Lead Account Executive - Enterprise Sales - IT Software

Key Responsibilities:

1. Enterprise Revenue:

- Work on the meetings set by the BDR team, along with creating your own pipeline by reaching out to enterprise accounts.

- Build and manage a healthy pipeline of high-value APAC accounts.

- Consistently achieve and exceed quarterly and annual revenue targets.

- Build accurate forecasts and maintain strong pipeline hygiene.

2. Strategic Account Management:

- Engage senior stakeholders across Engineering, Product, Technology, Digital, Marketing and Business teams.

- Build multi-threaded relationships within strategic accounts.

- Understand customer business and technical challenges and position around measurable business outcomes.

- Lead complex evaluations, POCs, commercial negotiations, and procurement processes.

- Develop account strategies for large opportunities and strategic logos.

3. Consultative & Technical Selling:

- Run high-quality discovery conversations that uncover business, technical, and commercial pain points.

- Translate technical capabilities into clear business value.

- Work closely with Solutions Engineering, Product, and Customer Success teams to create compelling solutions.

- Become an expert in the media infrastructure, image optimization, video delivery, CDN, and related technology landscape.

4. APAC Market Development:

- Identify high-potential industries, accounts, and use cases across APAC.

- Develop repeatable sales plays for priority segments.

- Partner with SDR/BDR teams to define target accounts and outbound strategies.

- Provide market intelligence to Product, Marketing, and Leadership.

- Help scale enterprise sales motion across APAC.

What We're Looking For:

- 5+ years of B2B sales experience, with significant experience selling SaaS, IT infrastructure, CPaaS, cloud or developer-focused products.

- Proven track record of closing $100K+ ARR enterprise deals.

- Experience managing complex, multi-stakeholder sales cycles.

- Strong consultative and value-based selling skills.

- Experience selling to senior technology and business decision-makers.

- Demonstrated ability to build pipeline independently and close net-new logos.

- Strong understanding of enterprise procurement, commercial negotiation and deal management.

- Excellent communication, presentation and negotiation skills.

- Ability to understand and confidently discuss technical products with Engineering/Technology stakeholders.

- Experience selling into APAC markets is strongly preferred.

- A builder's mindset - someone who enjoys creating new sales motions rather than simply following an established playbook.