Principal Account Executive- Employee Experience

Role Summary

The Principal Account Executive, Employee Experience is a senior individual contributor who serves as the opportunity lead and subject-matter expert for Poppulo Experience Platform opportunities. Working in partnership with Poppulo's Employee Communications Account Executives, this role owns the PXP sales motion from qualification through close and handoff, while the Employee Communications Account Executive maintains the broader account relationship.

Key Responsibilities

• Own the specialist PXP sales motion from initial qualification and discovery through solution alignment, business case development, negotiation, close, and transition to the post-sale team.
• Partner with Employee Communications Account Executives on account strategy, establish clear roles for each opportunity, and serve as the lead seller and subject-matter expert for PXP while the paired Employee Communications Account Executive maintains the broader customer relationship.
• Build pipeline through referrals from aligned sellers, joint account planning, targeted prospecting, partner activity, and conversion of qualified inbound demand.
• Identify and prioritize PXP opportunities across prospective and/or existing accounts based on customer need, commercial potential, and the value specialist involvement can add to the sales process.
• Lead consultative discovery with senior stakeholders across Internal Communications, Employee Experience, HR, IT, Digital Workplace, Operations, Security, Procurement, and executive leadership.
• Use deep knowledge of intranet, digital workplace, and employee experience practices to advise customers and translate their workforce challenges into a clear PXP solution strategy.
• Orchestrate demonstrations, workshops, proposals, security reviews, and business cases with Solutions Consulting, Product, Marketing, Customer Success, Professional Services, and other internal experts.
• Develop champions and executive sponsors, map the buying group, and align stakeholders around Mutual Action Plans and a defensible path to value.
• Apply MEDDPICC discipline to qualification, deal strategy, risk management, forecasting, and close planning.
• Maintain accurate opportunity data and forecasts, communicate deal strategy clearly, and deliver against quarterly and annual PXP revenue goals.
• Work within a shared-credit model that recognizes both the PXP specialist and the paired Account Executive for successful PXP sales.
• Act as a trusted advisor to paired sellers and sales leaders, guiding PXP opportunity strategy and strengthening field capability through coaching, practical enablement, and customer feedback.