Account Executive Principal

Job Description:

This role is responsible for generating new revenue through the sale of Vertex transaction tax solutions across a defined territory. The successful candidate will combine enterprise SaaS sales experience, strong pipeline generation capability, and value-based selling to open new logos, build strategic customer relationships, and close complex software opportunities across Tax, Finance, IT, Procurement, and C-suite stakeholders.

ESSENTIAL JOB FUNCTIONS AND RESPONSIBILITIES:

• Generate new revenue by selling Vertex transaction tax solutions to prospects and customers within a defined territory.

• Develop and execute GTM plans, territory strategies, account plans, outbound campaigns, and pipeline generation activity to create demand and open new logos.

• Manage the full new business sales cycle from prospecting and qualification through negotiation, forecasting, objection handling, and close.

• Navigate complex stakeholder environments, engaging senior decision-makers across Finance, Tax, IT, Procurement, and C-suite audiences.

• Use a commercial, value-based selling approach to uncover customer pain points, build compelling business cases, and position Vertex solutions against measurable business outcomes.

• Build trusted relationships with prospects, customers, partners, and internal stakeholders to support strategic account development and long-term revenue growth.

• Maintain strong market knowledge across enterprise SaaS, tax technology, transaction tax, VAT/sales tax, ERP, compliance, and adjacent software markets.

SUPERVISORY RESPONSIBILITIES:

• N/A

KNOWLEDGE, SKILLS AND ABILITIES:

• Proven enterprise SaaS sales experience selling complex software solutions, ideally within tax, finance, ERP, compliance, or transformation-led environments.

• Hunter mentality with demonstrated success self-generating pipeline, prospecting, creating demand, opening new logos, and consistently attaining quota.

• Strong GTM execution capability, including territory planning, account strategy, outbound campaigns, and pipeline generation.

• Excellent executive-level communication, presentation, negotiation, closing, forecasting, and objection-handling skills.
• Strong knowledge of the software and tax industries

• Strategic relationship-building skills, with the ability to establish credibility quickly with senior stakeholders, prospects, customers, partners, and internal teams.

• Commercial and value-based selling mindset, with the ability to identify customer pain points and link solutions to measurable outcomes.

• Results-driven, resilient, and accountable, with a strong sense of urgency and consistent delivery against revenue goals.

• Strong knowledge of enterprise software, tax technology, transaction tax, VAT/sales tax, or adjacent compliance software markets.

EDUCATION AND TRAINING:

• Bachelor’s degree in Business, Marketing or demonstrable work experience in enterprise SaaS, software, or transaction tax sales required.

• Experience selling to mid- and senior-level decision-makers across Finance, Tax, IT, Procurement, and executive audiences required.

• Strong working knowledge of Vertex or comparable transaction tax, ERP, finance, or compliance software highly desirable.

• Demonstrated success managing complex full-cycle sales opportunities from prospecting through close required.

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:

Pay Basis: Monthly

The expected base salary range for this role varies by location and is expressed in local currency. The posted range reflects the anticipated hiring range for successful candidates at the time of hire, based on relevant job-related skills, experience, geographic location, and business needs. Base pay offered to new hires may vary within the posted range depending on individual qualifications and market considerations.

The posted salary range reflects compensation at the time of hire. Employees may experience additional compensation growth over time through performance-based increases, expanded responsibilities, role progression, or internal career opportunities, in accordance with company policies and local practices.

In addition to base pay, this role may be eligible for other elements of Vertex’s total compensation package, which may include participation in the Vertex Bonus Plan (VOB), a role-specific sales commission or bonus, and/or equity grants, where applicable.

Learn more about Life at Vertex and connect with your recruiter for more details regarding Vertex's compensation and benefit programs.

*In all cases, compensation will comply with applicable local pay transparency and minimum wage requirements.