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Matillion

Posted 4 months ago

Open

Enterprise Account Executive - International

ManchesterOn-siteFull-time

AI Summary

Enterprise Account Executive identifies and closes new enterprise customers and grows footprint with existing accounts in a defined territory across the Benelux region.

About this role

Ready to shape the future of data?

Matillion is the intelligent data integration platform.

We're changing how the world works with data – and we need driven, curious people who think big and move fast.

We built the Data Productivity Cloud to supercharge data productivity, and now we’re shaping the future of data engineering with Maia – our AI-powered virtual data engineers that help teams design, build, and manage data pipelines at unmatched speed.

Join #TeamGreen, where the mission comes first, collaboration drives us forward, and everyone pulls in the same direction to make a dent in the universe bigger than ourselves.

We are now looking to add an Enterprise Account Executive to #TeamGreen. This role will be based in the UK and cover the Benelux region.
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.
What you will be doing;

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.

    • What we are looking for - Essential Skills

  • 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.

    • Skills

    CDPClosingData PlatformEnterprise Software ContractsForce ManagementGo-to-market StrategyISVMEDDICMEDDPICCNegotiationOilPartner Relationship DevelopmentRFP ProcessesSales Pipeline ManagementSIThree-way Collaboration With SDRs/SEs/SAValueSellingWinning By Design

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