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 sales cycle from identifying opportunities 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 and maintain territory 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 employees need in order to meet the expectations of each other, our customers, and our partners.
Communicate with Clarity - Be clear, concise and actionable. Be relentlessly constructive. Seek and 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’t spend hours when minutes are enough.
Work with Purpose - Exhibit a “We Can” mindset. Results outweigh effort. Everyone understands how their role contributes. Set aside personal objectives for 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 and accountability for customer outcomes.
Own the Outcome - Defined milestones, commitments and intended results. Assess your work in context, if you’re unsure, 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 management retains the right to add or change the duties at any time.
Pay Transparency Statement:
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.
Skills Required
- 10-15 years of experience in enterprise SaaS or technology sales
- Experience selling tax technology, financial systems, or enterprise software
- Demonstrated success meeting or exceeding large annual quotas
- Excellent communication, presentation, and negotiation skills
- Ability to use data and technology to improve sales effectiveness
Vertex, Inc. Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Vertex, Inc. and has not been reviewed or approved by Vertex, Inc..
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Leave & Time Off Breadth — Flexible time off, including unlimited vacation for some roles, paid volunteer time, bereavement leave, sabbaticals, and observed holidays is emphasized. Occasional company shutdowns further expand time-away options.
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Parental & Family Support — Benefits span paid parental leave, adoption assistance, childcare support, fertility benefits, and structured return-to-work programs. Backup care and daycare tuition discounts reinforce family-focused support.
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Retirement Support — A 401(k) with employer matching and immediate vesting anchors long-term savings. Profit sharing and defined contribution programs complement financial security offerings.
Vertex, Inc. Insights
What We Do
The Trusted Leader in Tax Technology. We're Vertex (VERX). A pioneer in tax automation for more than 45 years. We proudly serve over 4,000 customers worldwide with distinction and provide comprehensive tax solutions that enable global businesses to transact, comply, and grow with confidence. Our collaborative, friendly culture is the foundation of everything we do and who we are. We're proud to be an employer guided by a common purpose by building trusted relationships at work, in business and in our communities. We strive to be a values-driven employer of choice who attracts, retains, and inspires talented professionals to achieve their full potential. We employ over 1,500 full-time professionals across three continents: US, Europe, and Brazil. Our software, content, and services address the increasing complexities of global commerce and compliance by reducing friction, enhancing transparency and enabling greater confidence in meeting indirect tax obligations. As a result, our software is ubiquitous within our customers’ business systems, touching nearly every line item of every transaction that an enterprise can conduct. Our software is fueled by over 300 million data-driven effective tax rules and supports indirect tax compliance in more than 19,000 jurisdictions worldwide. We partner with the world’s most respected companies and harness their strengths to deliver the best tax technology solution to businesses across the globe. We integrate with key technology partners that span ERP, CRM, procurement, billing, POS and e-commerce platforms. We also work closely with over 50 tax, accounting and consulting firms to provide the integrated tax technology solutions.
Why Work With Us
Innovative, agile, and growth-minded professionals thrive at Vertex. Our remote-first culture offers flexibility and connection, while our focus on indirect tax technology and global expansion creates real impact. With leadership development and a strong emphasis on well-being, careers flourish here.
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