Account Executive - Majors

Responsibilities

• Own expansion opportunities across major EMEA accounts, focusing on larger organisations in the roughly 1,000–2,500 employee range.
• Exceed pipeline and sales targets by converting account signals, free trials, marketing-qualified leads, demo requests, and product adoption into qualified commercial opportunities.
• Run structured discovery to uncover workflow pain, stakeholder priorities, buying friction, and the business case for broader ClickUp adoption.
• Deliver presentations and demos connecting platform value to customer priorities, cross-functional workflows, and executive-level outcomes.
• Build and manage multithreaded deal plans across end users, managers, executives, procurement, and other decision-makers.
• Partner with Growth, Marketing, and adjacent go-to-market teams to improve lead quality, regional account coverage, and conversion.
• Maintain process discipline across forecasting, pipeline inspection, next steps, CRM hygiene, and follow-through.
• Identify recurring patterns across segments, objections, and account behavior to improve the majors expansion motion in EMEA.
• Support formal buying motions, including RFIs, RFQs, and procurement-heavy evaluations.

Requirements

• Demonstrated success in B2B SaaS sales with ownership of full-cycle deals, account growth, or expansion motions.
• Track record of exceeding quota and managing a disciplined pipeline in commercial, strategic, or larger-account environments.
• Strong written, verbal, and presentation skills, including communication with practitioners and executive stakeholders.
• Consultative selling ability, connecting customer pain to value, urgency, and practical next steps.
• Strong process rigor and attention to detail across forecasting, deal planning, and follow-through.
• Experience completing or leading RFIs or RFQs, or operating in deals with structured evaluation processes.
• Ability to work in the Dublin or London office 2–3 days per week.

Nice-to-haves

• Experience selling workflow, collaboration, productivity, CRM, customer experience, or adjacent horizontal SaaS platforms.
• Experience in an expansion-heavy, cross-sell, or land-and-expand motion.
• Experience navigating multi-stakeholder buying groups in larger customer environments.
• Familiarity with EMEA selling dynamics, regional complexity, or distributed territory ownership.
• Comfort selling a broader platform and AI productivity story rather than relying on feature-by-feature comparisons.