Account Executive

Enterprise Account Executive - TOLA

At Leapwork, our vision is to break down the barriers between humans and computers through the world's most accessible automation platform. We are the leading global AI-powered visual test automation solution, enabling some of the world's largest enterprises to adopt, scale, and maintain automation in under 30 days.

In today's environment, where efficiency, automation, and cost optimization are essential to enterprise growth, we are uniquely positioned to deliver impact. In 2023, Microsoft, the world's largest and most recognizable software company, recognized Leapwork as a truly innovative and disruptive product, leading to a strategic partnership that continues to be a major growth catalyst.

We're looking for an Enterprise Account Executive to join our US team and help drive this next chapter of growth.

What are we looking for:

As an Enterprise Account Executive (EAE) at Leapwork, you are a career sales executive responsible for acquiring and expanding relationships with the world's largest enterprises. You will own, lead, and execute complex enterprise sales cycles from initial engagement to close, driving significant growth within your assigned strategic accounts while proactively developing net-new business opportunities to expand our customer base.

The ideal candidate thrives in a dynamic, fast-paced environment, demonstrating grit, tenacity, and an entrepreneurial spirit, putting action over inaction, asking the right questions, and finding the answers. Experience in a start-up or high-growth environment, where adaptability and ownership are key, is strongly preferred.

Key Responsibilities:

Pipeline Generation & Sales Execution

• Proactively generate qualified pipeline through both targeted new logo acquisition and driving expansion opportunity within assigned accounts.
• Collaborate closely with the Leapwork marketing team to leverage campaigns, events, webinars, and targeted programs to accelerate pipeline growth and move opportunities through the funnel.
• Partner with the channel and alliances team to identify and close opportunities sourced through key technology and implementation partners, ensuring alignment with co-selling motions and incentives.
• Maintain a high standard of pipeline coverage (4x+ coverage ratio) and accuracy in Salesforce, ensuring forecast reliability and transparency.

Account Strategy & Enterprise Engagement

• Build and execute strategic account plans for your assigned accounts, identifying key stakeholders, compelling events, and value-driven use cases.
• Drive a consultative, value-based sales process rooted in business outcomes, articulating how Leapwork's no-code automation platform addresses specific enterprise pain points.
• Engage C-level stakeholders and build long-term, trusted relationships across IT, QA, and Business Operations.

Collaboration & Cross-Functional Leadership

• Work closely with Solution Engineering, Customer Success, Marketing, Product and Channel teams to tailor solutions and ensure exceptional customer experiences throughout the sales lifecycle.
• Share market insights and customer feedback to inform Leapwork's go-to-market strategy and product roadmap.

Performance & Metrics

• Consistently exceed quarterly and annual revenue targets through disciplined execution.
• Measure success through disciplined account execution, enterprise deal velocity, deal quality (average deal size, conversion rates), sales cycle management, and forecast accuracy.

Experience and Qualifications

• Proven track record of success in enterprise software sales (ideally SaaS), with experience closing complex, multi-stakeholder deals over $100K+ ACV.
• Proven ability to lead and close complex enterprise sales cycles within your book of business.
• Demonstrated success in generating and closing new enterprise logos, particularly greenfield or net-new accounts, while also driving expansion within existing customers
• Proven ability to generate pipeline and win new enterprise logos by leveraging the broader business ecosystem.
• Experience with partner and channel sales models, including working with GSIs, VARs, and technology partners.
• Deep understanding of enterprise sales methodologies (e.g., MEDDPICC Challenger, SPIN).
• Strong business acumen and ability to navigate large, matrixed organizations.
• Displays grit, tenacity, and adaptability, thriving in evolving, fast-changing environments.
• Strong financial drive and ambition, with a demonstrated history of achieving top earnings in high-tech enterprise sales roles.

What Success Looks Like

• You successfully drive enterprise opportunities to close by harnessing the strength of the go-to-market ecosystem, demonstrating full ownership of account strategy and a focus on execution.
• You operate as a trusted advisor to your clients and internal teams.
• You bring energy, execution focus, and financial ambition to your role, embodying Leapwork's culture of collaboration, curiosity, and customer impact.

Why Leapwork?

We are on an exciting journey of global growth and this is your chance to get onboard and an opportunity to lead and shape digital transformation initiatives in a forward-thinking company, working with and learning from a talented and passionate team committed to innovation and excellence.

By joining our team, you'll become part of a fast-paced international environment where you can grow, challenge yourself, and do what inspires you. We work hard, but have fun while doing it and we believe that collaboration, social activities and celebration are keys to success.

Our Leapwork principles:

Our five key principles capture the essence of what it means to be a part of our world-class team! They are integral to how we approach our work and one another, and they serve as a roadmap to our continued growth, development, achievements, and success.

Customer first; We listen to our customers, understand their pain points and focus on what matters to them.

Lead from the front; Leading means guiding others towards the solutions to our challenges.

Get it done; We make commitments, follow through and deliver work we're proud of.

Build excellence; We do our best work every day, holding ourselves and others to the highest standards.

Respectfully different; We treat each other with respect, always. We're different, not indifferent.