Senior Account Executive – Enterprise

Overview

We are seeking a long-term oriented Net New Senior Sales Account Executive to drive enterprise new business across a highly strategic territory in the West and Central regions. This role focuses on engaging, educating, and converting top-tier commercial real estate owners and operators as they evaluate mission‑critical ERP platforms – decisions that shape their organizations for years to come.

You will work directly with senior executives at some of the largest and most sophisticated commercial real estate firms in the country, navigating complex stakeholder environments and long sales cycles. Success in this role requires strong executive presence, disciplined follow‑up, and the ability to build trust through thoughtful, consultative engagement.

This is a premier opportunity for an experienced enterprise‑seller to join a stable, market‑leading organization and own meaningful net‑new growth in a territory where Yardi’s platform, reputation, and scale provide a true competitive advantage.

• Enterprise New Business Development: Own net‑new enterprise sales efforts across the West and Central regions by identifying, engaging, and advancing relationships with large commercial real estate owners and operators. Develop thoughtful prospecting and account strategies to initiate and progress complex sales opportunities.
• End‑to‑End Sales Leadership: Manage the full enterprise sales cycle – from initial engagement through contract execution – while maintaining momentum across long, multi‑stakeholder decision processes.
• Consultative & Value‑Based Selling: Lead discovery‑driven conversations to understand prospect priorities, risks, and operational challenges. Clearly articulate Yardi’s differentiated value as a mission‑critical ERP platform aligned to client business objectives.
• Executive Relationship Management: Build and sustain trusted relationships with senior decision‑makers (CIO, CFO, COO, and executive leadership), serving as a credible advisor throughout the evaluation and decision process.
• Quota Ownership & Territory Strategy: Consistently meet or exceed annual sales targets by prioritizing high‑impact opportunities, applying sound territory judgment, and allocating time and resources effectively.
• Cross‑Functional
  
  Collaboration:
  
  Partner closely with sales engineering, product, marketing, leadership, and client services teams to deliver compelling presentations, align on strategy, and support successful deal execution.
• Market & Competitive Insight: Maintain a strong understanding of the commercial real estate landscape, competitive ERP offerings, and evolving client needs to inform sales strategy and opportunity identification.
• Pipeline Management & Forecasting: Maintain accurate, up‑to‑date opportunity tracking and forecasting within CRM systems. Communicate progress, risks, and key developments clearly to sales leadership.
• Sales Process Management: Drive the full sales cycle, from initial contact to closing, ensuring a smooth process and strong client engagement throughout. Effectively communicate the value add and market differentiation Yardi provides while aligning with prospect’s business needs and challenges.
• Product Expertise & Consultative Selling: Utilize in‑depth knowledge of our cutting‑edge commercial real estate software solution to demonstrate value to potential clients. Demonstrate consultative sales techniques to understand prospect challenges and position solutions accordingly.
• Account Relationship Building: Establish and maintain strong relationships with key decision‑makers at C‑level, VP, and Director levels within strategic commercial real estate organizations.
• Target & Achieve Sales Quotas: Meet or exceed annual sales targets through successful deal closures. Leverage territory insights and data to prioritize opportunities and maximize sales effectiveness.
• Collaboration: Work closely with internal teams (leadership, sales engineering, marketing, product, client services) to ensure the smooth execution of sales strategies, presentations, and solution delivery. Act as a key contributor in the development of go‑to‑market initiatives.
• Market Intelligence: Stay…