Enterprise Account Executive

• At Tyk, our Enterprise Account Executives don’t wait for deals to arrive, they create momentum
• You’ll work with a defined set of strategic enterprise accounts, winning new logos and expanding existing customers by selling a sophisticated, highly technical platform to experienced buyers
• This is complex, long-cycle selling with real depth: multiple stakeholders, technical validation, executive alignment, and disciplined deal execution from first conversation to close
• If you enjoy thoughtful outbound, structured sales motions and earning trust in senior buying committees, this role will feel right at home
• This role covers two strategic sales motions within named enterprise accounts:
• 1. New logo acquisition
• You’ll own the end-to-end pursuit of new strategic customers:
• Develop and execute account plans: stakeholder mapping, entry strategy, and path-to-close
• Lead structured discovery and qualification in complex buying environments
• Build credibility with technical, commercial, and executive stakeholders
• Navigate long-cycle deals with clarity, discipline, and focus on deal quality
• Qualify and disqualify rigorously to prioritise winnable opportunities
• 1. Strategic expansion (in partnership with Account Management)
• Once customers are live, you’ll work closely with Account Managers to:
• Identify expansion signals and shape them into qualified opportunities
• Own the commercial execution of expansion deals (new products, teams, use cases, or footprint)
• Ensure expansion activity strengthens long-term account health and customer outcomes
• You do not own renewals. After close, ownership transitions cleanly to Account Management and Customer Success so customers experience continuity, not handover friction
• How you’ll do it:
• Own a defined strategic account set, with accountability for focus, prioritisation, and penetration
• Build and maintain a healthy, high-quality pipeline across new logo and expansion opportunities
• Partner with Marketing and ecosystem partners on targeted inbound and outbound motions
• Use account-level research and insight to earn executive access and multi-threaded sponsorship
• Run a disciplined qualification methodology (e.g. MEDDPICC or equivalent)
• Build compelling business cases aligned to customer priorities and outcomes
• Collaborate closely with presales, partners, and senior technical leadership on high-stakes pursuits
• Maintain strong CRM hygiene, opportunity planning, and reliable forecasting
• Execute clean handoffs to Account Management and Customer Success post-sale
• Success in this role is measured by:
• Consistent creation of high-quality strategic pipeline
• Strong win rates on well-qualified opportunities
• Clean execution and handover that sets customers up for long-term success
• We operate with clear ownership, strong handoffs, and respect for long-term account health. When a deal is closed, responsibility transitions cleanly to Account Management and Customer Success, creating continuity for customers and a solid foundation for future expansion

Benefits

• Unlimited paid holidays
• Fully remote
• Flexible hours
• Generous parental leave
• Employee share scheme
• Volunteering days
• Sabbatical
• Employee wellbeing

• Enjoy complex, strategic selling rather than transactional deals
• Take pride in how deals are won- not just that they are won
• You’ll likely thrive here if you:
• Experience driving expansion within existing enterprise customers
• Value disciplined execution over opportunistic selling
• High commercial integrity and professionalism
• Collaborative mindset across sales, technical, partner, and account teams
• Like working closely with technical counterparts and account teams
• Strong track record of new logo acquisition in long-cycle, multi-stakeholder deals
• Calm, resilient approach to complex, high-value pursuits
• Strong forecasting integrity and CRM discipline
• Care about clean handoffs and long-term customer success
• Disciplined judgement around qualification, prioritisation, and deal execution
• Come prepared, credible, and thoughtful to every customer conversation
• Confidence engaging technical and business stakeholders, including at executive level
• Proven experience selling complex B2B or enterprise technology