Senior Account Executive - AI Scale Up - Germany

About The Role

We’re looking for a driven, curious, and impact‑focused Account Executive to join our growing team. You’ll play a key role in driving revenue growth across mid‑market and enterprise accounts by helping organisations automate their ERP processes with AI. At BLP, you’ll take full ownership of the sales cycle – from prospecting and discovery to negotiation and close – and directly shape how the next generation of companies operates.

You’ll engage with senior decision‑makers (CFOs, CIOs, CPOs, COOs) to uncover challenges, design tailored solutions, and position BLP’s platform as a strategic enabler of efficiency and insight. You’ll work closely with marketing, product, and customer success to deliver exceptional value throughout the customer journey.

What You’ll Own

Pipeline Creation & Territory Strategy

• Build and execute a territory/account plan: target accounts, stakeholders, sequencing, and multi‑threading strategy.
• Create net‑new pipeline through outbound prospecting, partner motion, events, and customer referrals.
• Maintain disciplined pipeline hygiene and forecasting; operate a repeatable, metrics‑driven cadence.

Insight‑Led Selling & Deal Shaping

• Practice insight selling: challenge the customer’s initial framing and introduce a sharper point of view on where value is trapped (exceptions, approvals, master data, controls).
• Run executive discovery to uncover operational bottlenecks and decision friction—and translate it into a crisp target‑state narrative, urgency, and mutual action plan.
• Build internal alignment across CFO/CIO‑led buying committees, including champions, economic buyers, IT/security, and process owners.

Commercial Ownership: Value Case, Negotiation & Close

• Own the business case, pricing strategy, proposals, negotiation, and contracting.
• Quantify and communicate value (capacity release, cycle‑time reduction, control/compliance improvements, stack simplification) and tie it to executive priorities and budget.
• Drive the deal to closure with clear next steps, strong deal governance, and accurate forecasting.

Orchestration Across Presales & Delivery

• Partner with Solutions Engineers to run workshops/demos and de‑risk technical concerns (security, integration, rollout).
• Align with Customer Success on implementation readiness, success criteria, and expansion paths.
• Ensure clean handoffs from close to kickoff, maintaining continuity of value narrative and outcomes.

Competitive Positioning

• Position BLP against point tools and fragmented stacks (OCR/IDP/workflow/process mining/RPA) with an “end‑to‑end + exceptions‑first” narrative.
• Anticipate and neutralize competitive plays with crisp differentiation and proof.

What We’re Looking For

Must‑Haves

• 5–10+ years of enterprise B2B SaaS selling experience (or equivalent complex solution sales), with a consistent track record of hitting/exceeding targets.
• Proven ability to run insight‑led enterprise sales cycles: you can respectfully push back, quantify impact, and mobilize buying committees.
• Strong executive presence with CFO/CIO/Head of Shared Services and comfort navigating enterprise procurement.
• Ability to manage complex, multi‑threaded deals: mutual action plans, MEDDICC‑style qualification, forecasting discipline.
• Strong collaboration with presales/SE and post‑sales teams; you sell what can be delivered.

Strong Plus

• ERP/SAP exposure (S/4, ECC, Public/Private Cloud) or selling into finance/procurement/shared services transformations.
• Experience selling automation platforms (workflow/RPA/process mining/IDP) and winning against incumbents.
• Experience with global enterprise rollouts and multi‑country stakeholders.

Language

• Fluent in English and German (or another major European language depending on territory).

You’ll Get

• A product that wins. BLP’s solution consistently outperforms competitors – your job is to open more doors.
• Uncapped earnings. High, realistic OTEs with uncapped commission.
• Real ownership. Choose annually to take your variable compensation in cash or company shares.
• Growth and autonomy. Build your own success path in a rapidly scaling, internationally expanding company.
• Continuous learning. Structured onboarding and ongoing coaching to help you excel.
• Exceptional team. Join a group of ambitious, collaborative colleagues who push each other to achieve excellence.