Account Executive

This is a fully remote position, open to applicants in Czechia.

📋 Description

• Take ownership of a specified territory and a set of named accounts, managing the pipeline created within it and overseeing the commercial outcomes from the initial conversation to the final signature.

• Generate pipeline through various avenues including business development, marketing initiatives, partnerships, and self-driven efforts.

• Engage in diagnostic discussions focused on operating costs, compliance, and risk assessment.

• Assess opportunities to meet MEDDICC standards, ensuring a solid business case and access to the economic decision-maker.

• Navigate complex deals involving multiple stakeholders.

• Facilitate commercial negotiations that enhance value while safeguarding pricing.

• Make prompt judgments on opportunities that lack a viable business case, defined buying process, or clear decision-making route.

• Identify initial wins for expansion across various sites, countries, and use cases.

• Transition customers to Customer Success with a documented expansion strategy.

• Keep precise forecasts with integrity at each stage, including next steps and justifiable closing dates.

• Highlight potential risks early and provide insights on objections, competitive intelligence, and reusable use cases for the sales playbook.

• Achieve new-logo annual recurring revenue (ARR) in line with quota, contribute to pipeline development, territory coverage, win rates, deal values, and the acquisition of strategic logos.

⛳️ Requirements

• Generally, a minimum of five years of experience in B2B software or complex technology sales.

• A sustained track record of achieving a new business quota.

• Proven history of consistent over-performance in new business sales, including meeting quotas, team rankings, personally generated pipeline, and significant deals secured.

• Capability to articulate the full lifecycle of substantial deals.

• Proficiency in English and one additional territory language at a business level; this is a strict requirement.

• Experience in structured selling using MEDDICC or a similar methodology.

• Strong results accompanied by discipline in forecasting and CRM usage.

• Experience in CAFM, IWMS, FM, PropTech, or multi-site operations is beneficial.

🏝️ Benefits

• Unlimited earning potential with significant accelerators for exceeding performance targets.

• Access to dedicated resources in business development, Pre-Sales, marketing, and executive sponsorship.

• Direct interaction with the Chief Revenue Officer for deal strategy, coaching, and rapid commercial decision-making.

• Comprehensive business development support, including Pre-Sales, marketing, and enablement services.

• Structured onboarding process, methodology training, and deal coaching provided.

• Fairly ramped quota expectations.

• Opportunities for advancement into global accounts or sales leadership roles.

• Credible pathways leading to strategic or global accounts or sales leadership positions.