Job Description:
Location: Remote within assigned territory
Territory Coverage: Midwest region
Preferred Location: Wisconsin (WI), Michigan (MI), or Indiana (IN)
Additional Consideration: Open to candidates based in Detroit (MI), Illinois (IL), Minnesota (MN), or other Midwest locations
ABOUT THE ROLE:
We are seeking an experienced Principal Account Executive to join our high-performing Midwest team. This role is designed for a strategic, enterprise sales professional who thrives in complex environments and is motivated to drive measurable business outcomes.
You will own the full sales cycle from identifying opportunities through close, while developing long-term relationships with enterprise customers. This role requires a consultative, value-based sales approach, the ability to navigate multi-stakeholder organizations, and a modern mindset that embraces data, automation, and AI-enabled tools to drive efficiency and insight.
ESSENTIAL JOB FUNCTIONS AND RESPONSIBILITIES:
Drive New Business Growth
- Identify, engage, and close new enterprise customers within a defined territory.
Manage Complex, Enterprise Sales Cycles
- Lead end-to-end deal execution, including multi-stakeholder alignment, contract negotiations, and executive-level presentations.
Develop and Execute Strategic Account Plans
- Build and maintain territory and account strategies that position Vertex as a long-term, enterprise-wide partner.
Engage as a Trusted Advisor
- Understand customer business goals, tax strategy, and technical environment to align Vertex solutions with business outcomes.
Leverage AI and Data-Driven Insights
- Utilize AI-enabled tools and data to improve pipeline development, forecasting accuracy, customer engagement, and decision-making.
Achieve and Exceed Revenue Targets
- Consistently meet or exceed assigned quota through disciplined pipeline management and execution.
Collaborate Cross-Functionally
- Partner with marketing, sales development, consulting, and customer success teams to deliver a seamless customer experience.
Contribute to Continuous Improvement
- Stay informed on market trends, enterprise technologies, and Vertex innovations to continuously refine sales strategies.
REQUIRED QUALIFICATIONS:
- 10–15+ years of experience in enterprise SaaS or technology sales, including complex, multi-stakeholder deal cycles
- Experience selling tax technology, financial systems, or enterprise software solutions in complex environments
- Demonstrated success meeting or exceeding large annual quotas and closing high-value enterprise deals
- Proven ability to develop executive-level relationships and influence decision-making across complex organizations
- Strong consultative selling skills with the ability to align solutions to customer business outcomes
- Experience managing territory plans, account strategies, and pipeline forecasting
- Excellent communication, presentation, and negotiation skills, including experience presenting to senior leaders
- Ability to use data, technology, and AI-enabled tools to improve sales effectiveness and productivity
- Strong organizational skills with the ability to manage multiple priorities in a fast-paced environment
PREFERRED QUALIFICATIONS:
- Familiarity with ERP platforms and enterprise integrations (e.g., Oracle, SAP, Workday)
- Experience working within or selling through partner ecosystems and consulting-led engagements
- Bachelor's degree in business, Marketing, or a related field, or equivalent relevant experience
- Demonstrated ability to adopt new tools and technologies, including AI-driven platforms, to improve performance
COMMENTS:
The above statements are intended to describe the general nature and level of work being performed by individuals in this position. Other functions may be assigned, and management retains the right to add or change the duties at any time.
Vertex Values: Together We Win
We're building a team of people who are passionate about making an impact for our customers and committed to how that impact is achieved. Our values define the behaviors, mindset, and culture that make Vertex a great place to grow and do meaningful work.
Play to Win or We Don't Play — If we choose to do something, we're choosing to do it because we plan to win. That mindset raises our bar on product quality, customer outcomes, and how we show up for one another.
Work As a Team, Putting the Customer At the Core — Our customers are our true north. Whatever your role, ask: how will this help a customer succeed today? We earn trust through outcomes, not promises.
Achieve Excellence With Integrity, Speed, and Agility — The market isn't slowing down. We'll move faster, adapt quickly, and never compromise on doing things the right way — for teammates, customers, and partners.
Innovate Boldly With a Growth Mindset — Progress demands smart risk. We'll try new approaches, learn fast, and keep pushing the boundaries — especially where AI can remove friction and unlock value.
Communicate with Care, Candor and Transparency — Honest, constructive conversations make us better. Let's speak plainly about what's working and what isn't and help each other improve.
Pay Transparency Statement:
Base pay offered to new hires may vary based upon factors including relevant industry and job-related skills and experience, geographic location, and business needs.* The range displayed does not encompass the full potential of the role, which allows for further growth and career progression.
In addition, as a part of our total compensation package, this role may be eligible for the Vertex Bonus Plan (VOB), a role-specific sales commission/bonus, and/or equity grants.
Learn more about Life at Vertex and connect with your recruiter for more details regarding Vertex's compensation and benefit programs.
*In no case will your pay fall below applicable local minimum wage requirements.
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