Senior Account Executive - TheyDo

Help fix customer-centricity at scale

Every company wants to become more customer-centric. At TheyDo, we make that ambition real. Our AI-powered journey management platform helps the world’s largest enterprises align around what matters most: their customers. By bringing scattered data and teams together, we empower smarter decisions and better experiences. Since 2019, global leaders across industries — including Ford, Cisco, Johnson & Johnson, Siemens, Home Depot, and Lufthansa — have trusted us to scale journey management and deliver measurable impact.

Backed by $50M from top-tier investors, including Blossom and 20VC, we are building a category-defining company. Our fully remote team of 100+ TheyDoers represents 30+ nationalities across 27 countries, united by a customer-led, people-first culture.

Our mission is clear: Make journey management the most powerful business tool in the world.

If you’re looking for a place where your work shapes the future of how companies operate, join us. Let’s build it together.

The role

Journey management is becoming a must-have for the world's biggest companies, and TheyDo is the platform leading the category. Enterprises like Ford, Cisco, Vodafone and Pfizer already use TheyDo to understand their customers end to end and decide where to act.

Now we're going after the rest of North America's biggest brands, and we want you leading the charge. As a Senior Account Executive, you'll take a greenfield territory of enterprise accounts, open the doors, and land the new logos that define TheyDo's next chapter.

You'll be based in the US or Canada, working remotely and joining a North American sales team of 4 AEs, backed by SDR, Enablement and Customer Success colleagues across North America and Europe.

Why this role, now

The timing couldn't be better. Customer experience has moved into the boardroom, and enterprises want a way to turn it into decisions. TheyDo gives them that, and our customers are proving it.

North America is wide open. Your target list is full of companies that look just like the ones already buying from us, and most of them have never had a TheyDo conversation. We know what wins. Now we need someone to scale it and put their name on the logos that come next.

This is the moment to join: early enough to shape how we win, with the proof that we do.

What you'll do

This is a role built around creating revenue that didn't exist before, not managing revenue that already does.

Build your own pipeline. You'll start from a target list, not a book.

• Own a named list of North American enterprise accounts and decide where to focus, based on signal rather than hope
• Source most of your pipeline yourself through outbound, account-based plays with BDR and Marketing, events and executive networking
• Break into accounts with no existing relationship and find the senior person who owns the customer experience problem

Win the first deal. You'll take a cold account all the way to signature.

• Run complex, multi-stakeholder cycles from first conversation through discovery, business case, procurement and close
• Sell on value to C-level and VP buyers across CX, Product and Digital: a business case a CFO will sign, not a feature tour
• Land mid-to-high six-figure first deals, structured to expand, and hand them to Customer Success with the context to grow them

Shape how we win. You'll help write the North American playbook.

• Refine our ICP, messaging and sales motion based on what you see in the field
• Share buyer insight with Product so they can act on it
• Forecast accurately and keep the team informed through clear async updates

What this role isn't

• It isn't account management. You won't inherit renewals or an installed base to upsell. If most of your number has come from growing existing customers, this probably isn't your role.
• It isn't inbound-led. Marketing and SDR will support you, but you'll be expected to create most of your own pipeline.
• It isn't a finished machine. If you need fully built enablement, years of territory data and a playbook that tells you what to do next, you'll find this frustrating. If you want to help build those things, you'll find it energizing.

What we're looking for

• 4+ years closing B2B SaaS deals, with most of that in enterprise new-business roles selling into large North American organizations
• A track record of exceeding annual quotas, where the majority of your closed revenue came from net-new logos you sourced yourself
• Proven ability to land mid-to-high six-figure first deals with enterprises that weren't customers before
• Experience selling a platform or new-category product, where you had to create the need rather than respond to an RFP
• A value-selling methodology (MEDDPICC, Command of the Message or similar) you actually use, not just know
• Confidence engaging C-level buyers, building consensus across stakeholders and navigating enterprise procurement, security and legal
• Preference for starting with a blank target list rather than a handed-over book, and energized by a scale-up where the product and playbook move fast
• Bonus: Experience selling to CX, Product, Digital or Design leaders

What we offer

• Competitive compensation and pre-IPO equity: Stock package providing ownership in our success.
• Fully remote working with flexible hours: Autonomy and flexibility to manage your schedule.
• Health Insurance benefit: Comprehensive health and wellbeing support for every employee.
• Flexible holiday days: Minimum of 25 days of paid holiday per year (pro rata), plus public holidays and an extra three days during our annual winter shutdown in December.
• Learning and Development budget: Financial support to invest in your continuous growth and career development.
• Wellbeing budget: Support for mind and body, including gym, yoga, meditation, or mindfulness memberships.
• Paid parental leave: 6 months fully paid for primary carers, and 6 weeks fully paid for secondary carers, plus paid childcare leave.
• Home office or co-working support: Budget provided for your choice of home office equipment or a co-working space.
• Company events: Regular in-person retreats to strategize and connect (past locations include Spain, Portugal, and France).
• Latest tech & tools: MacBook Air or Pro, plus modern tools including Gather, Slack, Notion, Loom, and G:Suite.

About TheyDo

Our core values guide every decision we make:

• Journey together: Driven by collaboration and synchronization.
• Own it: Taking action and making decisions with confidence.
• Cloaks off: Built on transparency and integrity.
• Simply to accelerate: Cutting through complexity to focus on speed and clarity.
• Customer Fueled: Grounding our product innovation directly in customer success.

TheyDo is an equal opportunities employer committed to fostering a diverse and inclusive workplace.