[All remote jobs](https://jobicy.com/jobs.md)[![Acquia, Inc. logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/08/450fb78c-221.png)](https://jobicy.com/company/acquia-inc.md)[Acquia, Inc.](https://jobicy.com/company/acquia-inc.md) # Enterprise Account Executive AI Summary Acquia is seeking an Enterprise Account Executive to grow enterprise SaaS revenue for its Drupal-based digital experience platform. The role owns go-to-market execution, executive prospecting, pipeline development, forecasting, negotiations, and closing new business. Candidates need 5–7 years of SaaS account-executive experience, a proven hunter mindset, and success with direct and indirect enterprise opportunities. The position also partners with BDRs and channel partners while maintaining disciplined Salesforce data and forecast accuracy. Compensation uses a 50/50 base-to-variable plan with stated OTE of $260,000–$300,000.[Apply for this job](#job-application)[View company](https://jobicy.com/company/acquia-inc.md)ShareRemote from[USA](https://jobicy.com/job-region/usa.md)SalaryUSD 130k–150k / yrDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished9 Nov 2026Apply before9 Dec 2026Listing views41Application actions3Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. Opportunity details ## About this role. About Acquia Acquia empowers the world’s most ambitious brands to create digital customer experiences that matter. With open source Drupal at its core, the Acquia Digital Experience Platform (DXP) enables marketers, developers, and IT operations teams at thousands of global organizations to rapidly compose and deploy digital products and services that engage customers, enhance conversions, and help businesses stand out. Headquartered in Boston, MA, Acquia is a Great Place to Work-CertifiedTM company, is listed as one of the world’s top software companies by The Software Report, and is positioned as a market leader by the analyst community. We are Acquia. We are building for the future and we want you to be a part of it! Career Exploration at Acquia Our recruitment process is designed to empower you in making the most informed decisions. Acquia is committed to providing an inclusive, transparent, efficient, and educational interview experience that cultivates exploration into career opportunities at Acquia You will discover the opportunity to grow your career here and learn from a global team that empowers you to exceed boundaries and achieve the extraordinary. The Enterprise Account Executive will play a key role in driving Acquia’s business development and sales activities. As the Enterprise Account Executive, you will… * Develop and execute a go-to-market strategy for Acquia’s offerings, tailored to individualized customer business cases * Identify and establish relationships with key corporate C-level representatives through prospecting, marketing leads and expansion of existing contacts within accounts * Build and nurture a strong sales pipeline and forecast through discovery calls and meetings * Drive the sales process and lead the contract and approval process of new deals, including negotiating on price and getting approvals including contract terms * Meet or exceed set Quota targets and Key Performance Indicators (KPI’s) for sales based activities * Maintains accurate and realistic forecast * Maintain meticulous data hygiene within Salesforce.com CRM * Acts as coach and mentor to BDRs you work with on prospecting * Build awareness for Drupal and Acquia within large Enterprises and System Integrators * Build and maintain positive relationships with new and existing Acquia partners You’ll enjoy this role if you are/have… * Highly motivated, over achiever, encouraging teammate, driven * A high level of intensity to work with an experienced, motivated leadership team focused on creating a significantly sized company in a short timeframe * A passion for excellence including an innate desire to build a metric driven business * Open to mentorship * Excellent thought leadership traits with the ability to successfully drive fundamental changes in web strategies * Strong analytical and writing abilities * Outstanding presentation