Senior Account Executive – Enterprise

Overview

At iGrafx, we help organizations turn process into competitive advantage. By combining process intelligence, AI, and automation, we enable enterprises to understand how work gets done, identify where it can be improved, and confidently transform the processes that matter most.

Every business process now has three participants: people, automation, and AI agents. Enterprises are deploying agents faster than they can govern them — and in regulated industries, an agent without process context is an operational risk, not an efficiency gain. The iGrafx Agentic Process Foundation is the process intelligence layer that gives AI agents the visibility, context, and guardrails they need to operate reliably. It is the most urgent conversation in our market, and this role exists to go have it.

We are looking for a Senior Account Executive to own full-cycle enterprise sales for the Agentic Process Foundation across North America. This is a quota-carrying, build-it-yourself seat. You will source the majority of your own pipeline, run your own outreach, earn your own executive meetings, and close six-figure deals with operations, transformation, risk, and technology leaders who are under pressure to make AI work safely at scale.

This is deliberately not a coverage role on a mature patch. There is no inbound firehose, no dedicated BDR pod feeding you meetings, and no brand that opens doors on its own in every account you will call into. What there is: a differentiated product in a category buyers are actively budgeting for, three decades of process credibility behind it, direct access to leadership, and the freedom to run your territory like it is your own business.

We hire for hunger, commercial judgment, and the determination to deliver results. Our strongest sellers are ambitious without ego, comfortable operating with autonomy and ambiguity, and committed to winning as a team. If you have carried a number somewhere you had to create demand rather than harvest it, this is a role where that muscle is the whole job.

Our Core Values

At iGrafx, we believe in empowering our people to make an impact. We value integrity, teamwork, accountability, and customer success above all. Our mission extends beyond revenue; we help clients achieve operational excellence, manage risk, and accelerate transformation through the power of process intelligence. Check out our core values, and if they resonate with you, consider joining our team.

At iGrafx you will:

Self-Sourced Pipeline and Outbound Outreach

• Build and personally generate the majority of your own pipeline through outbound prospecting — targeted email, phone, social, events, and referral paths — rather than relying on inbound or assigned meetings.
• Research and prioritize accounts in your territory, map the organizations behind them, and identify the specific operational or regulatory pressure that makes a process foundation urgent right now.
• Write your own outreach. Craft point-of-view messaging that earns a first meeting with senior operations, transformation, risk, and IT leaders who are not waiting for a vendor email.
• Run a disciplined daily prospecting rhythm and hold yourself to activity and pipeline-creation targets alongside your revenue number.
• Follow up on inbound leads, marketing programs, and event registrations quickly and thoroughly, treating them as an accelerant to self-sourced pipeline, not a substitute for it.

Selling the Agentic Process Foundation

• Become deeply fluent in the Agentic Process Foundation and articulate why AI agents deployed without process context create risk in regulated environments — and how iGrafx removes it.
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  Help customers unify systems, SOPs, and workflows into a single end-to-end view of how work actually gets done.
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  Guide customers to evaluate value, cost, and risk before deploying AI, so they automate the right processes rather than the loudest ones.
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  Position the structured process intelligence — roles, controls, and expected flow patterns — that AI agents need to act reliably in live workflows.
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  Show customers how to compare expected versus actual outcomes against real execution data and improve continuously.
• Connect Process360 Live, process mining, modeling, simulation, and PIA (Process Intelligence Assistant) to the AI, automation, compliance, and operational excellence initiatives already funded inside the account.
• Sell to the compliance and auditability agenda, not only the efficiency agenda — enterprise leaders consistently rank governance among their top AI priorities, and that is where iGrafx wins.

Full-Cycle Enterprise Selling

• Own the full sales cycle end to end: prospect, qualify, run discovery, build the business case, align stakeholders, negotiate commercial terms, and close.
• Lead multi-stakeholder enterprise sales cycles focused on business outcomes rather than features, with deal sizes in the five- and six-figure range.
• Engage senior executives across operations, transformation, risk, compliance, and IT, and build multi-threaded relationships that do not depend on a single champion.
• Apply consultative and value-based selling methods such as MEDDPICC, Challenger, and ROI modeling to diagnose problems, quantify improvement opportunities, and justify investment.
• Land new logos and expand them: identify the next process, the next business unit, and the next use case after the first win.
• Work opportunities alongside partners and alliances where they open doors or add delivery capacity, without depending on partner-sourced pipeline to make your number.

