Enterprise Account Director – EMEA

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

📋 Description

• Create a comprehensive enterprise territory plan for the EMEA region, identifying target accounts and prioritizing strategies for success.

• Generate the majority of the sales pipeline through thorough account research, executive outreach, participation in events, partner routes, and referrals.

• Formulate account-specific insights regarding operational constraints, urgency, key stakeholders, and measurable value propositions.

• Successfully engage with new enterprise logos at a senior level in collaboration with local Sales, Solutions Consulting, and Customer Success teams.

• Lead discovery sessions to highlight the costs of inaction and develop compelling operational and financial cases for change.

• Utilize MEDDPICC to identify economic buyers, decision-making criteria, processes, competition, champions, and associated risks.

• Construct multithreaded strategies that span Operations, IT, Finance, Procurement, Legal, and executive leadership.

• Navigate through technical, political, financial, and organizational challenges effectively.

• Take ownership of the commercial strategy pertaining to pilot programs and proof-of-value initiatives.

• Establish success metrics, maintain engagement with executives, and transform operational results into CFO-level business cases.

• Manage complex enterprise deals throughout extended sales cycles, including procurement, legal negotiations, and final commercial agreements.

• Develop deal strategies, safeguard value, monitor deal health, and communicate potential risks.

• Foster executive sponsorship, governance, and develop principles for deployment and expansion roadmaps.

• Scale initial deployments from a single site to global programs.

• Contribute to the formulation of Factbird's EMEA enterprise playbook focusing on hunting, qualification, forecasting, and account expansion.

• Report directly to the VP of Revenue/VP of Sales and collaborate within a Global Enterprise Pod that includes Solutions Consulting, Customer Success, Finance, Legal, and regional Sales leadership.

⛳️ Requirements

• A minimum of 7 years in complex B2B sales, preferably in enterprise SaaS, industrial technology, manufacturing technology, or another operationally critical sector.

• Proven track record of successfully opening, creating, and closing new enterprise logos.

• Experience in building and expanding an enterprise territory, ideally within the EMEA region.

• Familiarity with deal complexities ranging from £/€500k to £/€1m+, or equivalent contract values, stakeholder engagement, deployment risks, and commercial intricacies.

• Success in managing sales cycles that last between 6 to 18 months or longer, involving multiple functions, locations, countries, and senior decision-makers.

• Demonstrated ability to convert initial deployments or pilot projects into significant multi-site expansions.

• Strong understanding of MEDDPICC or an equivalent enterprise qualification methodology.

• Proficiency in English is required.

• Fluency in German or another major European language is a significant advantage.

• Established credibility with COOs, CFOs, CIOs, and senior operational leaders.

• Capability to build business cases grounded in quantifiable operational and financial outcomes.

• Strong commercial acumen regarding pricing, negotiation, procurement, legal complexities, and value protection.

• Disciplined approach to forecasting based on customer evidence and clearly defined next steps.

• Ability to develop a coherent account thesis, translate it into actionable plans, and adapt as new information becomes available.

• Capacity to create pipeline, navigate intricate enterprise buying groups, and manage lengthy sales cycles.

🏝️ Benefits

• Flexible working hours.

• Competitive salary.

• Internet reimbursement.

• Thoughtful and human-centered onboarding process.

• Bi-annual Individual Development Plan discussions and support for career growth.

• Company-wide kickoffs and team-building days.

• A global, inclusive culture.

• Commitment to equal opportunity in the workplace.

• Opportunities for collaboration among global teams across EMEA and the US.