Principal Account Executive, Enterprise

Job Requisition ID #26WD98259Position OverviewThe Account Executive, Enterprise Accounts is responsible for owning and executing enterprise account growth strategies, driving revenue generation, and leading complex deal negotiations. This role oversees buyer seat expansion, forecasts pipeline performance, and partners with technical and extended sales teams to co-develop customer solutions. The Account Executive acts as a trusted advisor to senior customer stakeholders, applying strategic insight, industry knowledge, and adaptive communication to drive long term customer value and business growth.ResponsibilitiesLead the creation and execution of comprehensive enterprise account growth strategies, including QBRs and senior stakeholder engagementDrive incremental revenue and EBA token consumption through up sell and cross sell motions into new, adjacent, and upgraded productsOwn and lead negotiation and closure of complex Enterprise Business Agreement (EBA) expansion deals, often tied to renewal based quota structuresExecute strategies to expand buyer seats across business units, personas, and buying groups within assigned enterprise accountsOversee pipeline and forecasting accuracy for seat expansion and upsell/cross sell opportunities across enterprise accountsSkills & CompetenciesLeadership & Communication: Applies adaptive communication techniques, engaging confidently with senior leaders using empathy and emotional intelligenceStrategic Orientation & Technical Fluency: Acts as a strategic advisor by analyzing complex environments, anticipating risk, and building adaptable execution planIndustry & Business Acumen: Applies structured reasoning and data to evaluate business strategies and optimize performanceCustomer Relationship Building: Designs and executes tailored engagement plans aligned to customer initiativesData Driven Mindset: Demonstrates independent analytical thinking and statistical reasoningLead co selling partnerships with extended sales teams to design and deliver impactful customer solutionsPartner with technical sales teams on discovery and solution developmentCollaborate with ATU to refine technical messaging and Autodesk’s value propositionEngage Deal Desk to secure approvals and navigate complex deal structuresMinimum Qualifications5+ years of experience selling into the manufacturing industry in enterprise, strategic, or complex B2B sales environmentsProven experience owning enterprise accounts and driving account growth strategiesDemonstrated success negotiating and closing complex, multi stakeholder dealsExperience forecasting pipeline and managing revenue outcomesAbility to engage credibly with executive level customer stakeholdersStrong analytical, strategic thinking, and communication skills​Preferred QualificationsExperience managing Enterprise Business Agreements (EBAs) or large scale commercial agreementsBackground in SaaS, subscription, or consumption based business modelsExperience leading co sell motions with technical specialists and partner ecosystemsFamiliarity with value based selling, QBR facilitation, and executive level storytellingExperience coordinating cross functional teams through complex sales cyclesExperience with CRM forecasting, pipeline analytics, and territory planning toolsLearn 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!BenefitsFrom health and financial benefits to time away and everyday wellness, we give Autodeskers the best, so they can do their best work. Learn more about our benefits in the U.S. by visiting https://benefits.autodesk.com/Salary transparencySalary is one part of Autodesk’s competitive compensation package. For U.S.-based sales roles, we expect a starting On-Target Earnings (OTE) between $194,400 and $348,480. OTE is comprised of base salary plus commission target for sales roles. Offers are based on the candidate’s experience and geographic location and may exceed this range. In addition to base salaries, our compensation package may include annual cash bonuses, commissions for sales roles, stock grants, and a comprehensive benefits package.Sales CareersWorking in sales at Autodesk allows you to build meaningful relationships with customers while growing your career. Join us and help make a better, more sustainable world. Learn more here: https://www.autodesk.com/careers/salesEqual Employment Opportunity At Autodesk, we're building a diverse workplace and an inclusive culture to give more people the chance to imagine, design, and make a better world. Autodesk is proud to be an equal opportunity employer and considers all qualified applicants for employment without regard to race, color, religion, age, sex, sexual orientation, gender, gender identity, national origin, disability, veteran status or any other legally protected characteristic. We also consider for employment all qualified applicants regardless of criminal histories, consistent with applicable law.BelongingWe take pride in cultivating a culture of belonging where everyone can thrive. Learn more here: https://www.autodesk.com/company/global-belongingAre you an existing contractor or consultant with Autodesk? Please search for open jobs and apply internally (not on this external site).