The Role
This is a quota-carrying role focused on Stratus's most important relationships: the 50 largest MEP contractors in North America. These organizations rarely buy as one company. They are parent companies with multiple operating companies underneath, each with its own leadership, processes, and buying authority. Your job is to understand how each one actually makes decisions, win the operating companies, and turn that footprint into enterprise-wide licensing agreements worth seven figures. You'll own a focused book of named strategic accounts and be backed by Solutions Engineers, Customer Success, Product, and direct access to our executive team.
We're still building our strategic accounts motion. If shaping how Stratus partners with the biggest names in MEP excites you, you'll thrive here. If you need a fully built-out program on day one, this probably isn't your seat.
What You'll Do
- Own a named book of strategic accounts within the top 50 MEP contractors and consistently exceed a ~$2M annual quota
- Map multi-layered account structures (parent companies, operating companies, regional divisions, and acquired businesses) and understand where decisions are made centrally versus locally
- Land and expand across operating companies, then convert those deployments into enterprise-wide licensing agreements negotiated at the parent level
- Lead seven-figure, multi-year deals from strategy through signature, including pricing structure, ramp schedules, rollout plans, and commercial terms
- Build executive relationships at both the parent and operating company level: CEOs, CFOs, COOs, and CIOs at the top, with operating company Presidents, VPs of Operations, and VDC/BIM and fabrication leaders as champions
- Navigate enterprise procurement, legal, IT, and security reviews, and manage MSA and enterprise agreement negotiations alongside finance and legal partners
- Build and maintain strategic account plans covering relationship maps, whitespace by operating company, competitive position, and a multi-year expansion strategy
- Quantify value at enterprise scale, from standardizing workflows and data across operating companies to giving parent company leadership visibility into fabrication and field performance
- Orchestrate the full Stratus team, including Solutions Engineers, Customer Success, Product, and executive sponsors, to deliver a coordinated experience for every account
- Forecast accurately on longer, multi-quarter sales cycles and keep Salesforce clean, current, and forecast-ready
- Bring the voice of our largest customers back to Product and Leadership; what you learn will directly shape our roadmap
What You'll Bring
- 7+ years of quota-carrying B2B sales experience, including 2+ years managing strategic, named, or major accounts
- A documented track record of closing seven-figure deals
- Proven experience converting existing customers or business-unit deployments into large, organization-wide enterprise licensing agreements
- Experience navigating complex, multi-layered organizations: holding companies, parent and operating company structures, PE-backed platforms, or acquisition-driven roll-ups
- Experience selling operational, multi-stakeholder software (think construction technology, ERP, project management, manufacturing, or industrial) where you built ROI cases and ran a real value-selling motion
- Executive presence and credibility in the boardroom, with the ability to align C-suite stakeholders who don't always agree
- Strong commercial and negotiation skills, including multi-year agreements, enterprise pricing structures, and working through redlines with procurement and legal
- The patience to run long, complex cycles combined with the urgency to keep them moving
- Fluency in MEDDPICC or a similar qualification methodology
- A data-driven approach and enthusiasm for using AI to work smarter (it's core to how we operate and what we sell)
- Proficiency in Salesforce (or similar CRM) and a knack for picking up new tools quickly
- Open to ~40% travel, including on-site executive meetings and operating company visits
Bonus Points
- Existing relationships within the top MEP, mechanical, electrical, or plumbing contractors in North America
- Experience selling into construction, contractors, or the built environment
- Experience selling into PE-backed platforms or companies growing through acquisition
- Prior strategic or enterprise sales success at a growth-stage SaaS company
Why Stratus
At Stratus, you'll own the relationships that define our company's future. You'll work directly with our executive team, help build our strategic accounts program from the ground up, and see your customers' feedback show up in the product. This fully remote opportunity lets you balance work and life while making a tangible impact on the largest contractors in the industry. As a Strategic Account Executive, you'll play a crucial role in helping drive our mission to transform the construction industry. Grow with us as we make an impact!
E-Verify Statement
Stratus participates in E-Verify. After you join the team, we'll verify your eligibility to work in the U.S. by submitting information from your Form I-9 to the Social Security Administration and, if needed, the Department of Homeland Security. This process happens post-hire only - we never use E-Verify to pre-screen applicants.
Stratus, is the leading cloud-based platform for MEP contractors. We’re on a mission to revolutionize the construction industry by providing innovative data driven solutions that seamlessly layer across a contractor’s entire workflow from design, to fabrication, to installation.