Senior Enterprise Account Executive

November 14

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Urbantz

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Transport • eCommerce • SaaS

Urbantz is a comprehensive transport management platform designed to optimize delivery operations at scale. It offers dynamic route planning, delivery management, and multi-carrier management to enhance the efficiency of last-mile delivery. Urbantz provides real-time delivery slots, insights, and proof of delivery features to improve recipient experiences and reduce failed deliveries. The platform supports various use cases including express deliveries, grocery and food transport, big and bulky items, and click and collect options. Urbantz aims to create sustainable delivery experiences with configurable workflows that integrate seamlessly with existing eCommerce platforms and systems.

51 - 200 employees

🚗 Transport

🛍️ eCommerce

☁️ SaaS

💰 Series A on 2020-03

📋 Description

• Expand and manage our consultative value selling processes in the French enterprise sector. • Conduct comprehensive needs assessments and present tailored last-mile delivery solutions (including initial sales demonstrations) to prospective and existing clients. • Manage the entire sales cycle from outreach and qualification to negotiation and closing of complex, multi-stakeholder enterprise deals. • Design and execute go-to-market strategies to drive effective market penetration and achieve corporate objectives within the assigned territory. • Map, analyze, and plan territory coverage to identify account expansion opportunities; develop localized action plans prioritizing key segments. • Define, maintain, and apply criteria for Ideal Customer Profile (ICP) and account segmentation to optimize resource allocation and maximize commercial impact. • Lead outbound pipeline generation campaigns in coordination with marketing, ensuring the consistent entry of highly qualified opportunities. • Develop and execute strategic account plans for targeted penetration in key accounts, articulating differentiated value propositions to C-level and operational stakeholders. • Establish systematic account mapping to identify decision-makers, influencers, and internal champions within target organizations. • Collaborate cross-functionally with product, marketing, legal, and finance teams for proposal development, RFP responses, and contract negotiations. • Drive the post-sales handover processes with customer success and implementation teams to ensure seamless onboarding and retention. • Monitor market trends, competitor activity, and regulatory changes to continuously adapt segmentation and go-to-market tactics. • Build and maintain long-term, trusted relationships with enterprise-level clients. • Report on territory objectives, performance, sales metrics, and pipeline evolution to ensure accurate forecasting and continuous improvement. • Represent the company at industry events, webinars, and workshops to strengthen brand visibility and generate high-value leads. • Mentor and support junior sales team members, sharing best practices in enterprise deal management and consultative selling.

🎯 Requirements

• Minimum of 10 years’ experience in B2B SaaS sales, with a strong focus on enterprise deals involving contracts from €300K up to and exceeding €1.5M ARR. • Native-level or excellent proficiency in French and fluent in English (additional languages are a plus). • Proven expertise in managing complex sales cycles and enterprise negotiations, ideally within a SaaS environment. • Deep understanding of enterprise business challenges and market dynamics specific to France. • Demonstrated ability to engage, influence, and build trusted relationships with C-level executives and lead high-stakes strategic deals. • Solid knowledge of the logistics, transport, or distribution sectors strongly preferred. • Highly motivated and committed, with a drive to contribute to an ambitious, high-growth SaaS scale-up. • A track record in consultative, value-driven technology sales environments. • Familiarity and hands-on use of leading sales methodologies (e.g., MEDDIC, MEDDPICC, SPIN Selling, Sandler). • Outstanding communication, presentation, and networking skills. • “Rainmaker” mentality—results-oriented, self-starter, and consistently exceeds targets. • Entrepreneurial mindset with high energy, resilience, and adaptability in fast-changing environments. • Willingness to travel up to approximately 50% of the time, depending on business needs and peak periods.

🏖️ Benefits

• Work where you choose: fancy offices in the center of Brussels, your spare bedroom, a cabin in the woods… you decide. • Join a high performing team. We have built a state-of-the-art, innovative, and professional “sales machine”. • Autonomy to define and navigate your own path to success. • A competitive salary, the right tools, and a range of fringe benefits. • An incredibly diverse international team and a company culture that encourages freedom, creativity, and collaboration. • Opportunities to grow your expertise through training, workshops, etc. • Quarterly team onsite meetups in Brussels and an annual offsite somewhere sunny.