[Hiring] Strategic Account Executive @XYZ Reality

Role Description

As Account Executive – Mission Critical, you will be directly responsible for driving new revenue through the development and execution of strategic territory and account plans within mission-critical construction sectors (data centres, pharma, healthcare, nuclear, semiconductor, and related industries).

• Identify, qualify, and close complex opportunities by solving customer challenges through the XYZ Reality platform.
• Act as a trusted advisor to senior stakeholders, articulating clear business value, ROI, and risk reduction.
• Build long-term, influential partnerships across your accounts.
• Focus on new account acquisition and strategic account expansion.
• Manage sophisticated, multi-stakeholder sales cycles from initial engagement through contract negotiation, close, and post-sale alignment.
• Carry annual and quarterly targets and operate as a core member of the revenue organization.

Qualifications

• Proven experience owning complex, enterprise sales cycles with annual quotas.
• Track record of closing 6-figure+ deals with multiple stakeholders and long decision cycles.
• Strong experience in value-based and solution selling, including account planning and strategic execution.
• Excellent communication skills across technical and non-technical audiences.
• CRM discipline and comfort operating in structured sales processes.

Requirements

• Experience selling into mission-critical construction environments (data centre, pharma, semiconductor, nuclear, oil & gas).
• Background in construction technology, SaaS, or cloud-based solutions.
• Comfortable engaging senior executives while also operating on site and with delivery teams.
• Proactive, coachable, and energized by building long-term customer relationships.
• Willing and able to travel domestically and internationally for meetings and demos.

Key Responsibilities

• Lead and Execute Account & Territory Strategy
• Develop and execute strategic territory and account plans aligned to revenue targets and long-term growth objectives.
• Identify high-value target accounts and prioritize opportunities based on market potential, customer maturity, and strategic fit.
• Build and maintain accurate pipeline forecasts and revenue plans.
• Strategic Relationship Building
• Build and expand executive-level relationships across assigned accounts, engaging stakeholders from site level through C-suite.
• Identify and develop decision-makers, champions, influencers, and economic buyers.
• Establish XYZ Reality as a strategic partner, not just a technology vendor.
• Consultative & Value-Based Selling
• Lead with a consultative selling approach, deeply understanding customer challenges, delivery risk, and commercial drivers.
• Translate customer pain points into compelling business cases that clearly demonstrate value, ROI, and operational impact.
• Align XYZ Reality’s AR solution to customer objectives across safety, quality, schedule, and cost control.
• Manage Complex Sales Cycles
• Own the end-to-end sales process: prospecting, qualification, solution alignment, commercial negotiation, and close.
• Navigate complex deal structures, including enterprise-level negotiations, procurement processes, and contractual requirements.
• Support and respond to RFPs / formal bid processes where required, partnering closely with internal stakeholders.
• Cross-Functional Collaboration
• Work closely with Marketing, SDRs, Revenue Operations, Professional Services, and Delivery teams to drive new business and expansion.
• Partner internally to align technical solutions, services strategy, and commercial structures to customer needs.
• Ensure smooth handoff from sales to implementation and ongoing account success.
• Partner & Ecosystem Engagement
• Collaborate with construction partners, consultants, and industry stakeholders to drive co-selling opportunities.
• Leverage partner relationships to strengthen account strategy and accelerate deal velocity.
• Market & Competitive Intelligence
• Stay informed on industry trends, competitor activity, and market dynamics within mission-critical construction.
• Provide feedback to leadership on product positioning, customer insights, and evolving market needs.
• Sales Operations & Reporting
• Maintain accurate and up-to-date records in Salesforce, including opportunities, forecasts, and next steps.
• Analyse sales data to identify trends, risks, and opportunities for optimization.