Account Executive - EMEA

Job Description:

• Own a Southern Europe territory and its revenue target from prospecting to signed contract and expansion
• Build and qualify pipeline through outbound, events, partners and inbound leads
• Run discovery with plant, operations, OT and IT stakeholders up to C-level and map their business case for change
• Lead structured, multi-stakeholder enterprise sales cycles, including proofs of value, commercial proposals and negotiation
• Work with pre-sales on demos, solution design and technical validation
• Co-sell with hyperscalers and system integrators and develop partner-sourced opportunities
• Keep forecasts and opportunity data accurate in Salesforce
• Expand existing accounts from first site to multi-site and global rollouts
• Bring market feedback to product, marketing and leadership
• Report to the EMEA sales lead

Requirements:

• 5+ years of B2B enterprise software sales, with a proven record of meeting or beating quota
• Direct sales experience in industrial software: IIoT, industrial DataOps, data historians, MES, SCADA, edge computing or manufacturing analytics
• Solid grasp of the OT/IT landscape in manufacturing and how plant data flows from machines to the cloud
• Experience selling into manufacturing, process industries, energy or similar industrial sectors
• Established network among industrial manufacturers in Spain, Portugal and/or Italy
• Working understanding of local buying culture, decision-making and procurement
• Familiarity with the regional partner and system integrator landscape
• Fluency in English and Spanish or Italian; Portuguese is a plus
• Comfortable running long, complex deals with many stakeholders
• Disciplined in qualification and forecasting (MEDDIC/MEDDPICC or similar)
• Self-driven and at ease building a territory in a growing team
• Experience selling alongside Microsoft, AWS, Google or Databricks is nice to have
• Track record of displacing incumbent industrial software is nice to have
• Experience in an early-stage or scale-up team in a new region is nice to have
• Based in Southern Europe, ideally near Madrid, Barcelona, Rome, Milan, Lisbon or Porto
• No visa sponsorship is offered

Benefits:

• Up to 40% travel within Southern Europe and to EMEA team and partner events
• Remote work arrangement