Head of Enterprise and Strategic Accounts

This is a fully remote position, open to applicants in United Kingdom, +3 more states.

📋 Description

• Oversee SINGU's enterprise sector by acquiring new logos and enhancing existing strategic accounts.

• Supervise four direct reports: two Global Account Executives and two Global Account Managers.

• Achieve the overall enterprise targets, which include new-logo ARR, expansion ARR, and retention metrics.

• Develop account coverage strategies, ownership assignments, and credit distribution plans.

• Establish benchmarks for qualification processes, deal strategies, forecasting, and governance of deals.

• Recruit, onboard, mentor, and elevate a high-performing enterprise sales team.

• Create and manage a designated target account universe along with a self-sourced pipeline.

• Personally participate in the most significant and intricate pursuits, including engaging with executives, developing business cases, structuring commercial agreements, and conducting negotiations.

• Initiate displacement strategies against existing CAFM and IWMS platforms, proprietary systems, and spreadsheet methods.

• Expand strategic accounts through geographical, portfolio, product, and use-case growth.

• Develop account plans that include whitespace analysis, executive relationship mapping, and prioritized sequences.

• Identify renewal and relationship risks early in collaboration with Customer Success.

• Generate a forecast for the entire function and leverage CEO/CRO sponsorship for crucial deals.

• Foster executive alignment between SINGU leadership and customer executives.

• Provide competitive insights, pricing strategies, and market intelligence to Product, Marketing, and the broader commercial organization.

• Mentor during live deals and assess team performance.

⛳️ Requirements

• Proven track record of achieving and delivering team targets in enterprise SaaS, with consistent year-over-year attainment.

• Established credibility as a closer prior to assuming a leadership role.

• Authentic experience in both acquiring new logos and expanding enterprise accounts.

• Demonstrated success in hiring, ramping up, and when necessary, letting go of enterprise sales professionals.

• A player-coach approach suitable for managing a team of this scale.

• Experience in closing complex multi-country enterprise transactions valued in the six or seven figures.

• Proficient in managing various stakeholders, procurement processes, and IT security assessments.

• Familiarity with MEDDICC or a similar framework for team management and deal evaluation.

• Business-fluent in English.

• Experience in CAFM, IWMS, facilities management, PropTech, or real estate technology is beneficial but not mandatory.

• Proficiency in a second European language is advantageous.

🏝️ Benefits

• Performance-based bonus linked to team achievements in both new-logo acquisition and expansion initiatives.

• Dedicated support from Solution Consulting.

• Assistance from Business Development.

• Marketing programs focused on the enterprise segment.

• Established customer base and evidence that facilitate business opportunities.

• Sponsorship from the CEO and CRO.

• Competitive salary.

• Clear pathway into broader European or group commercial leadership as the enterprise business grows.