Point Five

Enterprise Account Executive (EMEA)

Point Five

full-time

Posted on:

Origin:  • 🇺🇸 United States

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Job Level

SeniorLead

Tech Stack

AWSAzureCloudGoogle Cloud PlatformKubernetes

About the role

  • The Role As a key player on our early GTM team, you'll accelerate PointFive’s EMEA expansion by owning a named account list/territory, generating pipeline, and closing complex enterprise deals.
  • Develop and execute a territory plan focused on Global 2000 accounts—ICP identification, account mapping, and quarterly pipeline and logo targets.
  • Build 3–5× pipeline coverage via targeted outbound, executive referrals, events, and hyperscaler co‑sell and marketplace channels.
  • Lead multi‑threaded, complex sales cycles involving CFO/Finance, FinOps, Platform/Cloud Engineering, and Security stakeholders.
  • Build data‑driven business cases (TCO/ROI), champion POCs, and manage enterprise procurement, legal, and security processes.
  • Forecast with precision—uphold stage hygiene, define next steps, and deliver weekly updates with 90 %+ commit accuracy .
  • Collaborate closely with founders, product, and marketing—capturing customer feedback and converting it into valuable roadmap insights.
  • Drive the capture of lighthouse logos , and partner to create references, case studies, and expansion playbooks.
  • Qualify inbound and outbound leads to convert them into high-value enterprise opportunities.
  • Build and sustain executive-level relationships—mapping organizations and aligning with buying committees.
  • Conduct deep discovery to uncover cloud cost drivers, waste patterns, and remediation workflows.
  • Coordinate across BDRs, product, engineering, and leadership for high-impact customer engagements.
  • Articulate PointFive’s value proposition, pricing packages, and competitive differentiation.
  • Maintain Salesforce discipline—deliver predictable forecasts and clarity on risk and next steps.
  • Track and surface competitor and market intelligence, feeding structured insights back into GTM and product.
  • Consistently meet or surpass quarterly bookings and KPI targets across meetings, pipeline, and stage conversion.

Requirements

  • 7+ years of full-cycle Enterprise SaaS closing experience—proven hunter of net-new logos.
  • 3+ years selling into cloud/infra, FinOps, DevOps, Platform, or Engineering personas.
  • Demonstrated performance at 100–150%+ attainment, managing $100K+ ACV deals with multi-stakeholder sales cycles.
  • Credible with technical buyers—conversant in AWS/Azure/GCP concepts such as FinOps, RI/SP, tagging, Kubernetes cost, and unit economics.
  • Mastery of enterprise sales processes—multi-threading, mutual close plans, MEDDICC (or equivalent), and attention to deal mechanics.
  • A builder’s mindset—comfortable generating pipeline from scratch using targeting, outreach sequences, events, or partnerships.
  • Crisp written and verbal communication; high emotional intelligence; bias for action.
  • Good-to-Have Experience with hyperscaler marketplaces and private offers, including co-sell relationships.
  • FinOps certifications or active participation in the FinOps community.
  • Established relationships with CIOs, CFOs, or VP-level Platform/Engineering executives at F500 or Global 2000 companies.
  • Startup experience in Seed to Series B environments—comfortable operating in “0→1” and “1→N” GTM stages.