Enterprise Account Executive

At Tyk, our Enterprise Account Executives don’t wait for deals to arrive, they create momentum.

You’ll work with a defined set of strategic enterprise accounts, winning new logos and expanding existing customers by selling a sophisticated, highly technical platform to experienced buyers. This is complex, long-cycle selling with real depth: multiple stakeholders, technical validation, executive alignment, and disciplined deal execution from first conversation to close.

If you enjoy thoughtful outbound, structured sales motions and earning trust in senior buying committees, this role will feel right at home.

What you’ll be responsible for

This role covers two strategic sales motions within named enterprise accounts:

1. New logo acquisition

You’ll own the end-to-end pursuit of new strategic customers:

• Develop and execute account plans: stakeholder mapping, entry strategy, and path-to-close
• Lead structured discovery and qualification in complex buying environments
• Build credibility with technical, commercial, and executive stakeholders
• Navigate long-cycle deals with clarity, discipline, and focus on deal quality
• Qualify and disqualify rigorously to prioritise winnable opportunities
• 2. Strategic expansion (in partnership with Account Management)

Once customers are live, you’ll work closely with Account Managers to:

• Identify expansion signals and shape them into qualified opportunities
• Own the commercial execution of expansion deals (new products, teams, use cases, or footprint)
• Ensure expansion activity strengthens long-term account health and customer outcomes

You do not own renewals. After close, ownership transitions cleanly to Account Management and Customer Success so customers experience continuity, not handover friction.

How you’ll do it

• Own a defined strategic account set, with accountability for focus, prioritisation, and penetration
• Build and maintain a healthy, high-quality pipeline across new logo and expansion opportunities
• Partner with Marketing and ecosystem partners on targeted inbound and outbound motions
• Use account-level research and insight to earn executive access and multi-threaded sponsorship
• Run a disciplined qualification methodology (e.g. MEDDPICC or equivalent)
• Build compelling business cases aligned to customer priorities and outcomes
• Collaborate closely with presales, partners, and senior technical leadership on high-stakes pursuits
• Maintain strong CRM hygiene, opportunity planning, and reliable forecasting
• Execute clean handoffs to Account Management and Customer Success post-sale

Success in this role is measured by:

• Consistent creation of high-quality strategic pipeline
• Strong win rates on well-qualified opportunities
• Clean execution and handover that sets customers up for long-term success

Requirements

• Proven experience selling complex B2B or enterprise technology
• Strong track record of new logo acquisition in long-cycle, multi-stakeholder deals
• Experience driving expansion within existing enterprise customers
• Confidence engaging technical and business stakeholders, including at executive level
• Disciplined judgement around qualification, prioritisation, and deal execution
• Strong forecasting integrity and CRM discipline
• Collaborative mindset across sales, technical, partner, and account teams
• High commercial integrity and professionalism
• Calm, resilient approach to complex, high-value pursuits
• You’ll likely thrive here if you: Enjoy complex, strategic selling rather than transactional deals
• Value disciplined execution over opportunistic selling
• Come prepared, credible, and thoughtful to every customer conversation
• Take pride in how deals are won- not just that they are won
• Care about clean handoffs and long-term customer success
• Like working closely with technical counterparts and account teams
• How we operate at Tyk
• Customer success is a first-order priority at Tyk — and our sales model reflects that.
• We operate with clear ownership, strong handoffs, and respect for long-term account health. When a deal is closed, responsibility transitions cleanly to Account Management and Customer Success, creating continuity for customers and a solid foundation for future expansion.

Here’s why you should join us:

Please note that benefits vary by country. If you have any questions, please don't hesitate to ask your Talent Partner.

Excellent Medical, Dental, and Vision packages

401k plan

Everyone has unlimited paid holiday.

We have total flexibility in hours, as we believe creativity flows better when our people are given freedom to decide when they are most productive. Everyone is unique after all.

• Employee share scheme
• Generous maternity and paternity leave
• Company retreats

We all share the same vision - we value authenticity, respect, responsibility, independence, honesty, diversity and inclusion and most importantly treating others how you wish to be treated. We look for like-minded people who bring their personalities to work everyday, strive to achieve their personal goals and who are willing to challenge the way we do things, why? - to make what we do even better!