Principal Account Executive, Tech B2B, Large Customer Sales

Role Overview

B2B buying behavior is undergoing the most significant disruption in its history. The traditional, slow-moving B2B funnel—defined by dry 40-page PDFs and cold "Contact Us" forms is officially dead. Modern B2B decision-makers are consumer-grade buyers: they research on YouTube, consult AI search engines, and validate in private chats long before they ever engage a sales rep.As a Principal Account Executive within TechB2B, you will do more than observe this evolution—you will lead it. You will guide our team and clients through this new landscape, transforming traditional transactional selling into dynamic, AI-powered growth engines.

As a Principal Account Executive within TechB2B, you will do more than observe this evolution—you will lead it. You will guide our team and clients through this new landscape, transforming traditional transactional selling into dynamic, AI-powered growth engines.

Responsibilities

• Engage and influence key decision-makers, including C-suite executives, building trusted relationships to understand their core business tests and priorities.
• Lead the development of Joint Business Plans, aligning with customers on ambitious goals and establishing shared accountability to unlock transformative growth opportunities.
• Design and pitch powerful, data-driven Google solutions tailored to customer needs, leveraging in-depth knowledge of Google’s advertising offerings and compelling storytelling, while effectively navigating objections to secure investment and exceed business goals.
• Demonstrate Google's value by measuring campaign results against customer objectives and engaged offerings, and sharing data-driven insights that shape customer strategies and reinforce the partnership.
• Lead the customer's growth trajectory by proactively identifying and cultivating a pipeline of new opportunities, leveraging insights and proven success to expand the partnership.

Requirements & Qualifications

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
• 11 years of industry experience in digital advertising, consultative sales, business development, or digital marketing, or 8 years of experience with an advanced degree.
• Experience working with advertisers, agencies, or clients.

Preferred qualifications:

• Experience with Google Ad Solutions, expertise in Search and Video advertising, and understanding of performer landscape across traditional and digital media advertising.
• Exceptional leadership and collaboration skills, with experience mobilizing matrixed internal teams.
• Strong commercial expertise across Google’s AI-powered Search (e.g., AI Max, Value Based Bidding), Shopping, and Video (e.g., YouTube, Demand Gen), paired with thought leadership across the digital ecosystem.
• Demonstrated ability to drive total opportunity pitches using sharp analytical and measurement frameworks.
• Proven track record of building trusted advisory relationships and pitching directly to executives.

Application Instructions

Apply directly on Google Careers at Principal Account Executive, Tech B2B, Large Customer Sales↗.

Direct application sign-in: Submit Application↗

Note: Applicants in San Francisco: Qualified applications with arrest or conviction records will be considered for employment in accordance with the San Francisco Fair Chance Ordinance for Employers and the California Fair Chance Act.