ph3About The Role /h3 pWe're hiring a Strategic Account Executive to win and grow strategic enterprise accounts. You will own the commercial outcome—from pipeline creation to close—by practicing insight‑led selling: reframing the customer's initial problem, quantifying the cost of inaction, and mobilizing buying committees around a compelling "why now." /p pYou'll lead multi‑stakeholder enterprise cycles with CFO/CIO/Shared Services/Procurement leadership, partnering closely with Solutions Engineering, Marketing, and Customer Success to run disciplined deal plans, deliver value‑based proposals, and land enterprise rollouts. /p h3What You'll Own /h3 h3Pipeline creation territory strategy /h3 ul liBuild and execute a territory/account plan: target accounts, stakeholders, sequencing, and multi‑threading strategy. /li liCreate net‑new pipeline through outbound prospecting, partner motion, events, and customer referrals. /li liMaintain disciplined pipeline hygiene and forecasting; operate a repeatable, metrics‑driven cadence. /li /ul h3Insight‑led selling deal shaping /h3 ul liPractice insight selling: challenge the customer's initial framing and introduce a sharper point of view on where value is trapped (exceptions, approvals, master data, controls). /li liRun executive discovery to uncover operational bottlenecks and decision friction—and translate it into a crisp target‑state narrative, urgency, and mutual action plan. /li liBuild internal alignment across CFO/CIO‑led buying committees, including champions, economic buyers, IT/security, and process owners. /li /ul h3Commercial ownership: value case,



negotiation close /h3 ul liOwn the business case, pricing strategy, proposals, negotiation, and contracting. /li liQuantify and communicate value (capacity release, cycle time reduction, control/compliance improvements, stack simplification) and tie it to executive priorities and budget. /li liDrive the deal to closure with clear next steps, strong deal governance, and accurate forecasting. /li /ul h3Orchestration across presales delivery /h3 ul liPartner with Solutions Engineers to run workshops/demos and de‑risk technical concerns (security, integration, rollout). /li liAlign with Customer Success on implementation readiness, success criteria, and expansion paths. /li liEnsure clean handoffs from close to kickoff, maintaining continuity of value narrative and outcomes. /li /ul h3Competitive positioning /h3 ul liPosition BLP against point tools and fragmented stacks (OCR/IDP/workflow/process mining/RPA) with an "end‑to‑end + exceptions‑first" narrative. /li liAnticipate and neutralize competitive plays with crisp differentiation and proof. /li /ul h3What We're Looking For /h3 h3Must‑haves /h3 ul li5–10+ years of enterprise B2B SaaS selling experience (or equivalent complex solution sales), with a consistent track record of hitting/exceeding targets.



/li liProven ability to run insight‑led enterprise sales cycles: you can respectfully push back, quantify impact, and mobilize buying committees. /li liStrong executive presence with CFO/CIO/Head of Shared Services and comfort navigating enterprise procurement. /li liAbility to manage complex, multi‑threaded deals: mutual action plans, MEDDICC‑style qualification, forecasting discipline. /li liStrong collaboration with presales/SE and post‑sales teams; you sell what can be delivered. /li /ul h3Strong plus /h3 ul liERP/SAP exposure (S/4, ECC, Public/Private Cloud) or selling into finance/procurement/shared services transformations. /li liExperience selling automation platforms (workflow/RPA/process mining/IDP) and winning against incumbents. /li liExperience with general enterprise rollouts and multi‑country stakeholders. /li /ul h3Language /h3 ul liFluent in English and ideally, German (or another major European language depending on territory). /li /ul h3You'll Get /h3 ul liA product that wins: strong differentiation and real enterprise proof points. /li liUncapped earnings: high, realistic OTEs with uncapped commission. /li liReal ownership: employee‑owned company; choose annually to take variable compensation in cash or shares. /li liGrowth and autonomy: build your path in a rapidly scaling, international company. /li liContinuous learning: structured onboarding plus ongoing coaching. /li liExceptional team: ambitious, collaborative colleagues who push each other to excellence. /li /ul /p #J-18808-Ljbffr

📌 Strategic Account Executive - Global (Barcelona)
🏢 Blp
📍 Barcelona