ВеликобританияStrategic Account Executive, EMEA (100% hunting role)
1 нед. назад
ВеликобританияRemote
Enterprise Account Executive role focused on new-logo acquisition and growth in EMEA for a software supply chain security company.
О компании
- is the software supply chain security company. is accelerating the future of agentic software development. As developers and AI agents build faster than ever, enterprises need a new level of control, visibility, and confidence at the moment software is assembled. Our Nexus One platform helps development, security, and platform teams govern the components, dependencies, models, and artifacts that power modern applications without slowing innovation down. We are uniquely positioned to lead this next era. operates both Maven Central, one of the world’s largest public open source registries, and Nexus Repository, a top-ranked enterprise repository used by thousands of organizations and over 70% of the Fortune 100. With over 1 trillion downloads annually across our ecosystem, we have unmatched visibility into how software is published, consumed, and propagated. That insight helps our customers make smarter decisions earlier, reduce rework, avoid security surprises, and ship AI-powered software with greater speed and confidence. We are seeking an exceptional Enterprise Account Executive to accelerate 's growth across one of the most commercially significant and competitive enterprise technology markets. This is a pure new-logo acquisition role for an accomplished enterprise hunter who thrives on creating opportunities, displacing established competitors and winning complex, high-value enterprise business. As artificial intelligence transforms how
Другое
- Develop and execute a comprehensive enterprise territory strategy across prospect accounts.
- Take full accountability for new-logo acquisition, building and converting a sustainable pipeline of high-value enterprise opportunities.
- Identify and prioritise strategic prospects based on enterprise size, software development complexity, security maturity, competitive landscape and commercial potential.
- Build sophisticated account plans identifying organisational structures, executive stakeholders, buying committees, incumbent technology providers and potential entry points.
- Generate significant self-sourced pipeline through proactive outbound prospecting, executive engagement, targeted account-based campaigns and strategic networking.
- Establish relationships with CIOs, CTOs, CISOs, VP Engineering, DevSecOps, Platform Engineering and Application Security leadership.
- Engage enterprise prospects before formal buying processes begin, helping customers recognise challenges and opportunities they may not yet be actively addressing.
- Collaborate with Marketing, Sales Engineering, Channel and executive leadership to develop coordinated account acquisition strategies.
- Identify opportunities to position 's broader software supply chain platform through compelling customer-specific business cases.
- Maintain strong commercial discipline around pipeline coverage, opportunity qualification, deal progression and forecasting.
- Identify enterprise accounts using competing or incumbent software supply chain, repository management and application security technologies.
- Develop account-specific competitive displacement strategies based on customer challenges, technical requirements and business outcomes.
- Demonstrate a strong understanding of the competitive landscape, including organisations such as JFrog, Snyk, Black Duck, Mend, GitHub, GitLab, Checkmarx and Veracode.
- Understand where 's intelligence, security capabilities, platform breadth and preventative approach provide meaningful customer differentiation.
- Lead sophisticated enterprise sales cycles involving multiple stakeholders, technical evaluations, proofs of value, procurement and executive decision-making.
- Develop strong economic buyer relationships and build compelling financial, operational and security business cases.
- Apply structured enterprise sales methodologies such as MEDDPICC to establish clear qualification, decision criteria, competitive positioning and mutual action plans.
- Navigate complex negotiations and commercial discussions while maintaining strong customer relationships.
- Build internal and external champions capable of influencing enterprise purchasing decisions.
- Demonstrate the judgement to qualify out opportunities where genuine customer value or a viable purchasing path cannot be established.
- Understand the commercial and technical challenges associated with open source software, software composition analysis, DevSecOps and application security.
- Engage confidently with technical and executive buyers around software supply chain risk, developer productivity, governance and security.
- Position 's platform capabilities across Nexus Repository, Firewall, Lifecycle and related solutions.
- Understand how software supply chain intelligence can help organisations identify vulnerable components, prevent malicious packages entering development and make better risk decisions.
- Translate technical capabilities into measurable business outcomes rather than relying on feature-led selling.
- Recognise opportunities to position as a strategic enterprise platform rather than a standalone point solution.
- Stay informed about emerging technology, AI-assisted development, competitive market movements and evolving enterprise security requirements.
- Build productive relationships with regional channel partners, systems integrators and enterprise solution providers.
- Identify partner-sourced and partner-influenced opportunities that support new-logo acquisition.
- Collaborate with Sales Engineering to develop effective technical validation strategies and proofs of value.
- Partner with Marketing on account-based campaigns, executive engagement and targeted enterprise outreach.
- Engage executive sponsors where appropriate to support strategic opportunities.
- Coordinate internal resources effectively while retaining clear ownership of the commercial outcome.
- Share competitive intelligence, customer insights and market feedback to improve 's broader enterprise go-to-market execution.
- Deliver against an annual new-business quota.
- Consistently originate and close new enterprise customer opportunities.
- Build a sustainable, self-generated enterprise pipeline.
- Win strategically important competitive displacement opportunities.
- Establish relationships with senior technology and security decision-makers across priority accounts.
- Increase 's presence within major enterprise organisations.
- Demonstrate strong enterprise deal qualification, commercial judgement and forecast accuracy.
- Build effective relationships with Sales Engineering, Marketing and Channel partners.
- Create repeatable territory development and enterprise acquisition practices that support long-term growth.
- Demonstrated success carrying and achieving substantial enterprise new-business quotas, ideally around $2 million annually or at a comparable level of commercial complexity.
- A track record of consistent quota attainment and strong new-logo acquisition.
- Evidence of personally originating, developing and closing complex enterprise opportunities.
- Ability to quantify pipeline creation, average contract values, competitive wins and revenue performance.
- A history of operating among the strongest performers within your sales organisation.
- President's Club, Pinnacle Club or equivalent recognition is particularly attractive.
- Evidence of sustained performance across multiple sales periods, rather than reliance on one exceptional transaction or favourable territory.
- Proven experience winning business against established technology providers.
- Ability to develop differentiated competitive strategies and challenge incumbent solutions.
- Strong negotiation, executive engagement and commercial deal leadership skills.
- Experience developing a geographic or named-account territory through proactive outbound activity.
- Strong account prioritisation, stakeholder mapping and territory planning.
- Ability to generate your own pipeline rather than relying predominantly on inbound demand.
- Strong familiarity with cybersecurity, DevSecOps, application security, developer tooling, cloud infrastructure or adjacent enterprise technology.
- Confidence engaging technical and executive stakeholders in complex buying environments.
- Ability to translate sophisticated technical capabilities into clear commercial value.
- Experience applying structured enterprise qualification methodologies such as MEDDPICC.