Strategic Account Executive

Role Overview

• 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.