matillion - Enterprise Account Executive - International
Requirements
• 5+ years of full-cycle sales experience in a complex technology solution-selling environment. • Proven success in achieving and exceeding $1M+ ARR quotas, sourcing and closing six-figure deals, and managing strategic customers with seven-figure ARR/CAR. • Proven track record of independently sourcing, managing, developing, and onboarding new customers, demonstrating effective pipeline management • Previous Sales Methodology training (e.g. MEDDIC, Force Management, ValueSelling, Winning By Design) • Ability to uncover technical challenges and translate to business value across all levels of the customer organization • Prior experience with large enterprise software contracts, including navigating RFP processes. • Ability to manage multiple opportunities simultaneously across various stages of the sales cycle. • Exceptional negotiation and closing skills with a consistent record of achieving or exceeding sales targets • Experience working both in a start-up environment and enterprise company is strongly preferred. • At Matillion, we are committed to providing compensation in line with market standards based on the role, job family, job level, and country. This role’s estimated annual salaried pay range for this position is £61,625 - £100,000. Because this role is eligible for variable pay in the form of sales commissions, your total annual on-target annual earnings will be between £123,250 - £200,000. The final salary will be based on your relevant skills, experience, and qualifications demonstrated in the hiring process. • At Matillion, we’re here to do something hard - change the way the world works with data, and build a great company along the way. Big, bold goals aren’t for the faint-hearted, and we don’t shy away from them. But we don’t do it alone. No egos, no politics - just great people working together, guided by our six core values; • Confidence without arrogance • Working with integrity • Customer obsessed • Innovate and demand quality • Bias for action • We operate a flexible working culture that promotes work-life balance, with benefits including: • Company Equity • 30 days holiday + bank holidays • 5 days paid volunteering leave • Health insurance • Life Insurance • Access to mental health support
Responsibilities
• We are now looking to add an Enterprise Account Executive to #TeamGreen. This role will be based in the UK but covering our international region, excluding North America. • The Enterprise Account Executives are responsible for identifying and closing new enterprise customers, as well as growing Matillion's footprint with existing customers. The role is focused on driving revenue growth through direct sales and partnership development within a defined territory. Enterprise Account Executive combines strong business acumen with customer relationship skills to increase Matillion’s presence and value across a defined customer base. • ## Direct Sales • Achieve annual targets for new customers and consumption through direct sales to enterprise customers within a defined territory. • Drive pipeline generation through outbound prospecting efforts while also validating inbound leads, converting free trials, and upselling pay-as-you-go customers. • Build and manage ecosystem relationships with CDP, SI, and ISV partners to enhance sales reach and support customer success. • Develop a territory plan and allbound strategy by working with your SDR, marketing and channel partners to maximize new logo acquisition. • Oversee all customer communication from early discovery calls and demos through to POC support and technical support sessions with SE/SA team collaboration. • Address objections and overcome contractual challenges to maximize customer value and satisfaction. Apply MEDDPICC principles to manage opportunities and ensure alignment with customer needs effectively. • Maintain a growth mindset, continuously learning and applying new ideas and techniques. Matillion values a learning culture where successful sellers embrace ongoing development. • ## Partner Relationship Development • Foster strong relationships with technology and consulting partners in an aligned region. • Enable seller-to-seller connections to generate new business opportunities. • Educate partners on the unique value of Matillion, showcasing how it supports their goals and enhances their offerings. • ## Teaming for Success • Build collaborative relationships across Matillion teams, including Product, Marketing, Solution Architecture and SDRs, to ensure coordinated efforts and share insights. • Educate and coach internal sales roles on best practices and customer insights to improve team effectiveness and engagement.
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