Account Executive

We are looking for a Strategic Account Executive to drive growth for POKa across a defined set of strategic enterprise accounts. This is a quota‑carrying sales role responsible for both expanding existing customer relationships and acquiring new strategic logos. You will operate as a trusted advisor to senior leaders in manufacturing and industrial organizations, helping them transform frontline operations through POKa’s connected worker and knowledge‑sharing platform. This role requires comfort navigating complex buying groups, long sales cycles, and high‑value, multi‑stakeholder deals. Poka is a X-sell sales motion which will be run in joined motions with the account executives As a Strategic Account Executive for POKa, you will: * Own and execute the end‑to‑end sales motion for a portfolio of strategic accounts, including both installed base customers and net‑new prospects in collaboration with the AE on the accounts. * Develop deep relationships with senior stakeholders (Operations, Manufacturing, and IT leaders) * Drive account expansion, cross‑sell, and upsell within existing customers by aligning POKa’s value to evolving business priorities * Identify and pursue new strategic opportunities in the TAM and GTM, building pipeline through targeted account planning, outbound efforts, and collaboration with marketing and partners * Lead complex enterprise sales cycles from discovery through value articulation, evaluation, negotiation, and close * Position POKa as a strategic platform, not just a point solution, by tying outcomes to productivity, safety, engagement, and operational excellence * Build and maintain robust account plans, including stakeholder maps, opportunity strategies, and multi‑year growth plans * Collaborate closely with Solutions Consultants, Customer Success, Marketing, and Partners to ensure seamless execution and long‑term customer value * Maintain accurate CRM data, forecasting, and pipeline hygiene, contributing to predictable and transparent revenue execution Qualifications: We’re looking for a sales professional who combines enterprise selling discipline with strategic curiosity and empathy for frontline operations. Required Experience & Skills * Proven success as a quota‑carrying enterprise or strategic account executive, ideally in SaaS or enterprise software * Experience selling into large, complex organizations with multiple stakeholders and long buying cycles * Demonstrated ability to grow existing accounts while also landing new strategic customers * Strong executive presence and comfort engaging at Director, VP, and C‑level * Consultative, value‑based selling approach with the ability to connect solutions to measurable business outcomes * Experience building and executing territory and account plans * Familiarity with CRM systems and disciplined forecasting practices Preferred Experience * Exposure to manufacturing, industrial, or frontline‑heavy environments * Experience selling platforms related to operations, workforce enablement, digital transformation, or knowledge management * Comfort working in a matrixed, collaborative organization with shared ownership of outcomes How You’ll Be Successful * You think strategically about accounts, not just individual deals * You balance hunter and farmer instincts—creating new opportunities while deepening existing relationships * You collaborate naturally across functions and bring others along in complex sales motions * You are resilient, curious, and motivated by solving real customer problems * You consistently meet or exceed quota while building long‑term customer trust What We’re Offering * Salary Range: $140,000 to $160,000 annually + 100% Variable, Uncapped * Flexible paid time off, including sick and holiday * Medical, dental, & vision insurance * 401K with Company contribution * Flexible spending accounts * Life insurance and disability benefits * Tuition assistance * Community involvement and volunteering events