Account Executive - LCV SaaS Software

Michelin Connected Fleet (MCF), a subsidiary of Michelin North America, is expanding its enterprise sales organization and seeking a high-performing Enterprise Account Executive to drive new logo acquisition and strategic account growth across large, complex customers. This role is designed for sellers who excel in long-cycle, consultative enterprise sales , thrive in multi-stakeholder environments , and are motivated by helping executive teams achieve measurable operational and financial outcomes. You will own a defined set of strategic accounts and prospects, engage senior decision-makers, and lead end-to-end sales motions from discovery through close. What You’ll Do Own and execute an enterprise sales strategy across a defined set of strategic accounts and prospects Drive new logo acquisition and expansion within large, complex organizations Lead consultative sales cycles involving multiple stakeholders, including C-level, Operations, Finance, IT, and Procurement Position Michelin Connected Fleet as a trusted advisor , aligning solutions to customer business objectives and measurable outcomes Manage the full sales cycle: discovery, value articulation, solution design, negotiation, and close Build and maintain a healthy pipeline aligned to quota and growth targets Collaborate cross-functionally with Marketing, Sales Engineering, Customer Success, and Product to deliver successful outcomes Accurately forecast pipeline and revenue using CRM and sales methodologies Travel up to ~50–60% to support in-person customer engagement and strategic account development What Success Looks Like Consistent achievement of enterprise quota through disciplined pipeline management Strong deal quality : multi-threaded opportunities, executive alignment, and clear value justification Ability to navigate complex buying processes , including procurement, legal, and security Expansion of relationships beyond initial buyers into broader executive sponsorship The Ideal Candidate 5+ years of B2B enterprise sales experience , preferably in SaaS, telematics, fleet, logistics, or data-driven platforms Proven success selling into large, complex organizations with multiple decision-makers Demonstrated ability to manage long sales cycles and close six-figure+ opportunities Strong consultative selling skills with executive-level credibility Experience running account-based sales motions (named accounts preferred) Comfortable prospecting into senior stakeholders and developing net-new opportunities Strong communication, negotiation, and presentation skills Highly organized, self-directed, and accountable Experience with CRM-driven pipeline management and forecasting Who You Are A business-minded seller who leads with outcomes, not features A trusted advisor who builds credibility through insight and follow-through Comfortable operating with autonomy while collaborating across teams Curious, resilient, and motivated by continuous improvement #J-18808-Ljbffr