Overview
EMEA Acquisition Account Executive
The EMEA Acquisition Account Executive is focused exclusively on new logo acquisition within Accruent's target Win Zone industries across the EMEA region. This role is responsible for driving net-new business growth by identifying engaging and closing new customers.
The ideal candidate is a proactive hunter with strong solution-selling capabilities able to navigate complex multi-country enterprise sales cycles while positioning Accruent as a trusted partner and thought leader in the market.
You will own the sales process end-to-end working closely with Business Development Marketing Solutions Engineering and Customer Success to deliver measurable value to new customers.
Key Responsibilities
1. 1. New Business Development & Prospecting
o Identify research and target net-new prospective customers within assigned EMEA territories and Win Zone industries.
o Develop and execute a structured prospecting strategy using outbound calls emails social selling networking and events.
o Leverage marketing-generated leads inbound enquiries channel partners and industry events to create new opportunities.
o Build and maintain a healthy high-quality pipeline through consistent and disciplined prospecting activity.
2. 2. Solution Selling & Sales Execution
o Conduct discovery calls and meetings to uncover prospect pain points operational challenges and business objectives.
o Deliver tailored sales presentations and product demonstrations aligned to customer needs and industry use cases.
o Position Accruent's SaaS solutions licensed software and professional services to drive measurable business outcomes.
o Manage the full sales cycle from first engagement through contract execution ensuring a high-quality buyer experience.
o Navigate complex multi-stakeholder sales cycles involving procurement technical teams and executive decision-makers.
o Negotiate pricing commercial terms and deal structures in line with company policies and revenue objectives.
3. 3. Sales Forecasting & Pipeline Management
o Maintain accurate up-to-date opportunity data in Salesforce including next steps close plans and forecast categories.
o Provide timely and reliable forecasts to sales leadership.
o Prioritise opportunities based on deal size win probability and strategic alignment.
o Consistently meet or exceed bookings pipeline and revenue targets for new logo acquisition.
4. 4. Industry Market & Competitive Intelligence
o Stay informed on market trends competitor activity and regulatory or industry developments across EMEA.
o Identify differentiation strategies to position Accruent's solutions competitively in each market.
o Act as a market-facing ambassador for Accruent sharing insights and best practices to establish thought leadership.
5. 5. Cross-Functional Collaboration
o Partner closely with Business Development Representatives (BDRs) to maximise pipeline creation and account penetration.
o Work with Solutions Engineers to deliver high-quality demonstrations workshops and proof-of-concepts.
o Collaborate with Marketing to refine messaging campaigns and target account strategies.
o Align with Customer Success and Professional Services teams to ensure a smooth post-sale handover and onboarding.
6. 6. Contracting Closing & Deal Management
o Drive urgency and momentum to progress deals efficiently through the pipeline.
o Work with Legal and Finance to structure compliant scalable contracts.
o Manage procurement processes and approvals to ensure timely deal closure.
o Ensure a successful transition from sales to implementation and customer success teams.
7. 7. Performance Thought Leadership & Continuous Improvement
o Analyse sales cycles and outcomes to continuously improve execution and efficiency.
o Actively develop sales skills industry expertise and competitive knowledge.
o Represent Accruent at conferences trade shows and networking events across EMEA and internationally.
o Provide structured customer and market feedback to inform product strategy and roadmap planning.
Required Skills & Experience
* Around 5+ years of enterprise B2B SaaS sales experience with a strong focus on new logo acquisition.
* Proven success hunting managing and closing complex deals across multiple countries or regions.
* Strong understanding of solution selling SaaS pricing models and deal structuring.
* Exceptional relationship-building skills with senior and executive-level stakeholders.
* Excellent communication presentation and negotiation skills.
* Strong organisational skills with the ability to manage multiple priorities in a fast-paced environment.
* Track record of building a book of business and delivering measurable customer value.
* Fluent in English.
* Willingness to travel across EMEA and occasionally to the USA as required.
Preferred Skills & Experience
* Experience selling into Real Estate Workplace Facilities Management or other asset-intensive industries.
* Proficiency in additional European languages (e.g. German French or Italian) is highly advantageous.
Why You Should Join
* Join a dynamic and collaborative global team making a real impact for asset-intense organizations.
* Take full ownership of your work and contribute to meaningful real-world solutions.
* Grow your career with genuine development opportunities in a high-performance supportive culture.
* Work with market-leading technology and continuously develop your skills.
* Build a long-term successful career in an international environment where you're empowered to thrive.
Required Experience: IC
Key Skills: Business Development, Customer Service, Revenue Growth, ABC Analysis, Account Management, Communication, CRM, Excel, Salesforce, PMP, Customer Relationships, Business Relationships, Sales Goals, Sales Process, CPA
Employment Type : Full-Time
Department / Functional Area: Sales
Experience: years
Vacancy: 1
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