Enterprise Account Executive

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

📋 Description

• Propel revenue growth within mid-market and enterprise accounts by assisting organizations in automating ERP processes using AI.

• Manage the entire sales cycle, from prospecting and discovery to negotiation and closing.

• Engage with CFOs, CIOs, CPOs, COOs, and other senior decision-makers.

• Identify customer challenges, design customized solutions, and position BLP’s platform as a key strategic enabler.

• Develop and implement territory and account strategies.

• Generate new business pipeline through outbound prospecting, partner initiatives, events, and customer referrals.

• Maintain pipeline integrity, forecasting, and a metrics-driven sales approach.

• Employ insight-led selling techniques and challenge customer perspectives.

• Conduct executive discovery sessions and create target-state narratives, urgency, and mutual action plans.

• Foster alignment across buying committees, champions, economic buyers, IT/security, and process owners.

• Oversee business cases, pricing strategies, proposals, negotiations, and contracts.

• Measure and communicate value, including capacity release, cycle-time reduction, compliance improvements, and stack simplification.

• Drive deals to closure with defined next steps and deal governance.

• Collaborate with Solutions Engineers on workshops and demonstrations, addressing security, integration, and rollout concerns.

• Align with Customer Success on implementation readiness, success criteria, and growth opportunities.

• Ensure seamless transitions from close to kickoff.

• Position BLP against point solutions and fragmented ERP automation systems.

• Anticipate and counter competitive challenges through differentiation and evidence.

⛳️ Requirements

• 5–10+ years of experience selling enterprise B2B SaaS or equivalent complex solutions.

• Proven track record of achieving or exceeding sales targets.

• Ability to conduct insight-led enterprise sales cycles.

• Skill in respectfully challenging customers, quantifying impact, and mobilizing buying committees.

• Strong executive presence when interacting with CFOs, CIOs, and Heads of Shared Services.

• Comfortable navigating the complexities of enterprise procurement.

• Proficient in managing complex, multi-threaded deals.

• Familiarity with mutual action plans, MEDDICC-style qualification, and disciplined forecasting.

• Strong collaboration skills with presales/Solutions Engineering and post-sales teams.

• Exposure to ERP/SAP systems, including S/4, ECC, Public Cloud, or Private Cloud, is a significant advantage.

• Experience selling workflow, RPA, process mining, or IDP automation platforms is highly desirable.

• Proven success in winning against established competitors is a strong plus.

• Experience with global enterprise rollouts and managing multi-country stakeholders is advantageous.

• Fluent in English and German, or another major European language relevant to the territory.

• Legally authorized to work in the country of employment.

🏝️ Benefits

• Uncapped commission structure.

• Option to receive variable compensation annually in cash or company shares.

• Opportunities for growth and autonomy.

• Well-structured onboarding process.

• Continuous coaching and development.

• Work within a collaborative international team.

• Engage with a product that has a strong product-market fit and competitive performance.