Title: Enterprise Account Executive Location: Eastern Region Department: Sales & Marketing Job Description: ocation Atlanta, GA; Remote- East Employment Type Full time Location Type Remote Department Sales & Marketing Compensation - OTE $247,500 – $264,150 • Offers Equity Envoy's compensation package includes a market-competitive salary, equity for all full-time roles, and excellent benefits. Final offers may vary within the provided range, depending on location, experience, expertise, and other factors. OverviewApplication Envoy protects the places the world relies on most by unifying people, spaces, and communications in one secure, integrated workplace management platform and ecosystem. More than 16,000 workplaces around the world trust Envoy to run secure, compliant, and connected operations across every location. From manufacturing sites and data centers to life sciences labs, healthcare facilities, and corporate headquarters, Envoy unifies visitor management, risk assessment, mailroom management, digital signage software, resource booking, and emergency management into one integrated platform. With deep integrations across access control, identity, compliance screening, and collaboration tools—including LenelS2, Brivo, Genetec, Honeywell, Cisco Meraki, Okta, Microsoft Azure, Microsoft Teams, Slack, ServiceNow, DocuSign, Avigilon Alta, and Descartes Visual Compliance—Envoy helps organizations reduce risk, stay audit-ready, and operate with clarity at scale. About the role Envoy is transforming how companies manage and experience the workplace. As an Enterprise AE, you’ll own a strategic territory of large accounts (10,000+ employees) and run complex, multi-threaded sales cycles across IT, Security, Workplace, and executive stakeholders. This role is built for a modern enterprise seller: intellectually curious, outcome-driven, and able to operate like a GM—balancing in-quarter execution with next-quarter pipeline creation, and selling a platform (not a point product) that delivers measurable business impact. This is a remote, field-based position that requires regular in-market presence, including customer meetings, events, and other business activities within your assigned territory, and will account for >50% of your time. You will - Own and grow a named territory across net-new logo acquisition and expansion, with clear accountability to pipeline, forecast, and revenue outcomes. - Operate on a two-quarter cadence: run tight in-quarter execution/forecasting while building next-quarter pipeline with consistency. - Lead the full enterprise sales cycle: outbound prospecting, qualification, discovery, solution mapping, executive alignment, close planning, and procurement execution. - Sell the Envoy platform through value and business outcomes—build ROI narratives, align to strategic initiatives, and anchor to measurable impact. - Drive executive and multi-threaded selling: map buying committees, build power, develop champions, and maintain multiple stakeholder paths to close. - Build and execute account plans informed by data (ICP fit, signals, conversion rates), iterating based on what works. - Leverage the extended team (BDR, SE, CS, Marketing, Product, Channel/Partners) to create leverage and generate results—without waiting for help. - Develop partner/channel relationships to source, influence, and accelerate deals where ecosystem leverage matters. - Apply MEDDPICC (or similar) with real rigor to qualify, diagnose risk, and drive clean execution across 6-figure+ opportunities. - Help shape our Enterprise motion—this isn’t plug-and-play; you’ll bring ideas, structure, and operating discipline to improve how we sell. You have - 5+ years of SaaS sales experience, including 3+ years in enterprise (complex orgs, long cycles, multi-stakeholder deals). - A consistent track record of quota attainment, with evidence of owning outcomes (not just participating in them). - A strong outbound motion you can describe and measure—your pipeline does not depend on inbound, brand, or luck. - Experience closing and expanding $100K+ ACV deals; comfort with multi-year agreements and negotiating give/get. - Demonstrated ability to sell to executives and navigate procurement/legal with structure and confidence. - Business acumen and curiosity: you learn industries quickly, bring a point of view, and aspire to be a trusted advisor in the workplace/IT ecosystem. - Comfort operating with ambiguity, strong judgment, and high accountability—you own your number like a founder owns a business. - Familiarity with technology ecosystems (integrations, adjacent systems, partners) and how they impact deal strategy. Bonus points if you - Have repeatedly won in cold or lightly-covered territories (built pipeline, created demand, closed without heavy enablement). - Can articulate your forecasting and operating cadence, including how you maintain accuracy while building NQ. - Have a repeatable pattern for multi-threading and champion development (including how you test influence). - Have used partners/channels to co-sell, source pipeline, or accelerate enterprise deals. - Are data-driven about improvement (ICP focus, funnel math, conversion rates, cycle time). - Bring low ego and high standards—collaborative, direct, and committed to raising the bar. You’ll get - A category-defining product adopted by global brands. - A high-trust culture built on autonomy and accountability. - Strong support teams and modern sales tooling—without sacrificing ownership. - A clear opportunity to help define and scale Envoy’s Enterprise motion.

• Manage multi-campaigns with a wide range of service elements. • Execute and manage print management models. • Ensure TMS systems are managed & maintained in accordance with commercial methodology and data capture requirements. • Support compliance and identify opportunities to drive cost-efficiencies. • Work with suppliers to ensure that critical path schedules are met. • Support planning and cost management of POS and Display campaigns. • Manage the billing process on a daily and monthly basis. • Develop and execute alternative solutions when challenges arise. • Assign work to Production Support, ensuring compliance and operational management. • Provide technical and operational support to the client stakeholders

• Secures and retains business for PPD through professional, consultative, proactive sales activities directed at decision-makers and decision influencers at existing and new clinical sponsors. • Positions PPD as a primary or preferred provider for Medical Communications work to be outsourced. • Qualifies deals and develops proposals including defining the solutions and recommending pricing structures to meet strategic company goals. • Serves as the primary contact until work is sold, then coordinates with the relevant medical communications area(s) to ensure a successful implementation. • Acts as a liaison between sponsor and company on all business development activities and requirements. • Gathers data on marketing trends and competitive products/services and pricing. • Orchestrates RFP strategy calls, develops client proposals, prepares client presentations, and negotiates and closes contracts. • Signs new business authorizations at or above assigned authorization goal. • Makes cold calls and client visits; maintain sales database; maintain cold call and client visit activity reports. • Ensures client satisfaction through periodic client contact; report and develop recommendations to address client dissatisfaction; respond to all client requests. • Mentors and trains junior level staff.

• Be Sophos’ ‘on the ground’ presence to support all partners to achieve bookings quota and business and product targets in the assigned territory • Manage all day-to-day queries for channel partners in the assigned territory • Drive territory channel planning process (define capacity, recruitment, and enablement requirements for all partner types) • Identify and recruit top partners as defined by the channel planning process • On-board and enable top partners to ensure partner success in marketing all Sophos solutions • Communicate and follow up to ensure top partners remain up to date on all necessary training and certifications • Conduct joint-business planning with top territory partners • Align with distribution manager and distribution to get channel strategy implemented • Align Sophos resources to support distribution partner activities • Cultivate strong consultative relationships with key individuals at top partners and act as single point of contact to ensure satisfaction of top partners