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Principal Account Executive – Employee Experience
Poppulo. Own the specialist PXP sales motion from initial qualification and discovery through solution alignment, business case development, negotiation, close, and transition to the post-sale team .
About the role
Key responsibilities & impact- Own the specialist PXP sales motion from initial qualification and discovery through solution alignment, business case development, negotiation, close, and transition to the post-sale team
- Partner with Employee Communications Account Executives on account strategy and establish clear roles for each opportunity
- Build pipeline through seller referrals, joint account planning, targeted prospecting, partner activity, and qualified inbound demand
- Identify and prioritize PXP opportunities across prospective and existing accounts
- Lead consultative discovery with senior stakeholders across Internal Communications, Employee Experience, HR, IT, Digital Workplace, Operations, Security, Procurement, and executive leadership
- Advise customers using intranet, digital workplace, and employee experience expertise
- Orchestrate demonstrations, workshops, proposals, security reviews, and business cases with internal expert teams
- Develop champions and executive sponsors, map buying groups, and align stakeholders around Mutual Action Plans and a path to value
- Apply MEDDPICC discipline to qualification, deal strategy, risk management, forecasting, and close planning
- Maintain accurate opportunity data and forecasts and deliver against quarterly and annual PXP revenue goals
- Work within a shared-credit model with the paired Account Executive
- Guide PXP opportunity strategy and strengthen field capability through coaching, enablement, and customer feedback
Requirements
What you’ll need- At least 8 years of enterprise SaaS sales experience, including complex, multi-stakeholder opportunities with large organizations
- Deep experience selling intranet, employee experience, digital workplace, employee communications, HR technology, or closely related enterprise platforms
- Consistent record of achieving or exceeding quarterly and annual sales targets
- Strong consultative discovery, value selling, presentation, negotiation, and closing skills
- Experience engaging executive buyers and building champions across business and technical functions
- Fluency in MEDDPICC or a comparable enterprise sales methodology
- Ability to connect intranet and employee experience priorities to measurable business outcomes for large, distributed workforces
- Excellent written and verbal communication, executive presence, organizational discipline, and attention to detail
- Sound judgment, curiosity, resilience, and ability to work effectively in a fast-moving, collaborative environment
- Bachelor's degree or an equivalent combination of education and relevant professional experience
Benefits
Comp & perks- Variable compensation
- Short-term incentives
- Health insurance with several options
- Accident and life insurance
- Learning and development platforms
- Flexible work arrangement
- Flexible PTO
- 10 days paid leave
- Competitive medical, dental, and vision benefits
- Monthly contributions to Health Savings Account
- 401(k) with employer match
- Maternity, parental, adoption, and bereavement leave
- Funding towards adoption costs
- Career advancement opportunities
- Fun, flexible working environment