Large Enterprise Account Director – EMEA

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

📋 Description

• Develop a territory strategy for enterprise accounts within the EMEA region and prioritize target accounts.

• Generate sales pipeline personally through account research, outreach to executives, events, partnerships, and referrals.

• Create account-specific analyses of operational challenges, stakeholders, and measurable value propositions.

• Engage new enterprise clients at a senior level alongside local Sales, Solutions Consulting, and Customer Success teams.

• Facilitate discovery sessions, validate assumptions, and construct operational and financial justifications for change.

• Apply the MEDDPICC framework to identify economic buyers, decision-making criteria, processes, competitors, champions, and potential risks.

• Develop multithreaded approaches across Operations, IT, Finance, Procurement, Legal, and executive leadership.

• Overcome technical, political, financial, and organizational obstacles.

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

• Establish success metrics, ensure ongoing executive engagement, and translate operational results into business cases suitable for CFO review.

• Lead intricate enterprise negotiations throughout lengthy sales cycles, including procurement and legal discussions.

• Formulate deal strategies, assess deal health, and communicate associated risks.

• Set up sponsorship, governance, deployment standards, and expansion roadmaps.

• Transform initial site victories into expansive global programs encompassing 20, 100, or more locations.

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

• Report directly to the VP of Revenue / VP of Sales and collaborate with the Global Enterprise Pod and other cross-functional teams.

⛳️ Requirements

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

• Demonstrated success in generating new business by opening, creating, and closing enterprise accounts.

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

• Familiarity with deal complexities ranging from £/€500k to £/€1m+ or similar commercial challenges.

• Proven success in sales cycles lasting from 6 to 18 months or longer.

• Track record of converting initial deployments or pilot projects into significant multi-site expansions.

• Strong proficiency in MEDDPICC or a comparable enterprise qualification framework.

• Fluent in English.

• Proficiency in German or any other major European language is a significant advantage.

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

• Capability to construct business cases grounded in measurable operational and financial outcomes.

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

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

• Ability to develop and implement a coherent account strategy.

• A hunter mentality characterized by ownership, constructive challenge, confidence, and coachability.

🏝️ Benefits

• Flexible working hours.

• Competitive salary.

• Internet reimbursement.

• Thoughtful, human-centered onboarding process.

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

• Company-wide kickoffs and team-building events.

• A global and inclusive workplace culture.

• Commitment to equal opportunity employment.