blp

Enterprise Account Executive – AI Scale Up

blp

full-time

Posted on:

Location Type: Hybrid

Location: Germany • Spain

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Tech Stack

RPA

About the role

  • We're hiring an Enterprise Account Executive to win and grow strategic enterprise accounts.
  • You will own the commercial outcome—from pipeline creation to close—by practicing insight-led selling: reframing the customer's initial problem, quantifying the cost of inaction, and mobilizing buying committees around a compelling "why now."
  • You'll lead multi-stakeholder enterprise cycles with CFO/CIO/Shared Services/Procurement leadership, partnering closely with Solutions Engineering, Marketing, and Customer Success to run disciplined deal plans, deliver value-based proposals, and land enterprise rollouts.
  • Build and execute a territory/account plan: target accounts, stakeholders, sequencing, and multi-threading strategy.
  • Create net-new pipeline through outbound prospecting, partner motion, events, and customer referrals.
  • Maintain disciplined pipeline hygiene and forecasting; operate a repeatable, metrics-driven cadence.
  • Practice insight selling: challenge the customer's initial framing and introduce a sharper point of view on where value is trapped (exceptions, approvals, master data, controls).
  • Run executive discovery to uncover operational bottlenecks and decision friction—and translate it into a crisp target-state narrative, urgency, and mutual action plan.
  • Build internal alignment across CFO/CIO-led buying committees, including champions, economic buyers, IT/security, and process owners.
  • Own the business case, pricing strategy, proposals, negotiation, and contracting.
  • Quantify and communicate value (capacity release, cycle time reduction, control/compliance improvements, stack simplification) and tie it to executive priorities and budget.
  • Drive the deal to closure with clear next steps, strong deal governance, and accurate forecasting.
  • Partner with Solutions Engineers to run workshops/demos and de-risk technical concerns (security, integration, rollout).
  • Align with Customer Success on implementation readiness, success criteria, and expansion paths.
  • Ensure clean handoffs from close → kickoff, maintaining continuity of value narrative and outcomes.
  • Position blp against point tools and fragmented stacks (OCR/IDP/workflow/process mining/RPA) with an "end-to-end + exceptions-first" narrative.
  • Anticipate and neutralize competitive plays with crisp differentiation and proof.

Requirements

  • 5–10+ years of enterprise B2B SaaS selling experience (or equivalent complex solution sales), with a consistent track record of hitting/exceeding targets.
  • Proven ability to run insight-led enterprise sales cycles: you can respectfully push back, quantify impact, and mobilize buying committees.
  • Strong executive presence with CFO/CIO/Head of Shared Services and comfort navigating enterprise procurement.
  • Ability to manage complex, multi-threaded deals: mutual action plans, MEDDICC-style qualification, forecasting discipline.
  • Strong collaboration with presales/SE and post-sales teams; you sell what can be delivered.
  • Fluent in English and German (or another major European language depending on territory).
Benefits
  • A product that wins: strong differentiation and real enterprise proof points.
  • Uncapped earnings: high, realistic OTEs with uncapped commission.
  • Real ownership: employee-owned company; choose annually to take variable compensation in cash or shares.
  • Growth and autonomy: build your path in a rapidly scaling, international company.
  • Continuous learning: structured onboarding plus ongoing coaching.
  • Exceptional team: ambitious, collaborative colleagues who push each other to excellence.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
B2B SaaS sellinginsight-led sellingpipeline creationforecastingmulti-threaded dealsMEDDICC qualificationvalue-based proposalsnegotiationcontractingterritory/account planning
Soft Skills
executive presencecollaborationcommunicationproblem-solvingstrategic thinkingleadershipadaptabilityrelationship buildinginfluencenegotiation