[Remote] Principal Account Executive- Employee Experience

Note: The job is a remote job and is open to candidates in USA. Poppulo is hiring a Principal Account Executive, Employee Experience to lead sales of its Poppulo Experience Platform from qualification through close and handoff. The role partners with Employee Communications Account Executives, advises customers on intranet and employee experience solutions, and carries direct revenue responsibility.

Responsibilities

• 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, establish clear roles for each opportunity, and serve as the lead seller and subject-matter expert for PXP while the paired Employee Communications Account Executive maintains the broader customer relationship
• Build pipeline through referrals from aligned sellers, joint account planning, targeted prospecting, partner activity, and conversion of qualified inbound demand
• Identify and prioritize PXP opportunities across prospective and/or existing accounts based on customer need, commercial potential, and the value specialist involvement can add to the sales process
• Lead consultative discovery with senior stakeholders across Internal Communications, Employee Experience, HR, IT, Digital Workplace, Operations, Security, Procurement, and executive leadership
• Use deep knowledge of intranet, digital workplace, and employee experience practices to advise customers and translate their workforce challenges into a clear PXP solution strategy
• Orchestrate demonstrations, workshops, proposals, security reviews, and business cases with Solutions Consulting, Product, Marketing, Customer Success, Professional Services, and other internal experts
• Develop champions and executive sponsors, map the buying group, and align stakeholders around Mutual Action Plans and a defensible path to value
• Apply MEDDPICC discipline to qualification, deal strategy, risk management, forecasting, and close planning
• Maintain accurate opportunity data and forecasts, communicate deal strategy clearly, and deliver against quarterly and annual PXP revenue goals
• Work within a shared-credit model that recognizes both the PXP specialist and the paired Account Executive for successful PXP sales
• Act as a trusted advisor to paired sellers and sales leaders, guiding PXP opportunity strategy and strengthening field capability through coaching, practical enablement, and customer feedback

Skills

• At least 8 years of enterprise SaaS sales experience, including responsibility for complex, multi-stakeholder opportunities with large organizations
• Deep experience selling intranet, employee experience, digital workplace, employee communications, HR technology, or closely related enterprise platforms
• A consistent record of achieving or exceeding quarterly and annual sales targets
• The judgment to lead the PXP sales motion decisively while respecting the paired account executive's ownership of the broader customer relationship
• 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, with disciplined opportunity qualification and forecasting
• The 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 the ability to work effectively in a fast-moving, collaborative environment
• Bachelor's degree or an equivalent combination of education and relevant professional experience
• Experience succeeding as a senior individual contributor in a product-specialist, overlay, co-selling, or similarly matrixed sales model is strongly preferred but not required

Benefits

• Variable compensation
• Short-term incentives
• Health insurance (several options to choose from)
• Accident and life insurance
• Access to the best in class learning and development platforms
• Flexible work arrangement
• Flexible PTO and 10 days paid leave
• Potential for career advancement in a fast paced growing organization
• Competitive Medical, Dental, and Vision Benefits
• Monthly contributions to your Health Savings Account
• 401k with Employer Match
• Fun, flexible working environment
• Maternity, Parental, Adoption and Bereavement Leave
• Funding towards adoption costs

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