[Remote] Senior Enterprise Account Executive

Note: The job is a remote job and is open to candidates in USA. Willow is hiring an Enterprise Account Executive focused primarily on higher education and healthcare, especially academic medical centers, while also pursuing selected opportunities in other complex-facility sectors. The role owns the full enterprise sales cycle, builds pipeline and executive relationships, navigates complex procurement, and grows customer accounts for Willow’s Operational AI platform.

Responsibilities

• Own the full enterprise sales cycle: Lead opportunities from prospecting and qualification through discovery, demonstrations, business case development, procurement, negotiation, close, and upsell
• Build pipeline and territory strategy: Identify priority accounts and generate opportunities through outbound, partner, and event motions
• Lead executive discovery: Engage CFOs, CIOs, facilities executives, operations, energy, sustainability, and capital planning leaders to understand their priorities and establish a compelling reason to act
• Independently pitch and demonstrate Willow: Connect Willow’s vision and platform capabilities to specific customer challenges through clear presentations and tailored product demonstrations
• Build credible business cases: Quantify benefits and help customers justify investment within budget constraints and demonstrate measurable outcomes
• Navigate complex procurement: Understand public sector budget calendars, funding sources, approval requirements, and purchasing pathways. Coordinate RFP responses and work with procurement teams, resellers, and partners to move agreements forward
• Develop champions and alignment: Build support across stakeholder groups and guide opportunities through IT, security, procurement, and legal reviews
• Manage deals with discipline: Run each opportunity like a project, coordinating customer stakeholders and internal teams through extended sales cycles. Maintain clear next steps, accurate forecasts, and strong CRM discipline
• Get in front of customers: Visit customers in person to understand operational realities and build relationships. Expect to travel approximately twice per month
• Grow customer relationships: Partner with product, engineering, and deployment teams to ensure a successful handover, then stay engaged with customers to drive adoption and expand the account

Skills

• Five to ten years of experience selling complex enterprise SaaS or technology solutions, with a demonstrated record of closing significant enterprise deals
• Experience selling into public sector organizations such as public universities, state and local government, airports, or public healthcare systems
• Familiarity with public sector purchasing processes, including competitive solicitations, budget and funding cycles, cooperative purchasing, and reseller or contract vehicle relationships
• Experience managing long sales cycles, multiple decision-makers, and complex enterprise procurement requirements
• The ability to build trust with senior executives, build rapport with technical stakeholders, and connect technical solutions to financial, operational, and strategic priorities
• Proven ability to independently lead discovery, deliver product demonstrations, develop business cases, and negotiate commercial agreements
• Excellent written and verbal communication, including concise executive correspondence, compelling proposals, and the ability to explain technical concepts in business terms
• Strong organization and project management skills, with the discipline to keep complex opportunities moving
• Proven, hands-on use of AI in your own work and the ability to speak knowledgeably about it with customers
• Knowledge of building management systems (BMS), building information modeling (BIM), CMMS/IWMS, IoT, smart buildings, energy, construction, or facilities management
• Experience with large corporate campuses as an additional vertical
• Experience working with channel partners, including Carahsoft, Microsoft, and HPE

Benefits

• $260,000 – $290,000 OTE
• 50/50 base/commission split
• Commission uncapped
• Medical, dental, vision, STD, LTD, Life & AD 100% of employee premiums covered; 95% of dependent premiums covered by Willow.
• 401(k) with 100% company match on the first 5% of contributions.
• 20 days accrued vacation + 10 days paid sick leave + 8 paid holidays per year.
• Willow-paid parental leave, coordinated with applicable state leave programs.
• Travel expenses covered.
• Fully remote. Dallas/Austin, TX preferred. Open to candidates in WA, TX, NY, CA, NC, NV, MI, MA, MD, IL, GA, or FL.

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