Lead Account Executive, Enterprise

About the Company At Nylas, we specialize in making it easier for developers to add email, calendar, and contact management features into their applications. We provide APIs that streamline the integration of these functionalities, ensuring they are secure and effective. This enables better, safer, and more reliable communication within apps. Supporting over 100,000 developers and collaborating with more than 900 companies globally, Nylas plays a pivotal role in how digital communication tools are built and utilized. Our technology spans various sectors, from healthcare to education, simplifying the complex process of app development related to communications. By reducing the barriers in communication technology, we empower developers to innovate and enhance user interaction across platforms. The Role Lead Account Executive, Enterprise – Spearhead our enterprise sales efforts as the primary enterprise sales leader on our team. Own a portfolio of high‑value accounts and opportunities, leveraging 10+ years of SaaS enterprise sales experience to navigate complex, multi‑stakeholder deals and long sales cycles, engaging C‑level executives and championing Nylas’s value at every step. Develop and execute account strategies, employ a consultative solution‑selling approach, and act as a trusted advisor to our most strategic clients in a fast‑paced startup environment. What You’ll Do Strategic Account Development: Develop and execute comprehensive account plans for a targeted portfolio of enterprise customers. Identify key initial “land” opportunities and cultivate multi‑threaded relationships that lead to broad adoption of Nylas across the enterprise. Full‑Cycle Enterprise Selling: Own and manage the entire sales cycle for complex deals, from initial prospecting and discovery through solution presentation, negotiation, and close. Drive disciplined opportunity management – qualifying, forecasting, and closing large contracts – while maintaining a robust pipeline of new business. Consistently meet and exceed quarterly and annual revenue targets. Executive Engagement: Build and nurture trusted advisor relationships with senior client stakeholders, including VP and C‑suite executives. Lead executive‑level discussions to understand strategic objectives and align Nylas’s solutions to business outcomes. Navigate enterprise procurement processes and proactively address executive concerns to secure buy‑in and long‑term commitment. Consultative Solution Selling: Take a consultative, value‑driven approach to sales. Deeply understand each customer’s technical requirements and business challenges to craft tailored solutions that demonstrate clear ROI. Educate clients on industry best practices and position Nylas’s platform as a critical component of their digital transformation and workflow automation strategies. Cross‑Functional Collaboration: Orchestrate and leverage cross‑functional teams to win and grow enterprise accounts. Work closely with Solutions Engineering on technical proofs‑of‑concept, Customer Success and Support to ensure successful onboarding, and Product and Marketing to address enterprise requirements. Deliver a cohesive and exceptional customer experience at scale. Market Leadership: Stay informed on industry trends, competition, and the evolving needs of enterprise developers and IT teams. Advocate for customers by bringing insightful feedback to Nylas’s leadership and product team, shaping our roadmap and go‑to‑market strategy for the enterprise segment. Act as an internal leader for enterprise sales best practices, mentoring junior team members and contributing to a culture of excellence and continuous improvement. What You’ll Bring Experience: 10+ years of B2B SaaS sales experience, with several years dedicated to selling into large enterprise accounts (Fortune 1000 or equivalent). Proven track record of successfully closing new business and expanding existing accounts at the enterprise level. Performance: Consistently meet and exceed ambitious sales targets, with a history of overachievement against annual quotas on the order of $1M+ ARR (or higher), including seven‑figure deals and multi‑year contracts. Enterprise Sales Expertise: Extensive experience managing long, complex sales cycles (often 6‑12+ months) with multiple stakeholders. Skilled at navigating enterprise procurement, legal, and security review processes. Adept at “land and expand” strategies – win initial projects and grow them into larger deployments over time. Strategic & Consultative Skills: Strong strategic account planning and consultative selling abilities. Develop long‑term enterprise account plans, identify upsell/cross‑sell opportunities, and become a trusted advisor to clients’ senior leadership. Cross‑Functional Leadership: Proven ability to collaborate and influence in a cross‑functional environment. Work well with sales engineers, product managers, customer success and others to galvanize support for deals and ensure customer success. (Experience leading internal pursuit teams or a “pod” selling approach is a plus.) Technical Acumen: Familiarity with modern cloud software and APIs; ability to quickly learn the ins and outs of Nylas’s developer platform. Comfortable engaging with technical audiences (developers, CTOs) and effectively communicate technical solutions to non‑technical stakeholders. Background in computer science or engineering is a bonus. Communication & Influence: Exceptional communication and interpersonal skills. Craft and deliver compelling presentations and product demos to audiences ranging from engineers to C‑level executives. Strong negotiation skills with experience navigating enterprise contract discussions to favorable outcomes. Drive & Work Ethic: Self‑motivated, entrepreneurial mindset with a high degree of ownership and accountability. Thrive in a fast‑paced, growing startup environment. Demonstrate a growth mindset, resilience, and a passion for helping customers succeed. Continuously seek to improve craft and share knowledge with the team. Interview Process Round 1: 30‑minute Google Meet discussion with the Recruiter Round 2: 45‑minute Google Meet discussion with the CEO Round 3: Take‑home assignment, followed by a 60‑minute panel discussion Round 4: Three (3) Google Meet discussions with various Nylas members (max 3 hours) Throughout the interview process, we encourage you to discuss concrete examples of your past enterprise sales achievements – be ready to walk us through the what, why, and how of significant deals you’ve led. We want to understand your strategy, thought process, and how you execute on complex opportunities. The estimated total on‑target earnings (OTE) range for this position is $200,000 – $275,000 CAD. Actual compensation will be determined based on individual qualifications and performance during the hiring process. Factors influencing the offer include your depth of experience, proven skills, and track record of results in enterprise sales. Nylas also offers a competitive commission plan and equity package aligned with our stage and growth trajectory. Nylas is registered as an employer in many, but not all, states/provinces. If you are not located in or able to work from a state/province where Nylas is registered, you will not be eligible for employment. Visa sponsorship may not be available in certain remote locations. Seniority Level Mid‑Senior level Employment Type Full‑time Job Function Sales and Business Development Industry Software Development #J-18808-Ljbffr