Enterprise Account Executive (SaaS)

About this role.

Acquia is seeking an Enterprise Account Executive to drive new business and expansion sales for its Drupal-based digital experience platform. The role owns enterprise go-to-market planning, C-level relationship development, pipeline generation, forecasting, deal negotiation, and contract approvals. Candidates need 5–7 years of SaaS account executive experience, a hunter mentality, and demonstrated success generating their own pipeline. The position also partners with BDRs and ecosystem partners while maintaining disciplined Salesforce CRM data and forecast accuracy.

Role DNA

A quick view of the complexity, pace, ownership and collaboration implied by the job description.

Job Complexity

5/5### Pace & Pressure

5/5### Autonomy Level

5/5### Communication Load

5/5AI insightThis is a senior quota-carrying enterprise sales role with high expectations for self-sourced pipeline, executive selling, complex negotiations, and accurate forecasting. Success requires navigating long sales cycles and both direct and indirect opportunities in a competitive SaaS market.

Salary analysis

Estimated compensation compared with the broader US market for similar roles.

$280,000

$220k–$320k

AI insightThe disclosed on-target earnings (OTE) range is $260,000–$300,000 USD, with a midpoint of $280,000. The posting specifies a 50/50 base-to-variable compensation split, implying an approximate base salary range of $130,000–$150,000 and equivalent target variable pay. The estimated US market OTE range for a senior enterprise SaaS Account Executive is $220,000–$320,000, varying by territory, product complexity, enterprise segment, and attainment plan.

Core skills

Skills and capabilities most closely associated with this opportunity.

Sample interview questions

How have you generated your own enterprise pipeline in a new-business territory?

I start with a focused account plan that identifies high-fit organizations, priority buying centers, relevant business triggers, and partner routes. I combine personalized executive outreach, multithreaded discovery, targeted events, and partner collaboration, then measure conversion rates at each stage to refine the approach.

Describe how you build a value-based business case for a complex SaaS purchase.

I first validate the customer's strategic priorities, current-state costs, risks, and desired business outcomes through discovery with both users and executives. I translate those findings into measurable impact, align the solution to agreed success criteria, and present a mutual action plan that connects technical requirements, financial value, and stakeholder approvals.

How do you maintain an accurate enterprise sales forecast?

I use clear stage-exit criteria, validate executive sponsorship and compelling events, and document next steps with owners and dates. I regularly inspect deal risks such as budget, legal, competition, and procurement, while separating upside opportunities from commits based on evidence rather than optimism.

Tell us about a time you navigated a difficult commercial or contract negotiation.

In a complex negotiation, I align early with legal, finance, and executive sponsors on acceptable trade-offs and customer priorities. I protect value by trading concessions for meaningful commitments, such as term length, expansion rights, payment structure, or reference participation, while maintaining transparent communication with the customer.

How would you position Acquia to an enterprise prospect evaluating its digital experience strategy?

I would begin by understanding the prospect's customer-experience goals, content operations, developer needs, and integration landscape. I would position Acquia's Drupal-based DXP around the ability to compose and deploy digital experiences efficiently, while tying its open-source foundation, flexibility, and governance capabilities to the prospect's specific business outcomes.

About Acquia

Acquia empowers the world’s most ambitious brands to create digital customer experiences that matter. With open source Drupal at its core, the Acquia Digital Experience Platform (DXP) enables marketers, developers, and IT operations teams at thousands of global organizations to rapidly compose and deploy digital products and services that engage customers, enhance conversions, and help businesses stand out.

Headquartered in Boston, MA, Acquia is a Great Place to Work-CertifiedTM company, is listed as one of the world’s top software companies by The Software Report, and is positioned as a market leader by the analyst community. We are Acquia. We are building for the future and we want you to be a part of it!

Career Exploration at Acquia

Our recruitment process is designed to empower you in making the most informed decisions. Acquia is committed to providing an inclusive, transparent, efficient, and educational interview experience that cultivates exploration into career opportunities at Acquia

You will discover the opportunity to grow your career here and learn from a global team that empowers you to exceed boundaries and achieve the extraordinary.

The Enterprise Account Executive will play a key role in driving Acquia’s business development and sales activities.

As the Enterprise Account Executive, you will…

• Develop and execute a go-to-market strategy for Acquia’s offerings, tailored to individualized customer business cases
• Identify and establish relationships with key corporate C-level representatives through prospecting, marketing leads and expansion of existing contacts within accounts
• Build and nurture a strong sales pipeline and forecast through discovery calls and meetings
• Drive the sales process and lead the contract and approval process of new deals, including negotiating on price and getting approvals including contract terms
• Meet or exceed set Quota targets and Key Performance Indicators (KPI’s) for sales based activities
• Maintains accurate and realistic forecast
• Maintain meticulous data hygiene within Salesforce.com CRM
• Acts as coach and mentor to BDRs you work with on prospecting
• Build awareness for Drupal and Acquia within large Enterprises and System Integrators
• Build and maintain positive relationships with new and existing Acquia partners

You’ll enjoy this role if you are/have…

• Highly motivated, over achiever, encouraging teammate, driven
• A high level of intensity to work with an experienced, motivated leadership team focused on creating a significantly sized company in a short timeframe
• A passion for excellence including an innate desire to build a metric driven business
• Open to mentorship
• Excellent thought leadership traits with the ability to successfully drive fundamental changes in web strategies
• Strong analytical and writing abilities
• Outstanding presentation skills
• Entrepreneurial spirit/attitude, flexibility toward multifaceted change

What you’ll need to be successful…

• Minimum of 5-7 years of experience in an Account Executive role at a SaaS company.
• Deep experience with SaaS technologies preferably around website development or Web Content Management
• Understands value creation selling
• Can demonstrate results from own pipeline generation; is a natural “hunter”
• Demonstrated ability to handle both direct and indirect opportunities
• Experienced in a new business Sales role ideally within a high growth organization

We are an organization that embraces innovation and the potential of AI to enhance our processes and improve our work. We are always looking for individuals who are open to learning new technologies and collaborating with AI tools to achieve our goals.

Acquia is proud to provide best-in-class benefits to help our employees and their families maintain a healthy body and mind. Core Benefits include: competitive healthcare coverage, wellness programs, take it when you need it time off, parental leave, recognition programs, and much more!

This role includes a 50/50 split, the variable compensation is equal to the base salary. This structure results in On-Target Earnings (OTE) ranging from $260,000 to $300,000. Final compensation will be commensurate with your experience and will be determined by a variety of factors, including city of residence, relevant skillset, and job-related knowledge. This role is also eligible for variable compensation.

Acquia is an equal opportunity (EEO) employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veterans status or any other protected status or characteristic under federal, state or local law unrelated to the ability to perform the job.

This job listing has been manually reviewed by the Jobicy Trust & Safety Team for compliance with our posting guidelines, including verification of the company's legitimacy, accuracy of job details, clarity of remote work policy, and absence of misleading or fraudulent content.

Показать контакты