Enterprise Account Executive

Senior Enterprise Account Executive - EMEA

London, Greater London (Remote)

Overview:

As a fintech company with a vast addressable market, we empower our employees to be thought leaders as they navigate various customer problems – whether internal or external – and to be challenged to develop solutions that create a positive impact for our business. Our client is actively looking for a proven Senior Account Executive (AE) to join our exceptional Sales team and expand our GTM presence in North America.

The mission of the Senior Account Executive is to help create enterprise value for each customer by deploying our predictive analytics and financial risk reporting systems. This role has 3 core areas of responsibility:

• Closing qualified opportunities with high rates of conversion to achieve quarterly and annual quota targets;
• Progressing pipeline to align business cases with buying cycles, with the sales EQ necessary to both rigorously qualify and disqualify opportunities; and
• Consistently building new pipeline to replace opportunities won or lost.

This requires a proactive, entrepreneurial mindset to engage potential customers across all channels. Success in these areas also relies heavily on keen discovery skills to identify leads with potential business problems that we can solve, as well as effective communication to align multiple stakeholders with a problem that can be solved through our clients capabilities and value-driven sales process.

A successful Senior Account Executive with our client never stops selling; top reps consistently sell through the first deal to help ensure value delivery after getting the first contract in the door, and driving towards significant Enterprise Growth after adoption is complete. While this is just one dimension of the overall role for a Senior Account Executive, it is an important element that requires experience in project management and cross-functional leadership to drive growth.

The ideal candidate draws on experience in the Supply Chain, Third-Party Risk, Credit Risk, or Risk Management fields. These industries are undergoing rapid change as risk management disciplines evolve, while companies face economic, operational, regulatory, and capital challenges. Challenges bring opportunities, and our client is critical in guiding the world's leading corporations and financial institutions to proactively manage these risks and to create resilience and business opportunities in the process.

All Account Executives are expected to adopt a consultative approach to guide the sales process and help potential customers identify business gaps in their current risk management programs that our clients solution can address. Sales cycles, depending on the deal, can move as quickly as 30-90 days for wins focused on mid-market accounts or “land and expand” strategies, whereas larger enterprise deals will often take 6-9 months to align with procurement budget/buying cycles.

Essential Duties and Responsibilities:

• Individual Contributor
• Responsible for qualifying, developing, and closing new opportunities within a list of ~75 strategic accounts in EMEA.
• Develops and maintains relationships with key decision makers
• Develops a business plan and sales strategy (new business) for each branch and major program in the assignment to ensure tactical penetration and engagement.
• Management of leads proved by internal and external BDRs.
• Overachievement of quarterly sales quota through selling TPRM, SCRM platform to well-qualified prospects using our clients sales process.
• Conduct market research and recommend product positioning and pricing strategy.
• Manage the development and maintenance of referral-generation plans.
• 100% certification of our clients methods, products and services.

Expectations of Sales Activity

• Strategically manage a global territory of Accounts within our clients core verticals (Auto, Aerospace & Defense, Banking/Insurance, Industrials, HC/Pharma, Technology/Semiconductors), and deploy a lead-generation strategy focused on sourcing new opportunity accounts
• Work with the assigned Business Development Representative (BDR) to create a support plan for conducting outreach to designated high-value accounts within the assigned territory
• Focus on activity rate – number of new connections, first calls, meetings, all maintained in Salesforce
• Consistently achieve quarterly and annual sales quota objectives
• Manage pipeline and opportunity stages to be consistent at all times with our clients Sales Methodologies and Policy
• Continuous learning to always improve selling tactics and strategies to increase win %

Essential Education, Skills and Environment:

Specialized Knowledge and Skills

• Subject matter expertise in Supply Chain Management, Supply Chain Risk Management (SCRM), and Third Party Risk Management (TPRM). Knowledge of GRC solutions is a plus.
• BA/BS degree (or equivalent; MBA or advanced degree preferred).
• A verifiable track record of sales quota attainment (Experience and success in Solution Selling or like methodologies in complex environments of 6+ months sales-cycle durations and ARR in excess of $500,000).
• Minimum 5 years’ relevant work experience.
• Domain expertise of SaaS-based solutions is a plus but not a requirement.
• Outstanding analytical, organizational, communication, presentation, and negotiation skills.
• High comfort level and presence of senior-level executives and decision-makers.

Education

• Bachelor's degree or higher in Business Administration with a focus on finance, engineering, sales management, or logistics preferred.

Essential Personal Values and Attributes

• Hungry, Humble, Highly Capable.
• Highly competitive and coachable.
• Ability to work within a team environment.
• Ability to independently identify, investigate, and develop solutions to problems (business, operational, and ideally technical).
• Ability to manage multiple projects/initiatives to meet predetermined deadlines, setting direction for and ensuring the success of all prospect engagements.
• Demonstrated proficiency in software productivity tools (CRM, word processing, spreadsheet, presentation, and database software) to meet the goals of the position.
• Ability to function independently, with minimal supervision, setting direction, communicating effectively with internal and client stakeholders, and enlisting help as needed.
• Ability to prioritize and delegate work as needed.
• Ability to establish friendly, professional, and cooperative relations with internal and external contacts.
• Organizational and Territory Management Skills (strategic thinking, goal-setting, business metrics-driven, time management, etc.)

What would make you successful?

• Experience in Enterprise SaaS, Software Sales, or Technology with an understanding MEDDICC principles, and/or Solution Selling Methodology
• Challenger mindset and approach to sales
• Experience in credit, financial risk, or third-party risk more broadly
• Demonstrated sales process and high IQ/EQ to determine “fit” with potential buyers to ensure sales efficiency
• Cross-functional experience to work with partners and internal teams to drive opportunities and win deals
• Proven selling success of meeting or exceeding quotas and goals
• Strong desire to learn and earn in a fast-paced environment
• Professional presence as well as outstanding interpersonal, verbal, and written communication and negotiating skills
• Demonstrable understanding of B2B sales processes.
• Experience with Salesforce, Outreach, Gong, ZoomInfo, and LinkedIn Sales Navigator
• Bachelor’s Degree in Business, Marketing, or related field, or relevant work experience
• Willingness to travel 50% of the time

Compensation and Benefits

• Highly Competitive Salary
• Aggressive Commission Plan
• Paid Vacation Days
• Sick Leave
• Medical/ Dental/ Vision Plans
• Career Development Support