Account Executive, Enterprise, EMEA

About the Role

The role is based in London, with the flexibility to work remotely but with the requirement to commute to London as needed. This balance of remote work and in-person collaboration reflects the company's commitment to adapting to the changing needs of its employees and clients. Fullstory's mission to help technology leaders make better, more informed decisions by injecting behavioral data into their analytics stack positions this role at the forefront of digital innovation.

As part of the Fullstory team, you will be working in a fast-paced, dynamic environment where no two days are the same. Your colleagues will include sales engineers, customer success professionals, and other cross-functional teams, all working together to deliver exceptional results for clients.

What You Will Do

• Own an Enterprise territory with responsibility for business development, client engagement, and generating new customer contracts as well as expansion contracts with existing customers.
• Develop and execute long-term plans for acquiring and growing accounts, leveraging a thorough understanding of the Enterprise sales cycle.
• Actively prospect new business opportunities via cold calling, cold emailing, LinkedIn outreach, and utilizing your professional network.
• Manage multiple relationships simultaneously, both internally at Fullstory and externally within an account, to drive new business or expansion.
• Utilize technology to accurately forecast, manage deal stages, and understand pipeline predictability.
• Collaborate effectively with cross-functional teams, such as Sales Engineering and Customer Success, to ensure seamless implementation and ongoing support for clients.
• Conduct value-based, technical demonstrations in partnership with other internal departments to highlight the value of Fullstory's solutions.
• Stay abreast of industry trends and competitor activity, adjusting sales strategies as necessary to stay competitive.
• Continuously seek feedback from clients and internal stakeholders to improve sales strategies and client satisfaction.

What We Are Looking For

• A consistent track record of quota attainment and experience closing large, complex deals, demonstrating the ability to navigate intricate sales cycles.
• Proven ability to source and qualify new business as well as drive expansion within current accounts, showcasing a proactive and strategic approach to account management.
• Experience building relationships within large enterprise/strategic accounts, with a focus on cultivating long-lasting partnerships with key stakeholders.
• Strong collaboration and communication skills, with the ability to run value-based, technical demonstrations in partnership with other departments.
• A curiosity and willingness to leverage AI and other technologies to improve efficiency and streamline daily tasks.
• Experience with sales forecasting and pipeline management tools.
• A deep understanding of the digital marketing landscape and the role of behavioral data in improving customer experiences.
• Ability to work in a fast-paced environment with multiple priorities and deadlines.

Nice to Have

• Experience in the SaaS industry, particularly in a role related to digital marketing or analytics.
• Certification in sales methodologies or technologies relevant to the role.
• Fluency in additional languages, reflecting the global nature of Fullstory's client base.
• Experience with CRM systems and sales enablement tools.

Benefits and Perks

• Competitive base salary and on-target earnings reflecting the importance of this role to Fullstory's growth.
• Opportunities for professional development and career advancement within a rapidly growing company.
• Access to cutting-edge technologies and tools, including AI-driven solutions to enhance sales performance.
• Flexible remote work arrangement with the need for occasional commute to London, promoting work-life balance.
• Comprehensive benefits package, including health insurance, retirement planning, and paid time off.
• Recognition and reward for outstanding performance, aligning with Fullstory's culture of excellence and teamwork.

• Ensure your resume and LinkedIn profile highlight specific examples of closing large deals and managing complex sales cycles.
• Develop a deep understanding of Fullstory's platform and how it addresses the needs of enterprise clients, demonstrating your ability to communicate its value.
• Prepare to discuss your experience with sales forecasting tools and how you leverage technology to streamline your workflow.
• Be ready to provide specific examples of building and maintaining long-term relationships with key stakeholders in previous roles.
• Consider creating a portfolio or case studies that showcase your success in driving business growth through strategic account management and sales strategies.
• Research Fullstory's competitors and be prepared to discuss how you would differentiate Fullstory's solutions in a competitive landscape.