TheyDo - Journey Management

Account Executive

• You run your territory like a business. You are responsible for the entire sales lifecycle, from ensuring you have enough pipeline to closing new deals to cultivating expansion
• Develop a strategic approach to nurture and accelerate conversion of key prospect accounts and build a robust sales pipeline
• Understand the unique challenges and goals of enterprise clients
• Articulate the TheyDo value proposition and proactively drive your opportunities through the buying journey from discovery to demo to consensus building to formalization
• Establish and nurture strong relationships with key stakeholders including C-level execs
• Work closely with internal teams including Marketing, SDR, Customer Success and Enablement to ensure a seamless customer experience
• Meet and exceed monthly, quarterly and annual targets
• Continuously assess and improve sales strategies to drive consistent results
• Communicating transparently - as we are remote, using asynchronous messaging to keep people in the loop is essential
• Communicate your insights with the product team so they can act on this

Enterprise Account Executive

General Counsel

• Lead our legal function end-to-end, from day-to-day contracting to long-term strategy
• Refine and scale legal processes that support a fast-moving product and sales team
• Act as the primary go-to person for all internal legal questions
• Work closely with Sales, Product, and Leadership to unblock deals and decisions
• Translate legal complexity into clear, actionable guidance
• Enable teams to self-serve where possible with templates and playbooks
• Collaborate with external legal partners to extend capacity and expertise
• Ensure smooth communication, clear briefs, and efficient execution
• Maintain and improve our global contract registry
• Stay on top of relevant regulatory developments
• Use technology and AI to streamline workflows and reduce manual work
• Identify opportunities to automate, simplify, and improve

Fractional Head of Legal – 3 days per week

Customer Success Manager

• Own the success of a portfolio of Tier 0/1 enterprise accounts
• Be explicitly accountable for renewals, expansion, NRR (targeting 130%+), and Customer Success Plans
• Drive adoption, value realization, and long-term growth using MEDDPICC and Command of the Message®
• Create and execute customer success plans that align TheyDo’s capabilities with customers’ journey management business objectives
• Guide enterprises in establishing journey management as an operating model
• Help customers transition from static journey mapping to dynamic journey management
• Enable customers to connect journey insights to business outcomes
• Accelerate time-to-value through structured onboarding, implementation alignment, and outcome-driven success plans
• Identify and lead expansion opportunities via new use cases, teams, regions, and cross-functional adoption
• Lead executive-level engagement, including Executive Business Reviews (EBRs)

Enterprise Customer Success Manager

Business Development Rep

• Generate Qualified Outbound Pipeline
• Partner with 4-6 Account Executives
• Own Multi-Channel, Multi-Threading Outreach
• Be on the Phone Daily
• Think Like a Marketer
• Use AI to Work Smarter and Faster
• Identify, Qualify, and Develop the Right Accounts
• Surface Intelligence and Keep CRM Clean

Enterprise Account Executive

Fractional Head of Legal – 3 days per week

Enterprise Customer Success Manager

Business Development Representative