Named account executive in e-commerce

Описание:

Real innovation starts with a strong foundation, and at commercetools, that comes from the perfect balance of our product and our people. As our Senior Named Account Executive, you will be a part of the Sales team as a quota-carrying contributor, primarily focused on developing and closing new business acquisition along with expansion within a small set of high-value, named enterprise accounts.

Задачи:

• Own the Pipeline & Sales Cycle from prospecting to close: including discovery, business value development & discussions, negotiation, and contract execution. Articulate value and ROI clearly through data-driven storytelling and consultative selling.
• Own and execute account plans for assigned named accounts, with a focus on long-term growth and multi-solution adoption.
• Develop land-and-expand motions that convert initial wins into enterprise-wide standardization across business units and regions.
• Develop and drive relationships across the C-suite, Executive Business Lines and IT to influence enterprise buying committees.
• Engage C-Level stakeholders on strategic business priorities and how commercetools can help deliver value-based outcomes.
• Lead Executive Business Reviews (EBRs): showcasing realized value, adoption metrics, and growth opportunities.
• Drive commercial expansion through strategic value engineering.
• Create and maintain detailed organizational maps (e.g., power & influence maps) to track power centers, influencers, and potential blockers.
• Lead and orchestrate cross-functional pursuit teams (Solutions Engineering, Customer Success, Product, Partners, Legal) to deliver compelling, customized solutions.
• Ensure high customer satisfaction and retention by driving adoption and connecting measurable outcomes to business strategy.
• Identify risk to renewal or expansion and proactively intervene.
• Maintain an accurate pipeline through disciplined CRM management and forecast new business revenue with precision.
• Partner with cloud hyperscalers (AWS, Google Cloud, Azure) and global SI partners to influence large-scale digital modernization deals.

Требования:

• Enterprise SaaS sales experience (minimum 7 years), with a focus on selling software to large, multi-brand organizations.
• Specific experience managing and growing a list of Named Enterprise Accounts (Fortune 1000).
• Demonstrated ability to close multi-six-figure and seven-figure ACV deals.
• Deep commercial knowledge of the e-commerce landscape, including competitors and complementary technologies (e.g., CMS, PIM, ERP).
• Proven ability to conduct consultative, business-value-focused sales conversations with C-level business and IT leaders.
• Exceptional skills in territory/account planning, opportunity qualification, and rigorous forecasting.
• A genuine curiosity for using AI tools to work smarter and more effectively, paired with a drive to learn and put them into practice in your role.
• Будет плюсом: Fluency in a recognized sales methodology (MEDDPICC is strongly preferred)

Условия:

This role is hybrid, with three days a week spent in our Berlin office (unless you are on the road meeting clients). Comprehensive health benefits for you and your dependents, including access to OpenUp for personalized mental health support Learning and development opportunities including an annual learning budget, access to self-paced learning platforms and language training, personalized coaching, mentorship, and leadership programs Family Leave Plus gives you additional fully paid weeks of parental leave on top of government-provided leave, so you can spend more time with your new addition Our equity participation program allows you to share in our success