API Enterprise Account Executive (Hybrid)

About the role

A global SaaS leader for seamless digital document workflows, Nitro offers a suite of solutions for PDF, eSigning, identity verification and analytics supported by a best-in-class customer success and change management team. With more than 3 million licensed users and 13,000+ business customers across 157 countries, we serve 67% of the Fortune 500. How We Work: We aim to create an environment where talented individuals are empowered to excel. How we collaborate, innovate, and engage with one another is important to us. Our work is driven by 5 key principles: One team, One mission Our collective dedication to Nitro's mission defines us. Together, we are building an environment where everyone feels like a valued part of something bigger than themselves. Own it We take full ownership of our actions and decisions. We empower one another to lead with confidence, creativity, and a solutions-focused mindset. Accountable to our customers We are dedicated to our customers and take our commitments seriously. We do what we say we are going to do. Excellence in execution Driven by passion and precision, we exemplify excellence in our delivery with innovative, top-quality results. Be bold, fail fast, learn faster We learn as we grow, dare to try, and bravely question. We are not chasing perfection but forever iterating towards it. These guiding values shape our approach to work, fostering a culture where everyone is inspired to contribute their best. The Enterprise Platform Account Executive - APIs & Ecosystem is responsible for driving new revenue growth across EMEA by selling Nitro's API-first platform to large enterprises and strategic partners. This role focuses on organizations that need to embed document-centric capabilities directly into their applications and workflows at scale, including PDF services, eSignature, workflow automation, and AI-powered document intelligence. The ideal candidate will operate at the intersection of enterprise transformation, developer-led buying, and ecosystem expansion. In addition to driving new customer acquisition and expansion within our existing accounts, this role plays a critical part in building Nitro's API ecosystem by identifying and enabling ISV and technology partners who can integrate Nitro's capabilities into their own products and platforms.

Responsibilities

• Drive Enterprise API Revenue
• Own the full sales cycle for API-driven opportunities, from account targeting and discovery through technical validation, commercial negotiation, and close
• Lead consultative discovery conversations to uncover document workflow challenges, integration requirements, compliance constraints, and automation opportunities
• Position Nitro's full API-enabled product stack including PDF services, eSignature, workflow automation, and AI-driven document capabilities as modular, embeddable building blocks within enterprise architectures
• Build compelling business cases that connect API adoption to measurable outcomes such as cost reduction, process acceleration, risk mitigation, and improved customer and employee experiences
• Navigate complex buying groups including CIO, CTO, CISO, Digital Transformation leaders, Engineering, Operations, Procurement, and Legal
• Lead Technical & Platform-Led Sales Motions
• Partner closely with Solution Engineers to support API evaluations, sandbox trials, proofs of concept, and architectural deep dives
• Guide customers through security reviews, compliance assessments, and integration planning required for enterprise-grade deployments
• Orchestrate multi-stakeholder opportunity cycles that may include legacy replacement, multi-year commercial structures, and global rollouts
• Maintain accurate pipeline management and forecasting across all API-led opportunities
• Develop ISV & Ecosystem Opportunities
• Identify, engage, and develop ISV, SaaS, and technology partners who can embed Nitro's APIs into their own products or platforms
• Collaborate with channel partners and internal teams to uncover ecosystem-driven use cases and new routes to market
• Support partners through technical validation and early commercial discussions in collaboration with Solutions Engineering and Product teams
• Influence Product & Strategy
• Act as the voice of the customer and partner to inform product and engineering teams on roadmap priorities related to scale, performance, governance, developer experience, and AI-driven capabilities
• Provide market feedback on competitive dynamics, platform positioning, and emerging API-led use cases

Requirements

• Proven track record selling complex enterprise software or cloud platforms into large, multi-stakeholder organizations
• Experience selling API-led, platform-based, or integration-driven solutions where technical validation is a critical part of the sales process
• Strong understanding of REST APIs, authentication models, workflow orchestration, audit trails, and document lifecycle management
• Ability to t

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