skills * Entrepreneurial spirit/attitude, flexibility toward multifaceted change What you’ll need to be successful… * Minimum of 5-7 years of experience in an Account Executive role at a SaaS company. * Deep experience with SaaS technologies preferably around website development or Web Content Management * Understands value creation selling * Can demonstrate results from own pipeline generation; is a natural “hunter” * Demonstrated ability to handle both direct and indirect opportunities * Experienced in a new business Sales role ideally within a high growth organization We are an organization that embraces innovation and the potential of AI to enhance our processes and improve our work. We are always looking for individuals who are open to learning new technologies and collaborating with AI tools to achieve our goals. Acquia is proud to provide best-in-class benefits to help our employees and their families maintain a healthy body and mind. Core Benefits include: competitive healthcare coverage, wellness programs, take it when you need it time off, parental leave, recognition programs, and much more! This role includes a 50/50 split, the variable compensation is equal to the base salary. This structure results in On-Target Earnings (OTE) ranging from $260,000 to $300,000. Final compensation will be commensurate with your experience and will be determined by a variety of factors, including city of residence, relevant skillset, and job-related knowledge. This role is also eligible for variable compensation. Acquia is an equal opportunity (EEO) employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veterans status or any other protected status or characteristic under federal, state or local law unrelated to the ability to perform the job. Show more [Apply now >](https://jobicy.com/jobs/160297-enterprise-account-executive-37.md) * ![Upload CV](data:image/svg+xml;base64,PHN2ZyB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciIHdpZHRoPSI2NSIgaGVpZ2h0PSI2NSIgZmlsbD0ibm9uZSIgeG1sbnM6dj0iaHR0cHM6Ly92ZWN0YS5pby9uYW5vIj48ZyBjbGlwLXBhdGg9InVybCgjQSkiPjxwYXRoIGQ9Ik0wIDBINjVWNjVIMFYwWiIgZmlsbD0iIzAyOWFlYiIvPjxnIGZpbGw9IiNmZmYiIHN0cm9rZT0iI2ZmZiIgc3Ryb2tlLXdpZHRoPSIyIj48cGF0aCBkPSJNMzMuMDQ5IDE1LjQ1NGExLjQzIDEuNDMgMCAwIDAtMi4wOTcgMGwtNy41NzkgOC4xNDdhMS4zOCAxLjM4IDAgMCAwIC4wOSAxLjk3MyAxLjQ0IDEuNDQgMCAwIDAgMi4wMDgtLjA4OGw1LjEwOS01LjQ5MnYyMC42MWExLjQxIDEuNDEgMCAwIDAgMS40MjEgMS4zOTdjLjc4NSAwIDEuNDIxLS42MjUgMS40MjEtMS4zOTd2LTIwLjYxbDUuMTA5IDUuNDkyYTEuNDQgMS40NCAwIDAgMCAyLjAwOC4wODggMS4zOCAxLjM4IDAgMCAwIC4wOS0xLjk3M2wtNy41NzktOC4xNDZ6TTE2Ljc2OSAzOC40YzAtLjc3My0uNjItMS40LTEuMzg1LTEuNFMxNCAzNy42MjcgMTQgMzguNHYuMTAybC4yMTUgNi4yMjljLjIyMyAxLjY4LjcwMSAzLjA5NSAxLjgxMyA0LjIxOHMyLjUxIDEuNjA3IDQuMTcyIDEuODMzYzEuNi4yMTggMy42MzYuMjE4IDYuMTYuMjE4aDExLjI4bDYuMTYtLjIxOGMxLjY2Mi0uMjI2IDMuMDYxLS43MDkgNC4xNzItMS44MzNzMS41ODktMi41MzggMS44MTMtNC4yMThDNTAgNDMuMTEzIDUwIDQxLjA1NSA1MCAzOC41MDNWMzguNGMwLS43NzMtLjYyLTEuNC0xLjM4NS0xLjRzLTEuMzg1LjYyNy0xLjM4NSAxLjRsLS4xOSA1Ljk1OGMtLjE4MiAxLjM3LS41MTUgMi4wOTUtMS4wMjYgMi42MTJzLTEuMjI4Ljg1My0yLjU4MyAxLjAzOGMtMS4zOTUuMTktMy4yNDMuMTkzLTUuODkzLjE5M0gyNi40NjJjLTIuNjUgMC00LjQ5OC0uMDAzLTUuODkzLS4xOTMtMS4zNTUtLjE4NC0yLjA3Mi0uNTIxLTIuNTgzLTEuMDM4cy0uODQ0LTEuMjQyLTEuMDI2LTIuNjEyYy0uMTg3LTEuNDEtLjE5MS0zLjI3OS0uMTkxLTUuOTU4eiIvPjwvZz48L2c+PGRlZnM+PGNsaXBQYXRoIGlkPSJBIj48cGF0aCBmaWxsPSIjZmZmIiBkPSJNMCAwaDY1djY1SDB6Ii8+PC9jbGlwUGF0aD48L2RlZnM+PC9zdmc+) ### Upload your resume now To unlock remote work opportunities and be discovered by global employers. This job listing has been manually reviewed by the Jobicy Trust & Safety Team for compliance with our posting guidelines, including verification of the company's legitimacy, accuracy of job details, clarity of remote work policy, and absence of misleading or fraudulent content. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 4/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a senior quota-carrying enterprise sales role requiring independent pipeline creation, complex executive-level selling, accurate forecasting, and contract negotiation. Success depends on consistently closing high-value SaaS opportunities in a demanding, metrics-driven environment. