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.