Enterprise Account Executive EMEA

EMEA remit

About the Business

Our client is a fast-scaling, vendor-agnostic cloud-commerce platform that has become critical infrastructure for how cloud service providers, distributors and resellers buy, sell and manage software at scale. Founded in 2015, the platform evolved in 2022 into a full ecosystem orchestration solution, and today sits at the centre of the Microsoft partner ecosystem as a trusted tool for both Direct and Indirect bill partners.

At its core, the platform solves one of the hardest operational problems in the channel: billing and financial complexity across multi-vendor, multi-tier subscription environments. It gives CSPs, distributors and resellers deep expertise in maximising cloud ROI, streamlining vendor management for cost efficiency, and automating financial operations through white-label marketplaces - all built on an API-first architecture that allows seamless integration into partners' existing stacks. Multi-tier deployment capability means the platform scales cleanly whether a customer is managing billing for a handful of vendors or orchestrating complex, multi-level partner hierarchies.

That capability has translated into real scale: the platform is trusted by 100+ companies and actively serves 70+ customers across more than 30 countries, with integrations spanning major global vendors including Microsoft, Adobe, Acronis, Dropbox, and Kaspersky. All of this is delivered by a team of 150+ people across Europe and the US - grown entirely organically, with no external funding. That's a business built on genuine product-market fit and sustainable unit economics, not runway.

Why this business stands out:

• Named a top 5 global Ecosystem Orchestration Platform by IDC (2023)
• Recognised for the second consecutive year by Canalys in the Channel Ecosystem Landscape
• G2 High Performer (EMEA Regional Grid), 4.5/5 customer satisfaction score
• Certified Best Place to Work 2024 in their category
• 90% remote workforce with a genuine, structured investment in personal development: individual learning budgets, mentorship, leadership training, internal mobility and regular team knowledge-sharing sessions
• You'll report into and work directly alongside a Global VP of Sales with a genuine top-percentile track record - a rare opportunity to be coached by proven sales leadership

The Role

As Enterprise Account Executive EMEA, you'll own the full sales cycle end-to-end - from qualification through to close - across mid-market and enterprise accounts. The pipeline mix is roughly 70/30: the majority is high-quality inbound passed to you by a dedicated BDR team, with the remaining ~30% self-sourced through your own outbound (email, LinkedIn, cold calling, networking).

This isn't a role where you're purely order-taking on inbound, nor purely hunting cold - it's a genuine blend, giving you both a strong baseline pipeline and the autonomy to build your own book.

Key Responsibilities

• Own the full sales cycle from discovery to close for mid-market and enterprise deals
• Qualify and convert high-quality inbound leads from the BDR team (~70% of pipeline)
• Proactively build the remaining ~30% of pipeline through outbound prospecting
• Lead consultative discovery calls and tailored product demos
• Partner with Presales and Product on more technical or complex use cases
• Forecast accurately and consistently meet or exceed quota
• Maintain clean pipeline data and deal hygiene in HubSpot
• Act as a trusted advisor to prospects and customers, building long-term relationships
• Feed customer insight - needs, objections, market trends - back to marketing and product
• Stay current on product developments, industry trends and the competitive landscape

What 'We're Looking For

• A track record of closing in a comparable environment - B2B SaaS or tech, with a similar inbound/outbound split
• Proven history of exceeding quota and driving revenue
• Experience working alongside a BDR/SDR function while still generating your own outbound pipeline
• Comfort running complex sales cycles with multiple stakeholders
• Strong communication, negotiation and discovery skills
• An ownership mentality and genuine aptitude for action
• Nice to have: additional European languages

What's on Offer

• Fully remote working within a 90%-remote organisation
• A structured personal development budget for courses, certifications and professional growth
• Clear routes into mentorship, leadership training and internal mobility
• Direct exposure to top-percentile sales leadership as part of your day-to-day
• A collaborative, curiosity-driven culture recognised externally as a Best Place to Work

ADVERT DISCLAIMER

Research indicates that men will apply to a role when they only meet 50-60% of the descriptions, however, when looking at women and other minority groups, they can look for up to a 99% match in order to apply to a role. If you feel you are a fit for our role, please still apply, don't worry if you don't tick every single box. We would still love to hear from you. We encourage underrepresented talent to apply to all our roles & support accessibility needs

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