including AI-powered capabilities that enhance personalization, automation, and productivity
• Educate customers on emerging AI innovations within the Microsoft 365 ecosystem and their impact on employee engagement, productivity and AI adoption
• Lead educational discovery sessions that help prospects and customers understand what is possible, define use cases, and build the internal business case before a formal proposal
• Identify cross-sell and upsell opportunities within existing accounts
• Collaborate closely with Microsoft, implementation partners, and consulting organizations to drive joint opportunities
• Lead complex deal orchestration, including RFPs, executive presentations, and contract negotiations
• Maintain accurate forecasting and pipeline management, with a commitment to CRM discipline and process adherence (HubSpot experience preferred)
• Serve as a trusted advisor to customers on modern workplace and AI-enabled employee experience strategy
  
  

• 5–10+ years of enterprise sales and account management experience
• Proven track record selling into HR, IT, and Internal Communications stakeholders at the executive level
• Strong experience selling employee experience, intranet, or digital workplace solutions to large enterprises (5,000+ employees)
• Experience selling platforms that incorporate AI, automation, or workflow orchestration within enterprise environments, including the ability to learn and articulate a new solution category to enterprise buyers
• Deep familiarity with Microsoft 365 (including SharePoint, Teams, Viva, and related workplace technologies)
• Experience selling SharePoint-based or “SharePoint as a Service” solutions
• Working knowledge of the Microsoft partner ecosystem and co-selling motions with Microsoft
• Experience collaborating, shoulder-to-shoulder, with system integrators and consulting partners on large-scale implementations
• Demonstrated success managing complex, multi-stakeholder enterprise deals
• Experience managing both net-new acquisition and installed base expansion within the same book of business
  
  

• Experience with ServiceNow and/or Workday ecosystems
• Exposure to AI-driven platforms for employee engagement, knowledge management, or workflow automation
• Background working within or alongside consulting firms or system integrators
• Experience in healthcare, life sciences, financial services, manufacturing, or other regulated or complex global industries
  
  

• Strong understanding and execution of the Challenger Sales methodology
• Ability to reframe customer thinking, challenge assumptions, and lead with insight
• Skilled at value-based selling, including articulating the business impact of AI-driven transformation
• Comfortable guiding customers through a structured engagement journey, from first conversation through deployment and beyond, with a focus on building long-term partnerships, not just closing deals
  
  

• Executive presence and strong communication skills
• Strategic thinking with a hands-on, results-driven approach
• Ability to translate emerging technologies (including AI) into clear business value
• Ability to navigate complex organizations and influence multiple stakeholders
• High level of accountability, ownership, and follow-through
• Collaborative mindset with cross-functional teams and partners
  
  

• Opportunity to shape and lead enterprise relationships in a high-growth category
• Work at the forefront of employee experience, digital workplace, and AI-driven transformation
• Strong alignment with the Microsoft ecosystem and partner network
• Direct access to large global enterprises, major consulting firms, and Microsoft, with high visibility across senior leadership and a real seat at the table on complex, strategic deals.