Job Description
We are working exclusively with our client to find an Enterprise Account Executive.
About:
Our client is an AI SaaS platform helping steel producers and manufacturers to increase their margins by helping them understand how the same output of steel can be produced with varying raw materials that are subject to highly volatile price changes.
70% of steel production is spent on raw material, with an industry already operating on razor thin margins, understanding the difference for steel allows procurement to be more cost effective. This is the opportunity to drive efficiencies in one of the most important industries in the world.
Following substantial growth through Founder led sales and the Head of Commercial, it is now time to expand the team with an Enterprise Account Executive.
Key Highlights:
* Very clearly defined ICP (any steel producer with an electric arc furnace) and clear value proposition which can be proven to reduce costs for customers by 3% - 5% of raw material purchasing - this is in the millions!
* Global TAM and sold on a “per-plant” basis - already identified 80 potential target plants in the US with some of their partner sites already using the solution. Selling across the globe including the US, Germany, Switzerland and France.
* Product went live 16 months ago, achieving £1m ARR (going to hit £2m ARR by EoY) with a team of 10 - enterprise level contracts from £350k - £500k ARR. Currently working with 3 steel plants across 3 large groups - lot’s of market to go after!
* Clear lead generation channel - the team will go to an event and bring back 20 leads of which 8-10 will enter the pre-sales process and 3-5 will close.
* Have previously gone through 2 rounds of funding and are approaching being cash flow positive.
* Working closely with the Founder and the Head of Commercial to build a revenue function for long term growth where you will earn promotions along the way.
* Wider team of engineers who will act as your pre-sales team to ensure client success.
* £90k - £100k base x 2 OTE, stock options, working in a lean team of A-players and wider benefits to be discussed.
The Role:
* Closing 6 figures deals with melt-shop managers and procurement managers (champions) in large enterprise steel manufacturers globally.
* Prospecting activities to build the pipeline through outbound activities including market research, mapping, phone calls, LinkedIn emails and events. A hugely successful channel is events and there is an expectation to travel internationally.
* Running the full sales process from discovery to demo to close using a known sales framework such as MEDDICC or Challenger. This will include in-person sessions to meet clients.
* Working consultatively with prospective customers to understand their current steel production process and coordinating internal teams to showcase how a complex data solution can reduce costs.
* Consistently hitting and achieving targets set by the senior management team.
* Close working with the wider commercial and senior team to contribute insights that will eventually lead to the creation of a robust GTM function.
* Keeping records in the CRM up to date and accurate - reporting is important to the client so they can get the insight required to further develop the sales function. This will also help with accurate forecasting and developing an understanding of where new resources should be deployed.
Requirements:
* At least 4 years experience selling complex solutions to senior stakeholders with a 6 figure ACV. Bonus if you have experience in data, supply chain or manufacturing proven by either education or experience.
* Willingness to travel internationally - a lot of interest is generated through events and deals are closed by meeting clients' on-site and seeing their production facilities.
* Self-starter and proven track record in an early stage start-up. You will need to lead deals from the front and bring in the relevant internal teams where necessary.
* Good written and verbal communication is essential, you will be liaising with top executives.
* Are professionally trained in known sales frameworks such as MEDDICC or Challenger.
* Based within a commutable distance to London centre - this team work best when they are in the office together 5 days per week.
* Excited by a fast-paced and dynamic startup environment.
Benefits:
* £90k - £100k base x 2 OTE.
* Stock options.
* Progression.
* Other benefits to be discussed.