Named Account Executive
commercetools
full-time
Posted on:
Location Type: Hybrid
Location: London • United Kingdom
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About the role
- Own the Pipeline & Sales Cycle from prospecting to close: including discovery, business value development & discussions, negotiation, and contract execution. Articulate value and ROI clearly through data-driven storytelling and consultative selling.
- Develop and Execute Strategic Account Plans: Own and execute account plans for assigned named accounts, with a focus on long-term growth and multi-solution adoption. Develop land-and-expand motions that convert initial wins into enterprise-wide standardization across business units and regions.
- Build multi-threaded relationships: Develop and drive relationships across the C-suite, Executive Business Lines and IT to influence enterprise buying committees. Engage C-Level stakeholders on strategic business priorities and how commercetools can help deliver value based outcomes.
- Lead Executive Business Reviews (EBRs): showcasing realized value, adoption metrics, and growth opportunities. Drive commercial expansion through strategic value engineering.
- Political Mapping & Deal Orchestration: Create and maintain detailed organizational maps (e.g., power & influence maps) to track power centers, influencers, and potential blockers. Lead and orchestrate cross-functional pursuit teams (Solutions Engineering, Customer Success, Product, Partners, Legal) to deliver compelling, customized solutions.
- Customer Advocacy & Renewal Leadership: Ensure high customer satisfaction and retention by driving adoption and connecting measurable outcomes to business strategy. Identify risk to renewal or expansion and proactively intervene.
- Forecasting & Execution: Maintain an accurate pipeline through disciplined CRM management and forecast new business revenue with precision. Partner with cloud hyperscalers (AWS, Google Cloud, Azure) and global SI partners to influence large-scale digital modernization deals.
Requirements
- Enterprise SaaS sales experience, with a focus on selling software to large, multi-brand organizations
- Specific experience managing and growing a list of Named Enterprise Accounts (Fortune 1000)
- Demonstrated ability to close multi-six-figure and seven-figure ACV deals
- Deep commercial knowledge of the e-commerce landscape, including competitors and complementary technologies (e.g., CMS, PIM, ERP)
- Proven ability to conduct consultative, business-value-focused sales conversations with C-level business and IT leaders
- Exceptional skills in territory/account planning, opportunity qualification, and rigorous forecasting
- Fluency in a recognized sales methodology (MEDDPICC is strongly preferred)
- A genuine curiosity for using AI tools to work smarter and more effectively, paired with a drive to learn and put them into practice in your role
Benefits
- Comprehensive health benefits for you and your dependents, including access to OpenUp for personalized mental health support
- Learning and development opportunities including an annual learning budget, access to self-paced learning platforms and language training, personalized coaching, mentorship, and leadership programs
- Family Leave Plus gives you additional fully paid weeks of parental leave on top of government-provided leave, so you can spend more time with your new addition
- Our equity participation program allows you to share in our success
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
enterprise SaaS salesconsultative sellingaccount planningopportunity qualificationforecastingclosing multi-six-figure dealsclosing seven-figure dealsdata-driven storytellingstrategic value engineeringpolitical mapping
Soft Skills
relationship buildingcustomer advocacynegotiationcommunicationinfluencingstrategic thinkingproblem-solvingcollaborationcuriosityadaptability
Certifications
MEDDPICC certification