Senior Account Executive

Introduction:

Are you searching for an opportunity to play a key role in driving the dramatic growth of a highly successful software company?

At Poppulo, we’re working on what’s next in communications and workplace technology. As a pioneer in this industry, we understand that meaningfully reaching every employee is hard. And so is managing office space in a hybrid world. And so is improving the customer and guest experience. We exist to make each of these things easier. We exist to bring harmony to our customers.

And we do that at enterprise scale. Our omnichannel employee communications, customer communications, and workplace experience platform is trusted by over 6,000 organizations today, reaching more than 35M employees and delivering content to 500,000+ digital signs.

We know there’s no such thing as a “perfect" candidate - we’re all a work in progress and are growing new skills and capabilities all the time. We encourage you to apply for a position with Poppulo even if you don’t meet 100% of the requirements. We believe in fostering an environment where there is a diversity of perspectives, in hopes that we can all thrive.

Job

Summary

Poppulo is seeking a driven, commercially sharp sales professional to win new business across mid-market and enterprise organizations in a fast-paced, competitive market.

You will own the full sales cycle, building pipeline through proactive prospecting while converting inbound interest into qualified opportunities and new customers. Success requires curiosity, resilience, a strong sense of urgency, and the discipline to consistently create your own opportunities.

You will engage multiple stakeholders across each account, bringing relevant insights and a clear vision for how Poppulo can help them achieve their business goals. Supported by presales and subject matter experts, you will challenge existing approaches, build compelling business cases, and earn the confidence of decision-makers.

Key Responsibilities

• Generate new business: Consistently create qualified pipeline through targeted calls, personalized emails, and strategic account prospecting. Take ownership of pipeline creation and quota attainment.
• Execute with pace and purpose: Prioritize high-potential accounts, respond quickly to inbound interest, and maintain momentum across multiple opportunities without sacrificing preparation or qualification.
• Lead strategic discovery: Uncover business priorities, stakeholder challenges, measurable outcomes, and the consequences of maintaining the status quo.
• Multi-thread every qualified opportunity: Build relationships across Marketing, Internal Communications, IT, Procurement, executive sponsors, and other relevant stakeholders. Develop champions, engage economic buyers, and establish broad support for the purchase.
• Bring insight and vision: Understand each persona’s priorities and offer informed perspectives that help buyers see new possibilities, evaluate trade-offs, and connect Poppulo’s capabilities to their desired outcomes.
• Win in competitive environments: Understand competing solutions and approaches, including the decision to do nothing. Clearly articulate differentiated value and establish a compelling reason to act.
• Deliver compelling demonstrations: Quickly develop platform proficiency and lead tailored, outcome-focused demonstrations within your first weeks, partnering effectively with presales.
• Build the business case: Create persuasive proposals that connect customer needs to measurable value, investment justification, and a clear path to implementation.
• Drive disciplined deal execution: Apply MEDDIC throughout the sales cycle, validate qualification with evidence, and use mutual action plans to navigate evaluation, procurement, negotiation, and close.
• Maintain reliable forecasts: Keep CRM records current, identify risks early, and communicate clear next steps, stakeholder engagement, and realistic close expectations.
• Technical Skills and Competencies
• 5+ years of SaaS sales experience, including winning new customers in mid-market and enterprise organizations.
• A demonstrated record of consistently meeting or exceeding quarterly sales quotas.
• Proven success generating outbound pipeline through phone calls, personalized email, and targeted account development.
• Experience winning competitive, complex deals involving multiple stakeholders and executive decision-makers.
• Strong discovery and consultative selling skills, with the ability to challenge assumptions respectfully and translate product capabilities into business value.
• Demonstrated ability to build champions, access economic buyers, and develop relationships across functions and seniority levels.
• Strong practical application of MEDDIC in qualification, deal strategy, and forecasting.
• Exceptional written communication, presentation, organizational, and negotiation skills.
• The ability to learn quickly, adapt to changing priorities, and execute consistently in a demanding sales environment.
• High personal accountability, persistence, coachability, and a strong drive to create opportunities and win.
• Education and Experience
• Required
• 5+ years of B2B SaaS sales experience, including at least 3 years owning the full sales cycle and closing new business in mid-market or enterprise accounts.
• Demonstrated success meeting or exceeding sales quotas, with the ability to discuss results across recent years, including quota attainment, self-generated pipeline, and new customer wins.
• Proven ability to independently generate qualified opportunities through targeted outbound prospecting, including phone calls, personalized emails, and strategic account development.
• Experience winning competitive deals involving multiple departments, executive decision-makers, and formal procurement processes.
• Demonstrated success building champions, engaging economic buyers, and developing relationships across multiple stakeholders within an account.
• Experience leading consultative discovery, delivering tailored demonstrations, and building business cases that connect technology investments to measurable business outcomes.
• Practical experience applying MEDDIC or a comparable qualification methodology to deal strategy and forecasting.
• Preferred
• Bachelor’s degree or equivalent practical experience. Relevant fields include business, marketing, communications, or technology.
• Experience selling to Internal Communications, Marketing, HR, or IT stakeholders.
• Experience selling employee communications, digital workplace, or related enterprise software solutions.