Large Enterprise Account Director

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

📋 Description

• Develop a comprehensive enterprise territory strategy for EMEA and pinpoint key target accounts.

• Personally drive the majority of the pipeline through thorough account research, executive outreach, events, partner channels, and referrals.

• Formulate account-specific perspectives on operational challenges, urgency, ownership, and measurable value.

• Engage with new enterprise logos at the senior level alongside local Sales, Solutions Consulting, and Customer Success teams.

• Lead discovery sessions and highlight the cost of inaction to establish operational and financial justifications for change.

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

• Formulate multithreaded strategies across Operations, IT, Finance, Procurement, Legal, and executive leadership.

• Anticipate and mitigate technical, political, financial, and organizational obstacles.

• Take ownership of the commercial strategy for pilot and proof-of-value initiatives.

• Establish success metrics, sustain executive engagement, and transform pilot results into CFO-grade business proposals.

• Navigate complex enterprise transactions through extensive sales cycles, procurement, and legal negotiations.

• Create deal strategies, safeguard value, monitor deal health, and relay risks.

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

• Transition initial site deployments into global programs encompassing 20, 100, or more sites.

• Contribute to the development of Factbird’s EMEA enterprise playbook for hunting, qualification, forecasting, and expansion.

• Report to the VP of Sales and collaborate with the Global Enterprise Pod, Solutions Consulting, Customer Success, Finance, Legal, and regional Sales leadership throughout EMEA and the US.

⛳️ Requirements

• 7+ years of experience in complex B2B sales, preferably within enterprise SaaS, industrial technology, manufacturing technology, or other operationally critical sectors.

• Proven track record in new business development, successfully opening, creating, and closing new enterprise accounts.

• Experience in establishing and expanding an enterprise territory, ideally within EMEA.

• Background handling deals ranging from £/€500k to £/€1m+, or equivalent contract complexity, stakeholder diversity, deployment risk, and commercial sophistication.

• Demonstrated success in sales cycles lasting 6 to 18 months or longer, involving multiple functions, locations, countries, and senior decision-makers.

• History of converting initial deployments or pilots into substantial multi-site expansions.

• Strong proficiency in MEDDPICC or an equivalent enterprise qualification framework.

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

• Capacity to build business cases based on quantifiable operational and financial results.

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

• Disciplined forecasting based on customer insights and clear next steps.

• Ability to craft a clear account thesis, translate it into actionable steps, and adjust it as new information arises.

• Fluency in English.

• Proficiency in German or another major European language is a considerable advantage.

• A hunter mentality, constructive challenge, confidence, coachability, and complete ownership of territory strategy, execution, risk, and results.

🏝️ Benefits

• Flexible working hours.

• Competitive salary.

• Internet reimbursement.

• Thoughtful, human-centric onboarding.

• Bi-annual Individual Development Plan discussions.

• Company-wide kickoffs and team-building days.

• Global, inclusive culture.

• Equal opportunity employer dedicated to fostering a respectful and inclusive work environment.