Descripción de la oferta
About The Role
We're hiring a Strategic Account Executive to win and grow strategic enterprise accounts. You will own the commercial outcome—from pipeline creation to close—by practicing insight‑led selling: reframing the customer's initial problem, quantifying the cost of inaction, and mobilizing buying committees around a compelling "why now."
You'll lead multi‑stakeholder enterprise cycles with CFO/CIO/Shared Services/Procurement leadership, partnering closely with Solutions Engineering, Marketing, and Customer Success to run disciplined deal plans, deliver value‑based proposals, and land enterprise rollouts.
What You'll Own
Pipeline creation & territory strategy
Build and execute a territory/account plan: target accounts, stakeholders, sequencing, and multi‑threading strategy.
Create net‑new pipeline through outbound prospecting, partner motion, events, and customer referrals.
Maintain disciplined pipeline hygiene and forecasting; operate a repeatable, metrics‑driven cadence.
Insight‑led selling & deal shaping
Practice insight selling: challenge the customer's initial framing and introduce a sharper point of view on where value is trapped (exceptions, approvals, master data, controls).
Run executive discovery to uncover operational bottlenecks and decision friction—and translate it into a crisp target‑state narrative, urgency, and mutual action plan.
Build internal alignment across CFO/CIO‑led buying committees, including champions, economic buyers, IT/security, and process owners.
Commercial ownership: value case, negotiation & close
Own the business case, pricing strategy, proposals, negotiation, and contracting.
Quantify and communicate value (capacity release, cycle time reduction, control/compliance improvements, stack simplification) and tie it to executive priorities and budget.
Drive the deal to closure with clear next steps, strong deal governance, and accurate forecasting.
Orchestration across presales & delivery
Partner with Solutions Engineers to run workshops/demos and de‑risk technical concerns (security, integration, rollout).
Align with Customer Success on implementation readiness, success criteria, and expansion paths.
Ensure clean handoffs from close to kickoff, maintaining continuity of value narrative and outcomes.
Competitive positioning
Position BLP against point tools and fragmented stacks (OCR/IDP/workflow/process mining/RPA) with an "end‑to‑end + exceptions‑first" narrative.
Anticipate and neutralize competitive plays with crisp differentiation and proof.
What We're Looking For
Must‑haves
5–10+ years of enterprise B2B SaaS selling experience (or equivalent complex solution sales), with a consistent track record of hitting/exceeding targets.
Proven ability to run insight‑led enterprise sales cycles: you can respectfully push back, quantify impact, and mobilize buying committees.
Strong executive presence with CFO/CIO/Head of Shared Services and comfort navigating enterprise procurement.
Ability to manage complex, multi‑threaded deals: mutual action plans, MEDDICC‑style qualification, forecasting discipline.
Strong collaboration with presales/SE and post‑sales teams; you sell what can be delivered.
Strong plus
ERP/SAP exposure (S/4, ECC, Public/Private Cloud) or selling into finance/procurement/shared services transformations.
Experience selling automation platforms (workflow/RPA/process mining/IDP) and winning against incumbents.
Experience with global enterprise rollouts and multi‑country stakeholders.
Language
Fluent in English and ideally, German (or another major European language depending on territory).
You'll Get
A product that wins: strong differentiation and real enterprise proof points.
Uncapped earnings: high, realistic OTEs with uncapped commission.
Real ownership: employee‑owned company; choose annually to take variable compensation in cash or shares.
Growth and autonomy: build your path in a rapidly scaling, international company.
Continuous learning: structured onboarding plus ongoing coaching.
Exceptional team: ambitious, collaborative colleagues who push each other to excellence.
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