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 salescycle fromidentifyingopportunities 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 andmaintainterritory 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

OTHER QUALIFICATIONS:
The Winning Way behaviors that all Vertex employeesneedin order tomeet the expectations of each other, our customers, and our partners.

• Communicate with Clarity- Be clear, conciseand actionable. Be relentlessly constructive.Seekand provide meaningful feedback.

• Act with Urgency- Adopt an agile mentality - frequent iterations, improved speed, resilience. 80/20 rule – better is the enemy of done. Don’tspend hours when minutes are enough.

• Work with Purpose- Exhibita “We Can” mindset. Results outweigh effort. Everyone understands how their role contributes. Set aside personalobjectivesfor team results.

• Drive to Decision- Cut the swirl with defined deadlines and decision points. Be clear on individual accountability and decision authority. Guided by a commitment to andaccountability for customer outcomes.

• Own the Outcome- Defined milestones, commitments and intended results. Assess your work in context, if you’reunsure, ask. Demonstrate unwavering support for decisions.

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 managementretainsthe right to add or change the duties at any time.

Pay Transparency Statement:

US Base Salary Range: $119,300.00 - $155,000.00

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