Account Executive – EMEA

This is a fully remote position, open to applicants in Germany, +3 more countries.

📋 Description

• Manage a Southern Europe territory along with its revenue objectives, from prospecting to contract signing and expansion.

• Develop and assess a pipeline through outbound efforts, events, partnerships, and inbound leads.

• Conduct discovery sessions with plant, operations, OT, and IT stakeholders, reaching up to C-level, and outline their business case for change.

• Oversee structured, multi-stakeholder enterprise sales cycles, which include proofs of value, commercial proposals, and negotiations.

• Collaborate with pre-sales teams on demonstrations, solution design, and technical validation.

• Partner with hyperscalers and system integrators to cultivate partner-sourced opportunities.

• Maintain accurate forecasts and opportunity data within Salesforce.

• Grow existing accounts from initial site to multi-site and global implementations.

• Provide market insights to product, marketing, and leadership teams.

• Report directly to the EMEA sales lead.

⛳️ Requirements

• A minimum of 5 years of experience in B2B enterprise software sales, demonstrating a solid history of meeting or exceeding quotas.

• Direct sales expertise in industrial software such as IIoT, industrial DataOps, data historians, MES, SCADA, edge computing, or manufacturing analytics.

• Strong understanding of the OT/IT landscape within manufacturing and the data flow from machines to the cloud.

• Experience in selling to the manufacturing, process industries, energy, or similar industrial sectors.

• Established connections among industrial manufacturers in Spain, Portugal, and/or Italy.

• Familiarity with local buying culture, decision-making processes, and procurement practices.

• Knowledge of the regional partner and system integrator landscape.

• Proficiency in English and Spanish or Italian; Portuguese is an added advantage.

• Comfortable managing long and complex deals involving numerous stakeholders.

• Disciplined approach to qualification and forecasting (MEDDIC/MEDDPICC or similar methodologies).

• Self-motivated and adept at building a territory within a growing team.

• Experience collaborating with Microsoft, AWS, Google, or Databricks is a plus.

• Proven track record of displacing established industrial software solutions is a plus.

• Background in an early-stage or scale-up team in a new region is a plus.

• Located in Southern Europe, preferably near Madrid, Barcelona, Rome, Milan, Lisbon, or Porto.

• No visa sponsorship will be provided.

🏝️ Benefits

• Up to 40% travel within Southern Europe and to EMEA team and partner events.

• Flexible remote work arrangement.