Senior Enterprise Account Executive (Construction) - EMEA

Full Job Description

Position: Senior Enterprise Account Executive - EMEA

Sector: ConTech / Construction Project Delivery

Specialisms: Mission Critical (Data Centers, Pharmaceutical etc)

Location: Remote (UK or Ireland) with travel.

Essential Experience: Complex Enterprise Sales experience - ideally within the Construction space (major project delivery, or enterprise SAAS)

First things first... Why should you want to work for us? Well...

• OTE circa £200,000 - £250,000 DOE with opportunity to earn considerably more
• 25 days annual leave + public holidays + additional Christmas shut down days off
• We are pushing the boundaries and delivering cutting-edge technology that is truly revolutionising the construction industry
• Company stock options mean you'll share in our future success
• You'll be part of an innovative, driven team in an energetic start up culture, aiming to bring XYZ to Unicorn status
• Grow your career alongside an unashamedly ambitious & fast growing company - you grow, we grow; we grow, you grow!
• Travel opportunities are part of the role
• Private healthcare insurance with Vitality

Introduction to XYZ

A groundbreaking & award-winning Construction Technology company; XYZ Reality are the creators of the world’s first and only engineering-grade Augmented Reality solution, purpose-built for the construction industry. Not only have we created this technology, that sits within The Atom – a smart, site-safe hardhat/headset - but we also act as a consultancy on the Data Center and Mission Critical projects that the AR solution is being implemented on to ensure that all schemes are completed according to the delivery timescales set out, and are able to fall within budget.

XYZ has grown to c. 120 staff across the UK, Europe and the US and is working with prestigious, market-leading Data Center organisations to successfully deliver major projects throughout the UK, Ireland, France, Germany, Italy, Denmark, Netherlands, Poland, Spain and the USA. Our mission is to change the construction industry for the better, forever, and are the trailblazers in eliminating rework, and 2D designs, in their entirety.

Senior Account Executive Opportunity

As Senior Account Executive, you will be directly responsible for generating new revenue by solving customer challenges through the XYZ Reality Solution. Coming from the Construction or Mission Critical (data center, pharma, healthcare, nuclear) industry, you'll use your in-depth enterprise sales experience and knowledge to connect with prospects and accounts, identify and uncover their needs, and develop robust sales strategies that demonstrates value and ROI.

Your goal is to gain a clear understanding of the customer's challenges, and help our customers achieve their goals using the XYZ Reality platform. You'll identify key contacts, stakeholders and develop champions, while building long-term partnerships within your accounts. In this role you will have annual and quarterly targets and be part of the revenue team, while reporting to the CRO.

Key Responsibilities

• Develop, long-term and influential business relationships within assigned accounts, communicating at all levels (internally and externally) including C-level to understand their goals and desired business outcomes
• Identify important contacts within assigned accounts, including decision-makers, champions, and influencers
• Be a trusted advisor to your accounts, identifying and communicating business values that link the XYZ solution to your customers biggest pains and issues
• Manage accounts through entire sales process; from business development, prospecting, and specifications through contract negotiations, signing, and post-sales support
• Work with the extended revenue team (marketing, revenue operations, sdr) to develop and implement account plans and sales strategies that create engagement & trust with accounts
• Establish action plans for addressing account challenges and review and share action items to further address issues
• Plan, forecast and implement revenue sales strategies that build pipeline and achieve targets
• Use salesforce.com to update and maintain all account activity and opportunities with an emphasis on next steps

You could be a strong candidate if you have the following:

• Several years in managing and delivering technical complex enterprise sales, carrying a quota/target and managing multiple accounts and opportunities
• Deep experience and knowledge working 6+ figure deals and handling complex deal negotiations
• Excellent communication skills for technical and non-technical audiences
• Believe in solution selling and value selling mindset, including strong sales process, account planning and leveraging internal resources to deliver the best solution to the customer
• Strong consultative sales approach, CRM proficiency, and willingness to travel domestically and internationally when required

Who are we looking for?

• Experience selling in to large-scale Construction businesses, ideally with a focus on Mission Critical projects (data center, pharma, semiconductor, nuclear, oil and gas)
• Optimistic, open to feedback and coaching, enjoys building relationships while on the road
• Experience with selling into the construction industry, cloud / saas sales
• Familiarity with sales processes and selling methodologies
• Tools: Salesforce, MS Teams, Sales Navigator, Apollo, Gong, etc
• Happy and willing to travel regularly for product demos and meetings

Please note that we will be prioritising applications that include quota and attainment figures in their CV - i.e actual generated revenue per year, targeted revenue per year, average deal size etc. If your CV does not currently include these details, we would encourage you to revise it before applying for this role. This is due to the volume of applications - detail is important! Thank you :)