Develop and execute a territory strategy for UK and Ireland, with some possible accounts in EMEA as well.
Understand and address the specific data governance, privacy and regulatory challenges faced by organizations in the market.
Tailor messaging and sales strategies to align with regional buying behaviors, procurement processes and business culture.
Identify and qualify potential clients through market research, prospecting, and outreach.
Grow the install base in assigned territory.
Develop and maintain a robust pipeline of qualified leads using CRM tools and sales enablement platforms.
Create and deliver compelling sales presentations tailored to client needs.
Leverage a sales methodology to articulate a clear value proposition tied to strategic goals.
Conduct deep discovery sessions to understand complex business drivers and prioritize key initiatives.
Dives deeply into discovery, surfaces metrics tied to business outcomes, identifies decision-makers (Economic Buyers) and aligns insights with MEDDPICC or similar criteria.
Crafts and delivers compelling business cases linked to ROI and business transformation.
Clearly differentiates the Exterro solution from competitors.
Manage complex, multi-million-dollar sales cycles with multiple stakeholders.
Accurately forecast based on Command of the Sale insights.
Navigates complex negotiations with multiple stakeholders and secures alignment on key terms.
Demonstrates mastery of a sales process, mentors peers, and actively refines processes based on insights.
Build trusted, long-term relationships with German-speaking stakeholders, understanding regional nuances in enterprise sales cycles.
Manage the entire sales cycle, from initial contact to closing deals.
Build trusted advisor relationships with C-suite executives, key decision-makers and stakeholders within existing and prospective accounts.
Provide consultative guidance to clients to understand their business challenges and demonstrate how our SaaS solutions can address their needs.
Collaborate closely with marketing, product, and customer success teams to ensure seamless onboarding and implementation for new clients.
Meet or exceed sales targets, contributing to overall team goals and revenue growth.
Requirements
7+ years as a proven experience as a Strategic Account Executive or similar role in SaaS or technology sales.
Proven track record selling complex SaaS or legal/IT solutions into the enterprise market.
Strong understanding of data privacy regulations and compliance requirements in the region.
Strong knowledge of SaaS solutions, cloud-based software, and subscription business models.
Exceptional interpersonal, negotiation, and communication skills.
Proficiency in CRM tools (e.g., Salesforce, Gong) and sales automation platforms.
Ability to thrive in a metrics-driven environment with a focus on achieving KPIs and quotas.
Bachelor’s degree in Business, Marketing, or a related field (preferred).
Ability to travel as needed (25-50%) to meet with customers, attend events, and foster relationships.
Tech Stack
Cloud
Benefits
Impact: Play a key role in a company at the forefront of data risk management, helping businesses safeguard their data in an increasingly complex digital world.
Growth Opportunity: Join a rapidly growing organization where there is room for learning, development and upward mobility.
Culture: Work in an innovative, inclusive, and collaborative environment, where your contributions are valued, and your professional development is supported.