Enterprise Account Executive (B2B Sales)

Enterprise Account Executive (B2B Sales)

Department: B2B Sales

Employment Type: Permanent - Full Time

Location: Washington, DC

Reporting To: Jillian Cross

Compensation: $90,000 - $100,000 / year

Description

Hi there, we’re Article. 👋 Since 2013, we have been redefining the furniture industry one sofa at a time. It’s not easy, it requires solving challenging, meaningful problems. This is where you come in. As our Enterprise Account Executive, B2B (Conglomerate Hospitality), you will spearhead Article’s penetration into major hotel chains, franchise owners, and purchasing groups, turning our growing commercial assortment into a scaling pipeline of enterprise partnerships.Article’s B2B program (Article Pro) has established strong mid market foundations with an experienced Business Accounts team, a compelling product offering, and a track record of winning and retaining meaningful accounts. Enterprise accounts represent the highest potential, highest value segment of the market we have not yet fully penetrated, and they require a different level of hunter to unlock them.

In this role, you will build an enterprise book of business from the ground up, opening a brand new stream of revenue for Article across major hospitality conglomerates (e.g., Marriott, Hilton, Hyatt, IHG). We’ve evolved our catalog with contract grade items and activated our outbound strategy. Now we need a proven builder to navigate complex brand standards, land long term partnership agreements, and establish Article on approved vendor lists across major hospitality purchasing groups.

Within your first few months, you’d map your target accounts across key East Coast hubs, partner with our Enterprise Account Development Representative (ADR) to refine outreach, leverage our retail showroom network, and begin navigating corporate brand standards and purchasing groups. In a year, you’ll be proud to say you’ve broken through the noise, established preferred vendor status with key hospitality operators, built a flourishing enterprise book of business from scratch, and helped lay the foundation for our enterprise sales playbook.

Why Article?

As a Particle (people of Article), you will have a high level of autonomy to solve challenging, meaningful problems the best way you can. That means you’re trusted to explore solutions you believe will work best (you’re the expert, after all). You’ll do all this while growing your career and earnings within a company that is actively scaling its commercial presence. You will report to the Manager, Enterprise Accounts & Strategic Growth as part of Article Pro's Enterprise Sales team, a tight knit group consisting of two Enterprise Account Executives and an Enterprise ADR. Under the broader Pro umbrella, you’ll work alongside our Business Accounts team (led by the Manager, Business Accounts, with three Account Managers and an ADR) and our Sales Operations & Enablement team (led by our Lead, B2B Sales Operations & Enablement, with three Sales Assistants).

We thrive on a highly collaborative culture. We’re looking for someone who is a true team player: you actively share your learnings, mentor peers, and contribute to building the team playbook, all while maintaining sharp CRM discipline.

This is a remote role targeting key East Coast markets, with periodic travel to our Vancouver HQ.

What You’ll Do:

You’ll be leading full cycle enterprise sales execution targeting major hotel brands, management companies, purchasing firms, and franchise developers.

Specifically, you will:

• Execute Hospitality Vertical Strategy: Own and execute outbound sales strategies targeting conglomerate hotel brands, franchise developers, and major purchasing organizations.
• Drive Full Cycle Enterprise Deals: Lead complex, multi stakeholder sales cycles from initial outbound outreach through qualification, discovery, solution development, executive presentations, and negotiation to close high volume ($500K+) opportunities.
• Partner with Enterprise ADR: Collaborate closely with your Enterprise ADR to define account targeting criteria, refine outreach strategy, and provide continuous feedback on lead quality to improve pipeline velocity.
• Hospitality Relationship Management: Navigate complex, multi stakeholder buying processes involving corporate brand directors, ownership groups, procurement teams, and management companies.
• Build & Co Develop the Playbook: Act as a co developer of our enterprise sales playbook, iterating on outreach frameworks, negotiation strategies, and customer engagement models in partnership with the Manager, Enterprise Accounts.
• Execute Partnership Agreements & Secure Vendor Status: Develop account entry plans to secure preferred vendor status and negotiate multi year partnership agreements, actively identifying expansion opportunities within new and existing accounts.
• Leverage Retail Showrooms: Use Article’s physical retail showroom network as a strategic sales enablement tool to host site visits, present design solutions, and accelerate deal closure through physical brand experiences.
• Trade Show & Industry Leadership: Represent Article at key industry events (e.g., HD Expo, BDNY), treating them as critical pipeline generation events to build brand presence and generate qualified enterprise leads.

• 
  Maintain Systems & Operational Rigor: Meticulously track prospects, interactions, and deal stages in our CRM to drive pipeline health, adhere to SLA standards, and provide accurate monthly and quarterly forecasting to leadership.
• Cross Functional Alignment: Partner with Category Management, Supply Planning, and Logistics to ensure seamless project execution, exceptional service on complex orders, and feedback on product or service gaps.
• Market Intelligence & Strategic Acumen: Provide leadership with ongoing market intelligence regarding competitive activity and pricing dynamics while ensuring all deals align with B2B profitability requirements.

Who You Are:

• A Proven Enterprise Hunter: You have 7+ years of B2B sales experience with a proven, verifiable track record of hunting and closing large volume, multi stakeholder deals.
• Institutional & Adjacent Commercial Sales Experience: Direct experience selling into hospitality, contract furniture, interior design, or adjacent commercial building materials (e.g., commercial flooring, wall coverings, architectural surfaces, commercial lighting, etc.).
• Established Industry Network: A strong existing network or demonstrated ability to build relationships with major hospitality brands, purchasing firms, management companies, and developers.
• Procurement & Partnership Navigator: Experienced in navigating corporate brand standards, RFP responses, preferred vendor programs, and executing strategic enterprise partnership agreements.
• Strategic & Financially Minded: Strong commercial acumen, understanding deal economics, margins, and profitability rather than just top line revenue.
• Systems Disciplined & Collaborative: A highly disciplined pipeline manager who keeps CRM records up to date, maintains consistent stage definitions, and actively shares best practices to help mentor teammates.
• Adaptable Builder: Self directed and able to drive results through ambiguity, building the playbook as you go and improving it as you learn.
• Willing & Able to Travel: Up to 50% travel required for industry trade shows, conferences, client site visits, showroom presentations, and periodic visits to our Vancouver HQ.
• Legally authorized to work in the United States; valid unexpired passport required for international travel to Canada.
• Completion of a background check.

Perks & Benefits:

Wealth

• Salary Range: $90,000to $100,000, with on-target earnings of $140,000+
  • Starting salary is determined by your transferable skills, knowledge, work experience, and the hiring team’s budget, which is based on business needs, market compensation data, and internal equity
  • On-target earnings are a combination of base salary and a quarterly paid variable incentive plan that is contingent on achieving your performance targets and quotas.
• Uncapped Earning Potential: Highly lucrative, uncapped commission structure designed for top-tier hunters who want to accelerate their income as their book of business grows.
• 401(k) Match: 4% matched contributions to help you save for the future.
• Product Discount: 45% discount on our entire product range (15% for friends and family).

Vacation & Paid Time Off & Work Location

• Paid Vacation: You start at 160 hours (4 weeks) of paid vacation (accrued annually).
• Paid Holidays: 8 paid company holidays + 1 Inclusion & Diversity day.
• Work Location: Flexible remote work model (with travel as required)

Total Health & Insurance Benefits

• Health Benefits: Benefits-eligible (First day of employment) with coverage for Medical, Dental, & Vision.
• Paid Sick Leave: 48 hours Sick/wellness (6 days, accrued annually).
• Insurance: Life & Disability insurance, and Travel Medical insurance.

*Prorated