Large Enterprise Account Executive

Accountabilities

You will take ownership of enterprise sales activities across Southern Europe, developing strategic relationships, creating new opportunities, and managing complex negotiations to secure and expand high-value customer partnerships.

Develop strategic account plans: Build and execute tailored sales strategies for large organisations with more than 5,000 employees, identifying opportunities for adoption and long-term growth.

Generate new business: Lead targeted outbound campaigns to engage CTOs, CIOs, engineering leaders, and platform decision-makers, building a strong pipeline of qualified enterprise opportunities.

Convert existing adoption into revenue: Identify organisations already using the platform through developer communities and internal teams, transforming grassroots adoption into funded, executive-sponsored initiatives.

Lead complex sales cycles: Conduct in-depth discovery, identify customer challenges, quantify business impact, and develop compelling business cases for senior stakeholders.

Manage multiple stakeholders: Build relationships and align decision-makers across engineering, IT, security, legal, procurement, and executive leadership.

Coordinate cross-functional teams: Partner with Solutions Engineers, Partnerships, and Customer Success to demonstrate value, support technical evaluations, and minimise adoption risks.

Drive negotiations and close strategic deals: Manage the entire sales process, including security reviews, legal discussions, and procurement, typically over cycles of three to six months or longer.

Manage commercial performance: Negotiate six-figure enterprise agreements, maintain control over commercial discussions, and consistently deliver against revenue targets.

Expand strategic accounts: Identify opportunities across additional business units, departments, and use cases to increase customer value and long-term revenue.

Share market insights: Bring customer feedback, competitive intelligence, and field learnings to Product and leadership teams to influence business and product strategy.

Travel across the territory: Meet customers regularly throughout Southern Europe to strengthen relationships and advance strategic opportunities.

Requirements:

The ideal candidate is an experienced enterprise sales professional with a proven ability to acquire large customers, navigate complex buying processes, and close significant SaaS agreements. You should combine strong commercial instincts with technical understanding, executive-level communication skills, and a proactive approach to pipeline generation.

At least 5 years of enterprise SaaS sales experience, selling to organisations with more than 5,000 employees.

A demonstrated track record of closing multiple enterprise deals worth £100K or more in Annual Contract Value (ACV), typically involving sales cycles of three to six months or longer.

Experience selling to technical decision-makers, including developers, engineers, CTOs, and CIOs, with the ability to adapt conversations to both technical and executive audiences.

Strong new-business acquisition skills, including independently generating pipeline through outbound prospecting and successfully winning new customers.

A consistent history of meeting or exceeding sales quotas over the past two to three years.

Experience using structured enterprise sales methodologies such as MEDDPICC and navigating technical evaluations, procurement processes, legal negotiations, and security reviews.

Based in Southern Europe with existing legal authorisation to work in the country of residence. Visa sponsorship is available for Germany; candidates based elsewhere must already have the right to work in their respective country.

Willingness to travel regularly to meet customers across the Southern European territory.

Excellent communication and relationship-building skills, with professional fluency in English, the company's working language.

Additional experience that would be an advantage:

Previous experience selling developer tools, cloud infrastructure, data platforms, AI solutions, or workflow automation products.

Experience managing partner-led opportunities involving system integrators or cloud service providers.

Familiarity with open-source ecosystems or product-led growth (PLG) models, particularly the ability to convert community adoption into enterprise commercial opportunities.

Experience working in fast-growing technology companies or environments with complex enterprise sales organisations.

Benefits:

Competitive compensation: Attractive and market-aligned salary package.

Equity ownership: Opportunity to receive company equity and participate in the organisation's long-term success.

Generous paid time off: 30 days of annual vacation in Europe, in addition to local public holidays.

Health and wellness: Benefits provided according to local country standards and employment agreements.

Retirement planning: Pension contributions in accordance with local country requirements.

Professional development: Annual learning and development budget of €1,000 (or local currency equivalent) for courses, books, events, and coaching.

Remote-first culture: Work remotely from across Europe, with regular company off-sites and opportunities to connect with colleagues.

Collaborative environment: Join a passionate, highly skilled team that encourages experimentation, innovation, and regular hackathons.

Open-source support: Receive a monthly allowance of $100 to support open-source projects you care about.

Transparency and autonomy: Benefit from an open working culture where company performance, priorities, and team initiatives are shared transparently.