Strategic Enterprise Account Executive

This is a fully remote position, open to applicants in Singapore, +2 more countries.

📋 Description

• Develop and implement the go-to-market strategy for the DACH region.

• Engage with new prospects and assist them in navigating critical enterprise decisions.

• Manage intricate buying processes involving multiple stakeholders.

• Collaborate across functions with product, marketing, and services teams.

• Build trust with executive stakeholders.

• Promote Sitetracker’s AI-native infrastructure lifecycle management platform and Scout enterprise AI agent platform.

• Distinguish genuine AI signals from mere hype and showcase the value of agentic AI based on customers’ operational data.

• Conduct research on target companies, stakeholders, business models, and how they align with Sitetracker’s value proposition.

• Facilitate discussions regarding product value and link platform functionalities to business results.

• Create business cases and ROI models, including those focused on AI-driven automation economics.

• Present commercial proposals aligned with business cases.

• Lead cross-functional account teams through intricate sales processes.

• Develop and maintain a 5x pipeline and guide opportunities through the entire sales cycle.

• Implement the Sitetracker sales process, including MEDDPICC qualification and documentation.

• Achieve annual recurring revenue (ARR) and new-logo targets while contributing to sales best practices.

⛳️ Requirements

• Native or business-level proficiency in German.

• Strong track record of successfully selling complex SaaS solutions to mid-market, large, and enterprise clients.

• Ideally experienced in Telecom, Energy, or related infrastructure sectors.

• Proven capability to navigate intricate enterprise SaaS deals and articulate personal contributions to successes.

• Demonstrated success in securing high-value SaaS contracts exceeding $300k in ARR.

• Skilled in navigating complex purchasing environments and influencing executive stakeholders.

• Ability to develop and execute territory plans for prioritized accounts, including 120 key DACH accounts.

• Familiarity with executing within the MEDDPICC framework or a similar sales methodology.

• Proficient in researching target company business models, stakeholders, and value alignment.

• Capable of constructing business cases and ROI models, including those related to AI-driven automation economics.

• Competent in presenting commercial offers linked to business cases.

• Possess industry and business knowledge to act as a challenger and trusted advisor.

• Ability to create and maintain a 5x pipeline and drive full-cycle opportunities to closure.

• Capacity to lead cross-functional account teams.

• Within 90 days: Achieve Sitetracker certification, understand Scout positioning, company strategy, territory/account/opportunity planning, cross-functional relationships, pipeline development, product messaging, and effective meetings.

• Within 180 days: Execute the Sitetracker sales process, including MEDDPICC qualification and documentation; establish territory and pipeline; remain on track to meet goals.

• Within 365 days: Achieve ARR and new-logo objectives while contributing to the enhancement of best practices.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health and wellness benefits.

• Opportunities for professional development and growth.

• Flexible working arrangements and a supportive work environment.