Account Executive, Enterprise

About the role

Plane is looking for an experienced Account Executive to own full‑cycle enterprise deals, from the first conversation to a signed contract. You will work closely with the CEO and product team, turning product‑led interest into enterprise revenue for regulated industries such as aerospace, defense, healthcare, and finance.

Key responsibilities

• Run deals end‑to‑end, handling discovery, demos, technical evaluation, security review, procurement, negotiation and close.
• Convert self‑hosted or free‑tier users who hit compliance or scale limits into paying enterprise customers.
• Navigate complex procurement processes, including security questionnaires, compliance reviews, legal redlines and multi‑stakeholder approvals.
• Maintain technical credibility when speaking with VPs of Engineering, DevOps leads and IT architects about air‑gapped deployments, SSO and data residency.
• Document and refine the sales playbook, capturing objections, typical deal cycles and missing collateral.
• Provide structured market and deal intelligence to the product team to guide roadmap decisions.

Required profile

• Proven record closing enterprise software deals with $500K–$1M ACV, managing the full sales cycle independently.
• Experience selling to technical buyers (engineering leadership, DevOps, IT) and discussing deployment models and security.
• Background in an early‑stage (Series A or earlier) company where you built pipeline, sequences and sales collateral from scratch.
• Deep understanding of product‑led growth and ability to identify when a free‑tier user is ready for an enterprise conversation.
• Comfort with long, multi‑stakeholder deal cycles spanning several months.
• Highly organized pipeline management and strong written communication for proposals and internal summaries.