Account Executive, Mid-Market & Enterprise

The role

Narratize is looking for a consultative Account Executive to own mid-market and enterprise opportunities from demo through close, with a strong focus on building expansion-ready customer relationships.

This role is ideal for someone who can sell into both fast-moving mid-market companies and more complex enterprise buying groups. The right candidate will be comfortable leading discovery, tailoring product conversations to customer workflows, managing proposals, navigating technical and procurement questions, and creating clear business cases for product, innovation, R&D, and engineering leaders.

This is not a high-volume transactional sales role. It requires strong business acumen, excellent communication, disciplined follow-through, and the ability to earn trust with sophisticated buyers.

What you'll do

Own sales opportunities from demo through close

Lead qualified mid-market and enterprise opportunities through discovery, evaluation, proposal, negotiation, and close.
Run thoughtful discovery with R&D, product, innovation, engineering, marketing, regulatory, quality, IT, and executive stakeholders.
Understand each customer's product development process, current bottlenecks, decision criteria, and desired business outcomes.
Translate customer needs into clear Narratize use cases, implementation plans, and commercial proposals.
Connect Narratize to outcomes such as faster product development, better cross-functional alignment, stronger institutional knowledge capture, and reduced documentation burden.

Sell into mid-market and enterprise accounts

Adapt the sales motion to fit the customer's size, maturity, and buying process.
Help mid-market companies see how Narratize can bring structure, speed, and intelligence to growing product teams without adding unnecessary complexity.
Help enterprise teams understand how Narratize fits into existing workflows, governance structures, and systems of record.
Manage multi-stakeholder evaluations.
Balance speed, rigor, and customer trust throughout the sales cycle.

Lead consultative product conversations

Deliver compelling demos and follow-up conversations tailored to each customer's industry, team structure, and product development workflow.
Partner with Product and Customer Success teams to address questions around implementation, security, integrations, data governance, and workflow configuration.
Create customer-facing materials such as recap emails, proposals, business cases, mutual plans, and executive summaries.
Position Narratize clearly against generic AI tools, collaboration platforms, and legacy workflow systems without relying on feature-by-feature selling.
Travel to customer sites and industry events, and host executive dinners to build brand trust and partner for our customers' success.

Build expansion-ready customer relationships

Structure initial deals with a clear understanding of how the customer can grow with the platform.
Partner with Customer Success to ensure a strong handoff after close, including customer goals, key stakeholders, risks, and expansion opportunities.
Maintain relationships with champions and executive sponsors as accounts grow.
Identify additional teams, workflows, product lines, or business units that may benefit from Narratize over time.
Support expansion conversations when helpful, especially where new use cases or buying groups emerge.

Manage pipeline with discipline

Maintain accurate CRM records, deal stages, next steps, stakeholders, risks, timelines, and forecast details.
Proactively identify stalled deals and create plans to re-engage or qualify out.
Communicate clearly with internal teams on deal status, customer needs, and blockers.
Contribute to ongoing improvements in sales process, messaging, objection handling, and customer-facing collateral.

What we're looking for

4–8+ years of B2B AI/software sales experience.
2+ years closing mid-market, upper mid-market, or enterprise software deals.
Proven ability to manage opportunities from demo through close.
Experience selling to multiple stakeholders across business and technical functions.
Strong discovery, qualification, business case development, and negotiation skills.
Excellent written communication skills, including follow-up emails, proposals, call summaries, and executive-facing materials.
Comfort working in a fast-paced growth-stage startup environment.
Strong CRM discipline and forecast accountability.

Nice to have

Experience selling AI, workflow software, knowledge management, PLM-adjacent tools, product development software, R&D platforms, or enterprise innovation tools.
Experience selling into manufacturing, industrial products, CPG, chemicals, medical devices, energy, or other complex product environments.
Familiarity with R&D, product development, Stage-Gate, NPI, innovation management, regulatory documentation, or technical product workflows.
Experience with land-and-expand customer relationships.
Ability to communicate credibly with both business leaders and technical stakeholders.

What success looks like

In the first 90 days

Develop a strong understanding of Narratize's product, customer use cases, target buyers, and competitive positioning.
Shadow and then lead demos, discovery calls, proposal reviews, and customer follow-ups.
Take ownership of active mid-market and enterprise opportunities.
Build strong working relationships with Customer Success, Product, Marketing, and leadership.
Establish excellent CRM hygiene and deal management habits.

In the first 6 months

Close new mid-market and enterprise customers.
Consistently move qualified opportunities from demo to proposal to close.
Create clear business cases and mutual action plans for active deals.
Collaborate with marketing to improve sales collateral based on recurring questions and objections.
Help define repeatable approaches for selling into product development, innovation, R&D, and engineering teams.

In the first 12 months

Consistently meet or exceed quota.
Build a healthy pipeline across mid-market and enterprise accounts.
Develop strong customer champions who can support long-term account growth.
Contribute to expansion opportunities by setting up strong initial customer relationships.
Become a trusted voice internally on customer needs, market feedback, and sales process improvement.

What we offer

Competitive compensation commensurate with experience
Comprehensive health, dental, and vision benefits
Flexible remote-first work environment
Direct access to company leadership
Many opportunities for advancement and growth
Compensation range: $200,000–$240,000 plus equity, based on location and experience