Enterprise Account Executive

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blp

Site WebLinkedInTous les Emplois

51 - 200 employés

Fondée en 2019

📦 Logistique

💼 Conseil

🏭 Fabrication

💰 Non Equity Assistance en 2020-06

Logistics • Consulting • Manufacturing

blp est une entreprise pionnière dans l’automatisation des ERP, spécialisée dans des solutions pilotées par l’IA pour le traitement des factures électroniques (e‑invoices) entrantes et sortantes et la gestion de processus métiers variés, notamment la finance, les achats, la logistique et les ventes. Forte de plus de 30 ans d’expérience dans l’univers des ERP et d’un héritage issu d’institutions de recherche de premier plan, blp exploite une IA native pour améliorer les intégrations ERP, automatiser le traitement documentaire complexe et fournir des solutions complètes de bout en bout à plus de 250 leaders du secteur, afin de rendre leurs opérations plus efficaces et rationalisées.

Description

• Drive revenue growth across mid-market and enterprise accounts by helping organisations automate ERP processes with AI • Own the full sales cycle from prospecting and discovery through negotiation and close • Engage CFOs, CIOs, CPOs, COOs, and other senior decision-makers • Uncover customer challenges, design tailored solutions, and position BLP’s platform as a strategic enabler • Build and execute territory and account plans • Create net-new pipeline through outbound prospecting, partner motions, events, and customer referrals • Maintain pipeline hygiene, forecasting, and a metrics-driven sales cadence • Practice insight-led selling and challenge customer framing • Run executive discovery and create target-state narratives, urgency, and mutual action plans • Build alignment across buying committees, champions, economic buyers, IT/security, and process owners • Own business cases, pricing strategy, proposals, negotiation, and contracting • Quantify and communicate value including capacity release, cycle-time reduction, control/compliance improvements, and stack simplification • Drive deals to closure with clear next steps and deal governance • Partner with Solutions Engineers on workshops and demos and address security, integration, and rollout concerns • Align with Customer Success on implementation readiness, success criteria, and expansion paths • Ensure clean handoffs from close to kickoff • Position BLP against point tools and fragmented ERP automation stacks • Anticipate and neutralize competitive plays through differentiation and proof

🎯 Exigences

• 5–10+ years of enterprise B2B SaaS selling experience or equivalent complex solution sales • Consistent track record of hitting or exceeding targets • Ability to run insight-led enterprise sales cycles • Ability to respectfully challenge customers, quantify impact, and mobilize buying committees • Strong executive presence with CFOs, CIOs, and Heads of Shared Services • Comfort navigating enterprise procurement • Ability to manage complex, multi-threaded deals • Experience with mutual action plans, MEDDICC-style qualification, and forecasting discipline • Strong collaboration with presales/Solutions Engineering and post-sales teams • ERP/SAP exposure, including S/4, ECC, Public Cloud, or Private Cloud, is a strong plus • Experience selling workflow, RPA, process mining, or IDP automation platforms is a strong plus • Experience winning against incumbents is a strong plus • Experience with global enterprise rollouts and multi-country stakeholders is a strong plus • Fluent in English and German, or another major European language depending on territory • Legally authorised to work in the country of employment

🏖️ Avantages

• Uncapped commission • Option to take variable compensation annually in cash or company shares • Growth and autonomy • Structured onboarding • Ongoing coaching • Collaborative international team • Product with strong product-market fit and competitive performance