Descripción de la oferta
Role Overview
The Senior Account Executive is responsible for owning, retaining, and expanding a portfolio of TraceLink Enterprise customers within an assigned territory. This role is accountable for driving net revenue growth through renewals, upsell, and expansion by executing TraceLink’s enterprise sales methodology, value framework, and defined sales process. You will operate as a trusted advisor to C‑suite and senior business leaders, aligning customer strategic priorities to TraceLink’s solutions and differentiated value. Success in this role requires strong account planning, disciplined opportunity management, and close collaboration with Account Development Reps (ADR) and Solutions Consulting.
Responsibilities
Own a defined portfolio of Enterprise accounts with full accountability for retention, expansion, and revenue growth
Develop and execute account‑level growth strategies aligned with customer business objectives, TraceLink’s value framework, and regional sales priorities
Build and maintain trusted executive relationships with economic buyers, decision‑makers, and key influencers
Act as the primary point of contact and quarterback for the customer relationship
Lead opportunities through TraceLink’s end‑to‑end enterprise sales process, from discovery to close
Conduct customer‑centric discovery to identify business problems, value drivers, and success criteria
Translate customer needs into clear value‑based proposals tied to measurable outcomes
Partner with Solutions Consultants to deliver compelling value‑led demonstrations and presentations
Drive effective deal qualification, opportunity progression, forecasting, and close plans
Proactively manage renewals and contract extensions, ensuring high retention rates
Identify and execute upsell and cross‑sell opportunities within existing accounts
Address customer risks, requests, and escalations in partnership with Customer Success and Support
Ensure customers realize and articulate ongoing value from TraceLink solutions
Create and execute a Demand Generation plan for your account base in collaboration with ADRs and Marketing
Actively participate in and lead targeted outbound and inbound demand generation activities
Maintain a healthy, well‑qualified pipeline aligned to quarterly and annual revenue targets
Accurately manage and document pipeline, opportunities, and forecasts in Salesforce
Work cross‑functionally with Sales, Marketing, ADRs, Solutions Consulting, and Customer Success
Share customer insights, market feedback, and competitive intelligence with internal stakeholders
Contribute to continuous improvement of TraceLink’s sales strategy and execution
What Success Looks Like
Consistent achievement (or overachievement) of quarterly and annual revenue targets
High customer retention and expansion rates
Strong forecast accuracy and pipeline hygiene
Clear evidence of value‑based selling and executive‑level engagement
Trusted internal collaborator and external customer partner
Qualifications
Experience & Skills
6+ years of B2B sales experience, preferably in Enterprise SaaS or Cloud software
Proven success managing complex, multi‑stakeholder sales cycles
Demonstrated experience executing a structured sales methodology across the full sales lifecycle
Strong ability to conduct value‑based discovery, handle objections, and close enterprise deals
Experience owning renewals and expansion within existing customer accounts
Proficiency with CRM tools such as Salesforce
Business & Communication
Strong business acumen with the ability to engage credibly at executive level
Excellent verbal, written, and presentation skills
Fluency in English required; additional European languages strongly preferred
Attributes
Highly proactive, self‑driven, and results‑oriented
Comfortable working autonomously within a fast‑paced, evolving environment
Team‑oriented mindset with strong collaboration skills
Customer‑first mentality with a focus on long‑term value creation
TraceLink is committed to providing competitive compensation and benefits to all employees. This is the estimated base salary range for this role and should serve only as a guide. Final compensation offered may vary based on a variety of factors including but not limited to experience level, fit for the role, skills, domain knowledge, internal equity, budget, and location.
EMEA Pay Range: €85.200—€101.300 EUR
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