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Large Enterprise Account Director - EMEA
Contract type
Ongoing
Work mode
Remote · EMEA
Experience
Senior · 7+ years
Job description
A Large Enterprise Account Director role focused on hunting and closing new enterprise logos across EMEA for Factbird's manufacturing intelligence platform. The hire will build an EMEA enterprise territory, lead complex multi-site deals, and help shape the regional enterprise playbook.
At a glance
- Work mode
- Remote · EMEA
- Languages
- English – fluent, German
What you'll do
- Build an EMEA enterprise territory plan: define target accounts, map the buying landscape and prioritise where to win first, using insight and references from the existing EMEA customer base
- Personally generate the majority of pipeline through account research, executive outreach, events, partner routes and referrals
- Develop a point of view on each target account: where operational performance is constrained, why change matters now, who owns the problem and how Factbird can create measurable value
- Break into new logos at senior level and create momentum where there is no existing relationship, working closely with local Sales, Solutions Consulting and Customer Success teams
- Lead discovery that goes beyond gathering requirements; test assumptions, expose the cost of inaction and help customers define the operational and financial case for change
- Use MEDDPICC as a decision framework; identify the Economic Buyer, decision criteria, decision process, competition, champions and commercial risks early
- Build and lead a multithreaded strategy across Operations, IT, Finance, Procurement, Legal and executive leadership
- Anticipate where a deal could stall, surface difficult issues directly and create credible routes around technical, political, financial and organisational blockers
- Own the commercial strategy for pilots and proof-of-value programmes in partnership with Solutions Consulting and Customer Success
- Define success measures before deployment, keep executives engaged and turn operational outcomes into a CFO-grade business case with a clear path to scale
- Own deals with complex buying groups, long sales cycles, procurement processes, legal negotiation and significant commercial value
- Develop deal strategies that protect value while simplifying the path to signature; keep a precise view of deal health and communicate risks without spin
- Establish executive sponsorship, governance, deployment principles and an expansion roadmap from the outset of the first close
- Work across regional and global stakeholders to take one site to 20, 100 or more, embedding Factbird in the customer's operational and financial planning
- Help define how Factbird hunts, qualifies, forecasts and expands with its largest accounts in EMEA
- Challenge internal thinking when the evidence calls for it and raise the quality of decisions around you
What we're looking for
- 7+ years in complex B2B sales, ideally in enterprise SaaS, industrial technology, manufacturing technology or another operationally critical category
- A proven new-business track record: evidence of personally opening, creating and closing new enterprise logos, not only managing existing accounts or inherited pipeline
- Experience building and growing an enterprise territory, ideally in EMEA
- Experience with £/€500k to £/€1m+ deal complexity, or an equivalent combination of 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
- A track record of converting initial deployments or pilots into meaningful multi-site expansion
- Strong command of MEDDPICC or an equivalent enterprise qualification discipline, shown in how deals are run rather than a training certificate
- Fluent English
- Credibility with COOs, CFOs, CIOs and senior operational leaders
- Ability to build business cases based on measurable operational and financial outcomes
- Strong commercial judgement 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
- A hunter at heart, energised by opening doors, reaching out to new leads and building own pipeline
- Creates momentum: diagnoses blockers and finds another route rather than waiting for circumstances to change
- Constructively challenging: comfortable testing the thinking of customers, colleagues and leaders
- Combines confidence with coachability: brings experience and independent judgement without becoming rigid or defensive
- Treats the territory as a business within the business, taking full ownership of strategy, execution, risk and outcome
Nice to have
- German or another major European language is a strong plus
Your team
Global Enterprise Pod
The commercial lead works within a Global Enterprise Pod alongside Solutions Consulting, Customer Success, Finance, Legal and regional Sales leadership across EMEA and the US, reporting to the VP of Sales.
Benefits
- Flexible working hours
- Competitive salary that reflects skills, experience and impact
- Internet reimbursement
- Thoughtful, human onboarding
- A career path that grows with you through bi-yearly Individual Development Plan conversations
- Company-wide kickoffs & team days
- A global, inclusive culture
Apply
About Factbird
Real-time operational intelligence for manufacturing teams
Factbird gives manufacturing teams real-time operational intelligence without the complexity of traditional industrial systems. Its plug-and-play hardware and cloud platform turn live production data into decisions that improve performance across lines, sites and global manufacturing networks. Factbird has around 300 customers across EMEA and established Sales, Solutions Consulting and Customer Success teams in its key markets.
Key facts
- Manufacturing intelligence / industrial technology
- Around 300 customers across EMEA
- Established Sales, Solutions Consulting and Customer Success teams in key EMEA markets
- Building a dedicated enterprise capability on top of its EMEA foundation
- Plug-and-play hardware and cloud platform for production monitoring
What they value
- People are at the heart of everything we build
- Great products come from empowered teams