Large Enterprise Account Director

🔥 2 minutes ago

🇬🇧 United Kingdom – Remote

⏰ Full Time

🔴 Lead

🧑‍💼 Account Executive

👻 Ghost score 10%

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Factbird

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2016

🍽️ Food & Beverage

🚘 Automotive

💼 Consulting

Food & Beverage • Automotive • Consulting

Factbird is a manufacturing intelligence company that provides a plug-and-play suite of IIoT hardware and cloud software to give manufacturers real-time production visibility, OEE tracking, scheduling, and analytics. Its platform combines edge devices, PLC and sensor integrations, video analysis, and a Manufacturing AI assistant with connected operations, quality and maintenance workflows, and workforce training tools to reduce downtime, waste, and manual paperwork. Factbird targets industrial customers (food & beverage, pharmaceutical, automotive, packaging, and more) and offers APIs, integrations to ERP/MES/BI systems, onboarding services, and customizable deployments.

📋 Description

• Build an EMEA enterprise territory plan and prioritise named target accounts • Personally generate the majority of pipeline through account research, executive outreach, events, partner routes and referrals • Develop account-specific points of view on operational constraints, urgency, ownership and measurable value • Break into new enterprise logos at senior level with local Sales, Solutions Consulting and Customer Success teams • Lead discovery and expose the cost of inaction to define operational and financial cases for change • Use MEDDPICC to identify economic buyers, decision criteria, processes, competition, champions and commercial risks • Build multithreaded strategies across Operations, IT, Finance, Procurement, Legal and executive leadership • Anticipate and overcome technical, political, financial and organisational blockers • Own commercial strategy for pilots and proof-of-value programmes • Define success measures, maintain executive engagement and turn pilot outcomes into CFO-grade business cases • Lead complex enterprise deals through long sales cycles, procurement and legal negotiation • Develop deal strategies, protect value, track deal health and communicate risks • Establish executive sponsorship, governance, deployment principles and expansion roadmaps • Expand initial site deployments into global programmes across 20, 100 or more sites • Help define Factbird’s EMEA enterprise playbook for hunting, qualification, forecasting and expansion • Report to the VP of Sales and collaborate with the Global Enterprise Pod, Solutions Consulting, Customer Success, Finance, Legal and regional Sales leadership across EMEA and the US

🎯 Requirements

• 7+ years in complex B2B sales, ideally in enterprise SaaS, industrial technology, manufacturing technology or another operationally critical category • Proven new-business track record personally opening, creating and closing new enterprise logos • Experience building and growing an enterprise territory, ideally in EMEA • Experience with £/€500k to £/€1m+ deal complexity, or equivalent 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 • Track record of converting initial deployments or pilots into meaningful multi-site expansion • Strong command of MEDDPICC or an equivalent enterprise qualification discipline • Credibility with COOs, CFOs, CIOs and senior operational leaders • Ability to build business cases based on measurable operational and financial outcomes • Strong commercial judgment 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 • Fluent English • German or another major European language is a strong plus • Hunter mindset, constructive challenge, confidence, coachability and full ownership of territory strategy, execution, risk and outcome

🏖️ Benefits

• Flexible working hours • Competitive salary • Internet reimbursement • Thoughtful, human onboarding • Bi-yearly Individual Development Plan conversations • Company-wide kickoffs and team days • Global, inclusive culture • Equal opportunity employer committed to a respectful and inclusive workplace