Enterprise Account Executive - EMEA
This role leads new-logo enterprise software sales across Europe, from strategic prospecting through complex, multi-year negotiations with executive stakeholders. Candidates need at least 3 years of quota-carrying enterprise sales experience, a strong €1M+ quota track record, and expertise in value-based methodologies.
About the job
Responsibilities
- Penetrate and close new business within large enterprise accounts across the UK/DACH or Benelux.
- Develop and execute multi-threaded account plans, building relationship maps from developer teams to C-level executives, including CIO, CTO, and CISO stakeholders.
- Lead complex commercial negotiations involving procurement, legal, and security reviews, and structure multi-year agreements.
- Coordinate Solutions Architects, leadership, and product specialists to deliver value to prospects.
- Articulate ROI and build business cases addressing the technical and financial drivers of large enterprises.
- Generate pipeline through strategic outbound prospecting into cold, large-scale enterprise accounts.
- Provide accurate sales forecasts using CRM and rigorous qualification methodologies.
Requirements
- 3+ years of experience in a quota-carrying enterprise software sales role focused on new-logo acquisition.
- Consistent overachievement against a €1M+ quota and experience managing multiple large deals in parallel.
- Mastery of a value-based sales methodology such as MEDDPICC or Command of the Message.
- Experience managing complex, multi-stakeholder sales cycles lasting 6–12 months.
- Strong business acumen and fluency in value, ROI, and total cost of ownership.
- Professional fluency in English; additional languages are a plus.
- Resilience and resourcefulness in managing timelines and closing business.
Nice to Have
- Experience in observability, DevOps, cloud infrastructure, or data platforms.
- Existing relationships with C-level and VP-level technology leaders in the Benelux region.
- Familiarity with the OpenTelemetry and observability ecosystem at scale.
- Experience in a high-growth, venture-backed startup environment.
Compensation & Benefits
- Competitive salary and meaningful equity participation.
- Flexible, remote-first work environment with offices in New York, Amsterdam, and Munich.
- €60/month phone and internet allowance.
- Location-specific benefits.
- Collaborative, fast-moving team culture.
- Career growth and development opportunities.
- Direct access to founders and leadership.
Skills
Enterprise Sales, MEDDPICC, Command Of The Message, CRM, Outbound Prospecting, Observability, DevOps, Cloud Infrastructure, OpenTelemetry, ROI Analysis, Total Cost Of Ownership, Commercial Negotiation
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