Strategic Account Executive, UK & Ireland

Exterro is seeking a motivated and results-driven Strategic Account Executive to join our dynamic SaaS sales team. In this role, you will be responsible for driving revenue growth by identifying new business opportunities, managing the full sales cycle, and maintaining strong relationships with clients and prospects. The Account Executive will be responsible for selling the suite of data risk management solutions that Exterro offers. The ideal candidate will have a proven track record in SaaS sales, excellent communication skills, and the ability to thrive in a fast-paced, innovative environment. 

Roles and Responsibilities:

Sales Development

• Develop and execute a territory strategy for UK and Ireland, with some possible accounts in EMEA as well. 
• Understand and address the specific data governance, privacy and regulatory challenges faced by organizations in the market.
• Tailor messaging and sales strategies to align with regional buying behaviors, procurement processes and business culture. 
• Identify and qualify potential clients through market research, prospecting, and outreach. Grow the install base in assigned territory. 
• Develop and maintain a robust pipeline of qualified leads using CRM tools and sales enablement platforms.
• Create and deliver compelling sales presentations tailored to client needs.
• Leverage a sales methodology to articulate a clear value proposition tied to strategic goals.
• Conduct deep discovery sessions to understand complex business drivers and prioritize key initiatives.
• Dives deeply into discovery, surfaces metrics tied to business outcomes, identifies decision-makers (Economic Buyers) and aligns insights with MEDDPICC or similar criteria.
• Crafts and delivers compelling business cases linked to ROI and business transformation. Clearly differentiates the Exterro solution from competitors.
• Manage complex, multi-million-dollar sales cycles with multiple stakeholders.
• Accurately forecast based on Command of the Sale insights.
• Navigates complex negotiations with multiple stakeholders and secures alignment on key terms.
• Demonstrates mastery of a sales process, mentors peers, and actively refines processes based on insights.

Account Management

• Build trusted, long-term relationships with German-speaking stakeholders, understanding regional nuances in enterprise sales cycles. 
• Represent Exterro at relevant region events, conferences, and industry roundtables. 
• Manage the entire sales cycle, from initial contact to closing deals.
• Build trusted advisor relationships with C-suite executives, key decision-makers and stakeholders within existing and prospective accounts.
• Provide consultative guidance to clients to understand their business challenges and demonstrate how our SaaS solutions can address their needs.

Collaboration & Strategy

• Work closely with marketing, product, and customer success teams to ensure seamless onboarding and implementation for new clients.
• Stay up-to-date on product offerings, market trends, and competitor insights to inform sales strategies.
• Meet or exceed sales targets, contributing to overall team goals and revenue growth.

Customer Success & Retention

• Act as a primary point of contact for clients post-sale to ensure satisfaction and identify upselling or cross-selling opportunities.
• Monitor client health and proactively address potential churn risks by delivering exceptional customer experiences.
• Partner with the CSM team on joint growth for retention and expansion.
• Lead executive briefings and workshops to drive alignment on business challenges.

Qualifications

• 7+ years as a proven experience as a Strategic Account Executive or similar role in SaaS or technology sales.
• Proven track record selling complex SaaS or legal/IT solutions into the enterprise market. 
• Strong understanding of data privacy regulations and compliance requirements in the region. 
• Strong knowledge of SaaS solutions, cloud-based software, and subscription business models.
• Exceptional interpersonal, negotiation, and communication skills.
• Proficiency in CRM tools (e.g., Salesforce, Gong) and sales automation platforms.
• Ability to thrive in a metrics-driven environment with a focus on achieving KPIs and quotas.
• Bachelor’s degree in Business, Marketing, or a related field (preferred).
• Ability to travel as needed (25-50%) to meet with customers, attend events, and foster relationships. 

Key Performance Indicators (KPIs)

• New revenue generation and client acquisition.

• Sales conversion rates and deal close timelines.

• Customer satisfaction and Net Retention Rates (NRR)

• Expansion revenue through upselling and cross-selling initiatives.

Why Exterro?

• Impact: Play a key role in a company at the forefront of data risk management, helping businesses safeguard their data in an increasingly complex digital world.
• Growth Opportunity: Join a rapidly growing organization where there is room for learning, development and upward mobility.
• Culture: Work in an innovative, inclusive, and collaborative environment, where your contributions are valued, and your professional development is supported.

All employees are responsible for understanding and adhering to the organization’s security and privacy policies, procedures, and standards. As part of your role, you are expected to protect the confidentiality, integrity, and availability of information and systems within your scope of responsibility. Additionally, you are required to participate in mandatory security and privacy training and ensure that best practices are applied in all work activities.