NA Enterprise Expansion Account Executive, airfocus

Lucid Software is the leader in visual collaboration and work acceleration, helping teams see and build the future by turning ideas into reality. Our products include the Visual Collaboration Suite (Lucidchart and Lucidspark) and airfocus. We hold true to our core values: innovation in everything we do, passion & excellence in every area, individual empowerment, initiative and ownership, and teamwork over ego. At Lucid, we value diverse perspectives and are dedicated to creating an environment and culture that is respectful and inclusive for everyone. Lucid is a hybrid workplace. We promote a healthy work-life balance by allowing employees to work remotely, from one of our offices, or a combination of the two depending on the needs of the role and team.

Since the company’s founding, Lucid Software has received numerous global and regional recognitions for its products, business, and workplace culture. These include being listed to the Forbes Cloud 100, Fast Company Most Innovative Companies, Fortune Best Workplaces in Technology, and PEOPLE’s Companies that Care. Lucid’s solutions are used by more than 100 million users across the globe, making Lucid the most used visual collaboration platform by the Fortune 500. Our customers include Google, GE, and NBC Universal, and we partner with leaders such as Google, Atlassian, and Microsoft.

As an Enterprise Expansion Account Executive (EAE), you will be responsible for selling Lucid’s airfocus solution to Product managers, leaders, and departments at enterprise-level companies. As an EAE, you’ll own the strategy and execution across some of Lucid’s largest accounts, driving meaningful impact for our customers while growing deep, lasting partnerships. You’ll have the autonomy to run complex enterprise deals while working alongside an elite team of BDRs, CSMs, and Solutions Engineers who share your drive for excellence.

Responsibilities:

• Enterprise Sales & Relationship Building

• Identify, engage, and develop relationships with product managers, VPs of Product, and product teams at enterprise organizations

• Manage the full sales cycle—from prospecting and initial outreach to closing and post-sale account growth

• Act as a trusted advisor to help product teams solve challenges

• Consultative Selling & Solution Alignment

• Conduct deep discovery calls to understand prospects' product development needs, pain points, and strategic goals

• Deliver compelling product demos and value-based presentations tailored to the needs of product teams

• Work closely with customer success, product, and marketing teams to ensure alignment in messaging and positioning

• Pipeline & Revenue Growth

• Drive revenue growth by expanding existing accounts and acquiring new enterprise customers

• Maintain accurate forecasting and pipeline management in Salesforce

• Negotiate complex enterprise contracts and navigate procurement processes effectively

• Industry Expertise & Thought Leadership

• Stay up-to-date on trends in product management, SaaS, and enterprise software to position yourself as a subject matter expert

• Represent Lucid Software at industry events, webinars, and networking opportunities to build brand presence among product teams

Requirements:

• 5+ years of closing experience in enterprise SaaS sales (as an Account Executive or similar role), preferably selling to product teams, engineering leaders, or technical decision-makers

• Proven track record of exceeding sales quotas and closing large, complex deals

• Strong understanding of product management workflows, agile development, and product-led growth (PLG)

• Experience selling to product managers, heads of product, and VP-level decision-makers

• Excellent storytelling, presentation, and negotiation skills to communicate value effectively

• Familiarity with CRM tools (e.g., Salesforce, HubSpot), sales engagement platforms, and outbound sales strategies

• Passion for technology, innovation, and helping product teams succeed

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