Cross-Functional Collaboration

• Partner with Solution Consultants to deliver sharp demos, proofs-of-concept, and pilot plans that prove value quickly.
• Work with marketing on campaigns, events, and content, and feed real objections and buyer language back into the messaging.
• Hand off cleanly to services and customer success with clear outcomes and success criteria, so adoption, value realization, and renewal are set up from day one.
• Bring competitive intelligence and product feedback back to leadership — in a company this size, your input actually changes the roadmap and the pitch.

Pipeline Discipline and Forecasting

• Maintain accurate, current pipeline and forecast data in CRM, applying rigorous qualification standards and honest deal inspection.
• Forecast with credibility: commit what you will close, call risk early, and never manage the number by hiding it.
• Track and report on pipeline creation, conversion, cycle length, and win rates, and adjust your own approach based on what the data shows.

Who Thrives in This Role

We want to be direct about the environment, because the wrong fit is expensive for everyone.

• You have sold somewhere you had to create demand yourself — an early-stage company, a new product line, a new market, or a territory that was empty when you got it.
• You are comfortable when the playbook is incomplete, and you help write the next version of it rather than waiting for one.
• You do your own research, your own list building, and your own outreach, and you are proud of that rather than looking to hand it off.
• You measure yourself on pipeline created and revenue closed, not on meetings attended.
• You want to be close to leadership, product, and customers, and you would rather have influence than infrastructure.

This role is likely not the right fit if your success has depended on a well-known brand opening doors, a large inbound engine, a dedicated SDR team booking your meetings, or a deep bench of support functions handling everything outside the meeting itself.

Qualifications

• 3–5 years of quota-carrying, full-cycle B2B SaaS sales experience with a consistent record of meeting or exceeding quota.
• Demonstrated experience at a startup, scale-up, or early-stage business unit where you were responsible for generating your own pipeline in a market that did not yet know the category.
• Proven success self-sourcing outbound pipeline — able to speak specifically to the percentage of your pipeline you created yourself and how you did it.
• Experience running complex, multi-stakeholder sales cycles into enterprise or upper mid-market organizations, ideally with $1B or more in annual revenue.
• Comfort selling technical value to both business and IT audiences; exposure to process intelligence, process mining, BPM, automation, AI, or adjacent enterprise software is a strong plus.
• Genuine interest in AI and agentic systems, and the ability to hold a credible conversation about governance, risk, and compliance with senior leaders.
• Experience in regulated industries such as financial services, insurance, manufacturing, life sciences, or the public sector is a plus.
• Familiarity with structured sales methodologies such as MEDDPICC, Challenger, or Command of the Message.
• Bachelor's degree in Business, Computer Science, Information Technology, or a related field, or equivalent practical experience.

Skills

• Exceptional written outreach — able to earn a reply from a senior executive who has never heard of us.
• Strong discovery, presentation, and negotiation skills, with the confidence to challenge a prospect’s assumptions constructively.
• High personal accountability and self-direction; you set your own cadence and hold to it without being managed to it.
• Resilience and persistence — you treat a hard territory as a problem to solve rather than a reason to miss.
• Curiosity and speed of learning; you can get to credible fluency on a technical category quickly.
• Collaborative mindset and the ability to work across technical and business teams without direct authority.
• Ability to thrive in a fast-paced, evolving environment and manage multiple priorities with precision and professionalism.

Reporting Structure

Reports to: SVP, North America

iGrafx Company Description

iGrafx is a global leader in process intelligence, helping organizations understand, improve, and transform the processes that power their business. By bringing together process intelligence, process mining, modeling, simulation, and AI, iGrafx gives enterprises the visibility and context they need to make smarter decisions, accelerate transformation, and achieve measurable business outcomes.

For more than three decades, iGrafx has helped shape the business process management industry. From pioneering process diagramming and simulation technologies to contributing to the development of BPMN and advancing enterprise process modeling, innovation in process has been at the core of who we are.

Today, that foundation is increasingly important as enterprises embrace AI. AI is only as effective as the processes and business context behind it. iGrafx helps organizations build that foundation — connecting people, processes, systems, and data so they can identify opportunities for improvement, understand the impact of change, and deploy AI and automation with greater confidence and control.

Trusted by organizations around the world, iGrafx supports global enterprises across highly complex and regulated industries. With an international presence and a partner ecosystem spanning more than 20 countries, we combine global scale with deep process expertise.

Our mission remains focused: to turn process into competitive advantage. For our customers, that means more efficient operations, better decisions, reduced risk, and measurable ROI. For our employees, it means the opportunity to help define the next generation of process intelligence and play a meaningful role in how enterprises transform in the age of AI.

iGrafx is an equal opportunity employer and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.