Large Enterprise Account Director

The opportunity

Hunt and build the territory

• Build your EMEA enterprise territory plan: define target accounts, map the buying landscape and prioritise where to win first, using the insight and references from our existing EMEA customer base.
• Personally generate the majority of your pipeline through account research, executive outreach, events, partner routes and referrals. You will not depend on inbound demand or centrally generated opportunities.
• Develop a point of view on each target account: where operational performance is constrained, why change matters now, who owns the problem and how Factbird can create measurable value.
• Break into new logos at senior level and create momentum where there is no existing relationship, while working closely with our local Sales, Solutions Consulting and Customer Success teams.

Shape the decision

• Lead discovery that goes beyond gathering requirements. Test assumptions, expose the cost of inaction and help customers define the operational and financial case for change.
• Use MEDDPICC as a decision framework, not a reporting exercise. Identify the Economic Buyer, decision criteria, decision process, competition, champions and commercial risks early enough to influence the outcome.

Navigate complexity and resistance

• Build and lead a multithreaded strategy across Operations, IT, Finance, Procurement, Legal and executive leadership.
• Anticipate where a deal could stall, surface difficult issues directly and create credible routes around technical, political, financial and organisational blockers. Know when to build consensus, when to challenge and when to escalate.

Prove enterprise value

• Own the commercial strategy for pilots and proof-of-value programmes, in partnership with Solutions Consulting and Customer Success.
•  Define success measures before deployment, keep executives engaged and make sure the pilot answers the questions needed for an enterprise decision. Turn operational outcomes into a CFO-grade business case with a clear path to scale.

Lead the commercial close

• Own deals with complex buying groups, long sales cycles, procurement processes, legal negotiation and significant commercial value.
• Develop deal strategies that protect value while simplifying the path to signature. Keep a precise view of deal health, separate evidence from optimism and communicate risks without spin.

Turn one site into a global programme

• Treat the first close as the start of the enterprise journey. Establish executive sponsorship, governance, deployment principles and an expansion roadmap from the outset.
• Work across regional and global stakeholders to take one site to 20, 100 or more, embedding Factbird in the customer's operational and financial planning.

Build the EMEA enterprise playbook

• As one of the first dedicated enterprise hires in EMEA, help define how Factbird hunts, qualifies, forecasts and expands with its largest accounts in the region.
• Bring a strong point of view. Challenge internal thinking when the evidence calls for it, invite challenge in return and raise the quality of decisions around you.

Enterprise hunting and deal leadership

• 7+ years in complex B2B sales, ideally in enterprise SaaS, industrial technology, manufacturing technology or another operationally critical category
• A proven new-business track record: evidence of personally opening, creating and closing new enterprise logos, not only managing existing accounts or inherited pipeline
• Experience building and growing an enterprise territory, ideally in EMEA
• Experience with £/€500k to £/€1m+ deal complexity, or an equivalent combination of contract value, stakeholder breadth, deployment risk and commercial sophistication
• Success across sales cycles of 6 to 18 months or longer, involving multiple functions, sites, countries and senior decision-makers
• A track record of converting initial deployments or pilots into meaningful multi-site expansion
• Strong command of MEDDPICC or an equivalent enterprise qualification discipline, shown in how you run deals rather than a training certificate
• Fluent English. German or another major European language is a strong plus
  
  

Strategic and commercial capability

• Credibility with COOs, CFOs, CIOs and senior operational leaders
• Ability to build business cases based on measurable operational and financial outcomes
• Strong commercial judgement across pricing, negotiation, procurement, legal complexity and value protection
• Disciplined forecasting grounded in customer evidence and clear next steps
• Ability to develop a clear account thesis, turn it into action and adapt it as new evidence emerges

How you operate

• You are a hunter at heart. You are energised by opening doors, reaching out to new leads and building your own pipeline.
•  You create momentum. When a deal meets resistance, you diagnose the blocker and find another route rather than waiting for circumstances to change.
•  You are constructively challenging. You do not confuse collaboration with agreement, and you are comfortable testing the thinking of customers, colleagues and leaders.
• You combine confidence with coachability. You bring experience and independent judgement without becoming rigid or defensive.
• You treat your territory as a business within the business, taking full ownership of strategy, execution, risk and outcome.

What success looks like

• Built a clear EMEA territory plan and a focused list of priority target accounts
• Personally created a strong pipeline of qualified new-logo opportunities with senior executive sponsorship
• Opened and progressed pursuits in accounts where Factbird had no previous relationship
• Converted operational value into financially credible business cases
• Progressed pilots with clear success criteria and agreed routes to rollout
• Closed your first enterprise logos in EMEA and built expansion plans to take them from one site to a global standard
• Helped shape the EMEA enterprise playbook for account planning, qualification, forecasting and deal strategy

Who you will work with