vinci - Account Executive – EMEA
Requirements
• 7+ years of experience in Enterprise software sales as a major account manager, specifically selling into the semiconductor or electronics industry. • Proven track record of meeting or exceeding $2M+ annual quotas and closing complex, six-to-seven-figure deals. • Deep understanding of the semiconductor ecosystem, including EDA tools, fabless vs. IDM models, and the current challenges in advanced packaging (2.5D/3D IC). • Executive Presence: Exceptional ability to communicate vision and value to VP and C-level executives. • Technical Literacy: Ability to hold meaningful conversations about Vinci’s approach to physics simulations and how Vinci impacts design, validation, and manufacturing workflows, without needing an SE in every meeting. • Existing network within major semiconductor, electronics, or engineering organizations across EMEA. • Experience selling through and/or managing a partner network, including resellers, service partners, distributors, or other channel partners. • Background in Mechanical or Electrical Engineering. • AE/Sales experience at a major EDA firm (e.g., Cadence, Synopsys, Ansys) or a high-growth "AI for Engineering" startup. • Hunter with existing "rolodex" of senior leadership contacts at major semiconductor firms across EMEA. • Experience navigating "Land and Expand" strategies within highly siloed engineering organizations. • Experience building and leveraging a partner ecosystem to expand market reach and accelerate enterprise sales. • Evangelical and Challenger selling. Educate and show a new approach with MEDDIC/MEDDPICC/Force Management foundation.
Responsibilities
• Strategic Account Mapping: Build and maintain deep relationships within a focused set of strategic EMEA accounts, identifying the specific business units where Vinci’s physics intelligence platform can deliver maximum ROI. This role is responsible for both “land” and “expand” sales activities within each account. • New Logo Development: Identify and develop new strategic accounts across EMEA, creating demand and establishing relationships across technical, business, and executive stakeholders, both directly and selling with partners. • Partner Ecosystem Development: Build and manage relationships with resellers, service partners, and other strategic channel partners across EMEA. Identify opportunities to leverage partners for market access, customer introductions, technical services, deployment support, and account expansion. • Full Sales Lifecycle Management: Lead the end-to-end sales process, from initial discovery and value proposition alignment to complex contract negotiations and closing multi-million dollar deals. • Cross-Functional Leadership: Partner closely with the Forward Deployment Sales team to ensure Test cases and Pilot Deployments are aligned with the customer’s business goals, technical requirements, and our platform capabilities. • Revenue Forecasting: Maintain an accurate and rigorous 4X pipeline, providing leadership with clear visibility into account health, opportunity progression, and expansion opportunities. • Market Intelligence: Act as a feedback loop for our Product team, distilling customer challenges, regional market dynamics, partner feedback, and competitive landscape insights into actionable product requirements.
Benefits
• Be part of a team defining the future of AI in hardware design. • Own the commercial strategy for the world’s most influential semiconductor companies. • Work at the intersection of advanced AI, real-world engineering, and customer success. • Collaborate with world-class engineers and researchers in a fast-moving startup environment.
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