Enterprise Account Executive (B2B Sales)

Hi there, we’re Article. 👋 Since 2013, we have been redefining the furniture industry one sofa at a time. It’s not easy, it requires solving challenging, meaningful problems. This is where you come in. As our Enterprise Account Executive, B2B (Emerging Markets), you will spearhead Article’s penetration into high growth institutional sectors such as Student Housing and Senior Living, turning our growing commercial assortment into a scaling pipeline of enterprise partnerships.

Why We Need You

Article’s B2B program (Article Pro) has established strong mid market foundations with an experienced Business Accounts team, a compelling product offering, and a track record of winning and retaining meaningful accounts. Enterprise accounts represent the highest potential, highest value segment of the market we have not yet fully penetrated, and they require a different level of hunter to unlock them.

In this role, you will take on the Emerging Markets vertical (Student Housing and Senior Living), acting as the face of Article to capital investment firms, university housing departments, and independent living operators. We’ve evolved our catalog with contract grade items and activated our outbound strategy. Now we need a proven builder to navigate institutional capital cycles, land long term partnership agreements, and establish Article on approved vendor lists across major institutional developers and operators.

Within your first few months, you’d map your target accounts across Student Housing and Senior Living, partner with our Enterprise Account Development Representative (ADR) to refine outreach, leverage our retail showroom network, and begin navigating corporate brand standards and purchasing groups. In a year, you’ll be proud to say you’ve broken through the noise, established preferred vendor status with key institutional operators, built a flourishing enterprise book of business, and helped lay the foundation for our enterprise sales playbook.

Why Article?

As a Particle (people of Article), you will have a high level of autonomy to solve challenging, meaningful problems the best way you can. That means you’re trusted to explore solutions you believe will work best (you’re the expert, after all). You’ll do all this while growing your career and earnings within a company that is actively scaling its commercial presence.

About the B2B Enterprise Team

You will report to the Manager, Enterprise Accounts & Strategic Growth as part of Article Pro's Enterprise Sales team, a tight knit group consisting of two Enterprise Account Executives and an Enterprise ADR. Under the broader Pro umbrella, you’ll work alongside our Business Accounts team (led by the Manager, Business Accounts, with three Account Managers and an ADR) and our Sales Operations & Enablement team (led by our Lead, B2B Sales Operations & Enablement, with three Sales Assistants).
We thrive on a highly collaborative culture. We’re looking for someone who is a true team player: you actively share your learnings, mentor peers, and contribute to building the team playbook, all while maintaining sharp CRM discipline.
We are a hybrid team, you will work from our Vancouver HQ 3 days per week. You’ll be leading full cycle enterprise sales execution targeting capital investment firms, university housing departments, senior living operators, and institutional developers.

Specifically, you will:

• Execute Emerging Markets Strategy: Own the Emerging Markets strategy execution (Student Housing and Senior Living), identifying and capturing high potential opportunities with institutional capital firms, universities, and multi location senior living operators.
• Drive Full Cycle Enterprise Deals: Lead complex, multi stakeholder sales cycles from initial outbound outreach through qualification, discovery, solution development, executive presentations, and negotiation to close high volume ($500K+) opportunities.
• Partner with Enterprise ADR: Collaborate closely with your Enterprise ADR to define account targeting criteria, refine outreach strategy, and provide continuous feedback on lead quality to improve pipeline velocity.
  Institutional Relationship Management: Navigate complex, multi stakeholder buying processes involving institutional investors, developers, procurement teams, and operations managers, building trust based, C suite level relationships.
• Build & Co Develop the Playbook: Act as a co developer of our enterprise sales playbook, iterating on outreach frameworks, negotiation strategies, and customer engagement models in partnership with the Manager, Enterprise Accounts.
• Execute Partnership Agreements & Secure Vendor Status: Develop account entry plans to secure preferred vendor status and negotiate multi year partnership agreements, actively identifying expansion opportunities within new and existing accounts.
• Leverage Retail Showrooms: Use Article’s physical retail showroom network as a strategic sales enablement tool to host site visits, present design solutions, and accelerate deal closure through physical brand experiences.
• Trade Show & Industry Leadership: Represent Article at key industry events, treating them as critical pipeline generation events to build brand presence and generate qualified enterprise leads.
• Maintain Systems & Operational Rigor: Meticulously track prospects, interactions, and deal stages in our CRM to drive pipeline health, adhere to SLA standards, and provide accurate monthly and quarterly forecasting to leadership.
• Cross Functional Alignment: Partner with Category Management, Supply Planning, and Logistics to ensure seamless project execution, exceptional service on complex orders, and feedback on product or service gaps.
• Market Intelligence & Strategic Acumen: Provide leadership with ongoing market intelligence regarding competitive activity and pricing dynamics while ensuring all deals align with B2B profitability requirements.

• A Proven Enterprise Hunter: You have 5+ years of B2B sales experience with a proven, verifiable track record of hunting and closing large volume, multi stakeholder deals.
• Institutional & Adjacent Commercial Sales Experience: Direct experience in Student Housing, Senior Living, or institutional commercial real estate development. Experience within contract furniture, interior design, or adjacent commercial building materials is a significant asset.
• Institutional Network: A strong existing network or demonstrated ability to build relationships with institutional capital firms, university housing departments, and property management groups.
• Procurement & Partnership Navigator: Experienced in navigating enterprise procurement processes, RFP responses, corporate brand standards, preferred vendor programs, and executing strategic enterprise partnership agreements.
• Strategic & Financially Minded: Strong commercial acumen, understanding deal economics, margins, and profitability rather than just top line revenue.
• Systems Disciplined & Collaborative: A highly disciplined pipeline manager who keeps CRM records up to date, maintains consistent stage definitions, and actively shares best practices to help mentor teammates.
• Adaptable Builder: Self directed and able to drive results through ambiguity, building the playbook as you go and improving it as you learn.
• Willing & Able to Travel: Up to 25% travel required for industry trade shows, conferences, in person client meetings, and prospect site visits.
• Legally authorized to work in Canada; valid passport required for international business travel.
• Completion of a criminal background check.