# Account Executive - Majors

**Company:** [ClickUp](https://hotfix.jobs/companies/clickup)
**Location:** London, United Kingdom, Dublin, Ireland
**Role:** Account Executive
**Skills:** B2B SaaS Sales, Full-Cycle Sales, Account Expansion, Consultative Selling, Pipeline Management, Forecasting, CRM, Sales Presentations, Product Demos, Rfis, Rfqs, Cross-Sell, Land-And-Expand, Ai Productivity
**Posted:** 2026-08-05

> Owns expansion revenue across major EMEA accounts by identifying whitespace, building business cases, and guiding complex stakeholder groups through multi-team adoption. The role requires strong B2B SaaS sales performance, consultative discovery, executive communication, pipeline discipline, and experience with structured procurement processes.

## Job Description

## 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.

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