Enterprise Account Executive, Culture Amp
$230-270k
OTE
+ ESOP
Platform for staff surveying & analytics
Open for applications
Platform for staff surveying & analytics
501-1000 employees
Open for applications
$230-270k
OTE
+ ESOP
501-1000 employees
Company mission
To build a better world of work by making the power of people analytics accessible to everyone.
Role
Who you are
- 5-7+ years of quota-carrying, closing sales experience with a focus on new and expansion-driven revenue targets (experience may be higher for more senior/lead-leveled roles)
- Proven experience in SaaS sales, ideally within HR Tech or a related technology field
- Strong ability to identify and self-source both new and expansion opportunities using innovative, proactive strategies
- Exceptional executive presence with polished presentation and communication skills, particularly when engaging VP and C-suite executives
- Experience building executive relationships and navigating complex sales cycles within Enterprise environments
- Expertise in sales methodologies such as MEDDPICC and a solid understanding of deal stage progression
- Proficiency in leveraging data for decision-making, influencing stakeholders, and constructing effective business cases
- A consistent track record of orchestrating the successful closure of complex business deals through cross-functional collaboration
- Expert in using sales tools such as Gong, LinkedIn Sales Navigator, 6Sense, Zoominfo, Outreach, and Salesforce
- A self-starter mindset, willing to do the heavy lifting to help shape the future of the Enterprise Team
- Research shows that candidates from underrepresented backgrounds often don't apply for roles if they don't meet all the criteria – unlike majority candidates meeting significantly fewer requirements
- We strongly encourage you to apply if you’re interested: we'd love to know how you can amplify our team with your unique experience!
What the job involves
- This role bridges the responsibilities of acquiring new customers and driving growth within an existing book of business
- As a consultative, strategic advisor, the Account Executive will leverage deep product knowledge, customer insights, and a results-driven approach to deliver both new business acquisition and customer retention and expansion
- The role amplifies Culture Amp’s mission by creating impactful partnerships and delivering measurable ROI to clients through the adoption and growth of our employee experience platform
- New Business Acquisition (approximately 60–70%)
- Proactively identify and engage potential customers through a mix of outbound calls, emails, LinkedIn outreach, and attendance at marketing events (virtual and in-person)
- Develop specific points of view (POVs) for identified Tier 1 Accounts crafting tailored outreach and account strategies
- Run customized product demonstrations for HR Executives, establishing credibility and highlighting Culture Amp’s competitive differentiators
- Build and manage a robust sales pipeline, expertly guiding prospects through the sales process from discovery to close
- Develop and present compelling business cases for prospects to adopt Culture Amp’s platform, leveraging data insights and ROI calculations
- Collaborate with internal stakeholders (e.g., legal, procurement, and security teams) to remove barriers and streamline deal closure
- Maintain accurate pipeline, forecasting, and activity data in Salesforce and other tools to meet quarterly new business quotas
- Customer Retention & Expansion (approximately 30–40%)
- Serve as trusted advisor and thought leader for existing customers, supporting cross functional teams in their goal of identifying and mitigating churn risk
- Create detailed, data-driven account plans that act as a north star for GTM functions and guide long-term customer strategy
- Collaborate with Customer Success to run regular strategic business reviews to uncover expansion opportunities and optimize customer engagement with the platform
- Build a sustainable pipeline of upsell and cross-sell opportunities, converting them into closed-won deals to achieve expansion targets
- Develop multi-threaded relationships with key stakeholders across Enterprise environments to foster deeper partnerships and ensure long-term loyalty
- Partner closely with Customer Success, Solution Consulting, Security, and Legal teams throughout complex post-sale and renewal cycles
Our take
The so-called ‘Great Resignation’ highlighted what top companies have understood for years - that perhaps even more important than technology or branding, a company’s most valuable asset is its people. Culture Amp is an HR tech startup helping companies protect and enhance that value.
From its start as a survey platform, Culture Amp has grown to encompass analytics for managers, like turnover prediction and team goal tracking. It differentiates itself through a team of “People Scientists" - organizational and behavioral psychologists who design surveys, work in its product team as analysts and serve as consultants for clients.
Culture Amp's unique insights have made major impacts inside boardrooms globally, but lately the company has seen slowing growth and persistent losses (as workplaces shift from culture and DEI). Despite this, the founder and former CEO insists the Unicorn is in a great place to continue pushing its mission, even in this more difficult economic environment.
Freddie
Company Specialist at Welcome to the Jungle
Insights
6% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Jul 2021
$100m
SERIES F
Sep 2019
$81.7m
SERIES E
Total funding: $279m
Company benefits
- MacBooks for you to do your best work
- Share Options - it’s important to us that everyone is an owner and can share in our success
- Medical insurance - for you and your family so you can feel safe in these uncertain times
- Excellent parental leave and in work support programme, - for those families to be
- Flexible working schedule - where we can, let’s make work, work for you
- Fun and inclusive digital, and (in the future) in-person events
- Work from home opportunities
Company HQ
London, UK
Leadership
Didier Elzinga
(Co-Founder & Executive Chairman)Former CEO of the company. Previously Advisor at Centor for 9 years and Non-Executive Director at Tourism Australia for 4 years.
Douglas English
(Co-Founder & CTO)Previously Solutions Architect at National Australia Bank for 5 years and Information Specialist at EDS for 1 years.
Rod Hamilton
(Co-Founder & Board Member)Former CPO of the company. Previously Principal Consultant at Unico for 4 years and Consultant at Accenture for 4 years.
Caroline Rawlinson
(CEO)Began as Chief Financial and Operational Officer in 2024, becoming CEO in 2026. Previously CFO then COO of MYOB, CFO at Trade Me and Formica Asia.
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