Account Executive, Majors
Owns net-new revenue and platform expansion across named major enterprise accounts in EMEA. The role requires 5–10+ years of enterprise SaaS sales experience, complex deal execution, partner-led selling, and technically credible engagement with executive buyers.
About the job
Responsibilities
- Build and execute multi-year account plans across named major accounts, incorporating hyperscaler, systems integrator, and agency partners.
- Drive net-new revenue through outbound ownership, rigorous discovery, executive alignment, and complex, multi-threaded deal execution across engineering, product, procurement, legal, and executive stakeholders.
- Translate the platform into board-level narratives around developer velocity, infrastructure consolidation, and AI-driven transformation.
- Own complex commercial negotiations and establish long-term strategic infrastructure partnerships embedded in customer roadmaps for web and AI transformation.
Requirements
- 5–10+ years of experience in enterprise SaaS, with a demonstrated track record of closing six- and seven-figure deals in major or strategic accounts.
- Experience with partner-influenced or co-sell motions, including activating hyperscaler or SI/ISV relationships to open doors and accelerate deals.
- Fluency in English and local languages required for the assigned territory.
- Ability to discuss architecture with a CTO and total cost of ownership with a CFO.
- Disciplined account planning, executive relationship development, and sequencing of complex accounts for long-term revenue growth.
- Fluency in MEDDPICC and rigorous forecast hygiene and CRM discipline.
- Ability to hold credible, technically grounded conversations with senior engineering and product leadership.
- Value-selling approach focused on business outcomes and customer pain.
Nice-to-haves
- Background in web development, developer tooling, web infrastructure, cloud platforms, or AI/ML.
- Existing relationships at AWS, Google Cloud, Microsoft Azure, or major SI/ISV partners active in the UK and Northern Europe.
- Experience navigating enterprise license agreements, global framework agreements, or enterprise procurement in regulated industries.
- Experience selling into media, retail, financial services, or digital-native companies.
Compensation and Benefits
- London-based pay range of £200,000–£270,000 GBP OTE.
- Competitive compensation package, including equity.
- Inclusive healthcare package.
- Mentorship and access to professional networking and learning events.
- Flexible time off.
- Company-provided equipment and a work-from-home budget.
For candidates within a predetermined commuting distance of the London office, the role includes in-office anchor days on Monday, Tuesday, and Friday. Candidates beyond that distance may work fully remotely.
Skills
Enterprise Saas, MEDDPICC, CRM, Account Planning, Enterprise Sales, Cloud Platforms, AI/ML, Web Infrastructure, AWS, GCP, Microsoft Azure, Commercial Negotiation, Executive Selling, Partner Co-Sell
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