Strategic Account Executive

Stratus

. Own a named book of strategic accounts within the top 50 MEP contractors .

Posted 10/6/2026full-timeRemote • United StatesSeniorLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in managing strategic accounts and navigating complex organizational structures to drive enterprise-wide licensing agreements. Proven ability to build executive relationships and lead high-value negotiations while maintaining a data-driven approach to sales.

Highest-signal resume keywords

B2B Sales ExperienceStrategic Account ManagementSeven-Figure Deal ClosingSalesforce ProficiencyExecutive Presence

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Enterprise Licensing AgreementsValue-Selling MotionROI Case BuildingNegotiation SkillsSales ForecastingComplex Sales Cycle ManagementData-Driven ApproachMEDDPICC MethodologyCommercial Terms DevelopmentPricing Structure Development

Soft Skills

Relationship BuildingStakeholder AlignmentPatienceUrgency

Tools & Technologies

SalesforceCRM SoftwareConstruction TechnologyERP SoftwareProject Management Software

Industry Keywords

MEP ContractorsConstructionBuilt EnvironmentPE-Backed PlatformsAcquisition-Driven Companies

Tech Stack

Tools & technologies

ERP

About the role

Key responsibilities & impact

Own a named book of strategic accounts within the top 50 MEP contractors
Consistently exceed an approximately $2M annual quota
Map parent companies, operating companies, regional divisions, and acquired businesses
Determine where purchasing decisions are made centrally versus locally
Land and expand across operating companies
Convert deployments into enterprise-wide licensing agreements negotiated at the parent level
Lead seven-figure, multi-year deals from strategy through signature
Develop pricing structures, ramp schedules, rollout plans, and commercial terms
Build executive relationships with CEOs, CFOs, COOs, CIOs, operating company Presidents, VPs of Operations, and VDC/BIM and fabrication leaders
Navigate enterprise procurement, legal, IT, and security reviews
Manage MSA and enterprise agreement negotiations with finance and legal partners
Build and maintain strategic account plans covering relationship maps, operating-company whitespace, competitive position, and multi-year expansion strategy
Quantify enterprise-scale value from standardized workflows and data and improved fabrication and field-performance visibility
Orchestrate Solutions Engineers, Customer Success, Product, and executive sponsors
Forecast accurately across long, multi-quarter sales cycles
Keep Salesforce clean, current, and forecast-ready
Bring feedback from largest customers to Product and Leadership to shape the roadmap

Requirements

What you’ll need

7+ years of quota-carrying B2B sales experience
2+ years managing strategic, named, or major accounts
Documented track record of closing seven-figure deals
Experience converting existing customers or business-unit deployments into organization-wide enterprise licensing agreements
Experience navigating complex, multi-layered organizations, including holding companies, parent and operating company structures, PE-backed platforms, or acquisition-driven roll-ups
Experience selling operational, multi-stakeholder software such as construction technology, ERP, project management, manufacturing, or industrial software
Experience building ROI cases and running a value-selling motion
Executive presence and credibility in the boardroom
Ability to align C-suite stakeholders who do not always agree
Strong commercial and negotiation skills, including multi-year agreements, enterprise pricing structures, and procurement and legal redlines
Patience to run long, complex sales cycles while maintaining urgency
Fluency in MEDDPICC or a similar qualification methodology
Data-driven approach and enthusiasm for using AI
Proficiency in Salesforce or a similar CRM
Ability to quickly learn new tools
Open to approximately 40% travel, including on-site executive meetings and operating company visits
E-Verify work eligibility verification after hire
Existing relationships within top MEP, mechanical, electrical, or plumbing contractors in North America (bonus)
Experience selling into construction, contractors, or the built environment (bonus)
Experience selling into PE-backed platforms or acquisition-driven companies (bonus)
Prior strategic or enterprise sales success at a growth-stage SaaS company (bonus)

Benefits

Comp & perks

Fully remote work opportunity
Work-life balance
Direct access to the executive team
Opportunity to help build the strategic accounts program from the ground up
Customer feedback directly shapes the product roadmap