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$140,000US market range (per year)$125k–$175k0$192.50k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. The posting states annual OTE of $260,000–$300,000 with a 50/50 split between base and variable compensation. The annual base-pay range is therefore derived at $130,000–$150,000, with a midpoint of $140,000; variable pay is excluded from the base-salary figures. Estimated US annual base-pay market range for a comparable enterprise SaaS Account Executive is $125,000–$175,000. ## Core skills Skills and capabilities most closely associated with this opportunity. [Enterprise SaaS Sales](https://jobicy.com/jobs?search_keywords=Enterprise%20SaaS%20Sales.md)[Business Development](https://jobicy.com/jobs?search_keywords=Business%20Development.md)[Pipeline Generation](https://jobicy.com/jobs?search_keywords=Pipeline%20Generation.md)[Value-Based Selling](https://jobicy.com/jobs?search_keywords=Value-Based%20Selling.md)[Executive Prospecting](https://jobicy.com/jobs?search_keywords=Executive%20Prospecting.md)[C-Level Relationship Management](https://jobicy.com/jobs?search_keywords=C-Level%20Relationship%20Management.md)[Sales Forecasting](https://jobicy.com/jobs?search_keywords=Sales%20Forecasting.md)[Salesforce CRM](https://jobicy.com/jobs?search_keywords=Salesforce%20CRM.md)[Contract Negotiation](https://jobicy.com/jobs?search_keywords=Contract%20Negotiation.md)[Channel Sales](https://jobicy.com/jobs?search_keywords=Channel%20Sales.md)[Partner Management](https://jobicy.com/jobs?search_keywords=Partner%20Management.md)[Go-to-Market Strategy](https://jobicy.com/jobs?search_keywords=Go-to-Market%20Strategy.md)[Discovery Calls](https://jobicy.com/jobs?search_keywords=Discovery%20Calls.md)[Presentation Skills](https://jobicy.com/jobs?search_keywords=Presentation%20Skills.md)[Web Content Management](https://jobicy.com/jobs?search_keywords=Web%20Content%20Management.md) Sample interview questionsHow have you built pipeline for an enterprise SaaS territory when marketing-sourced opportunities were limited?I create a focused account plan, map buying committees, prioritize accounts using intent and fit signals, and run coordinated outreach with BDR and partner teams. I track conversion metrics at each stage and adjust messaging based on discovery outcomes to maintain predictable pipeline coverage. Describe a complex deal where you sold to multiple executive stakeholders with competing priorities. I identified the business outcomes most important to each stakeholder, documented a shared value hypothesis, and used mutual action plans to align technical, financial, and executive decision makers. This created consensus around success criteria and helped us progress the deal without losing momentum. How do you maintain a reliable enterprise sales forecast? I qualify opportunities against explicit business pain, decision process, champion strength, timeline, budget, and next steps. I keep Salesforce current, inspect deal risks regularly, and separate committed opportunities from upside based on verified buyer actions rather than optimism. What is your approach to negotiating price and contract terms while protecting long-term value? I anchor negotiations in the customer’s quantified business case and avoid discounting before understanding the underlying concern. When concessions are necessary, I seek reciprocal commitments such as term length, scope, reference participation, or accelerated timing while coordinating closely with legal and internal approvers. How would you position Acquia and Drupal to a large enterprise evaluating its web-content platform strategy? I would begin with discovery around content velocity, governance, integration requirements, scalability, and customer-experience goals. I would then connect Acquia’s Drupal-based DXP capabilities to those outcomes, validate the technical and economic case with relevant stakeholders, and establish a clear implementation and success plan. Next step ## Apply now. Follow the employer’s application method and review Jobicy’s safety guidance before sharing personal information. 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