About The Role

We'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."

You'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.

What You'll Own

Pipeline creation & territory strategy

- Build and execute a territory/account plan: target accounts, stakeholders, sequencing, and multi‐threading strategy.
- Create net‐new pipeline through outbound prospecting, partner motion, events, and customer referrals.
- Maintain disciplined pipeline hygiene and forecasting; operate a repeatable, metrics‐driven cadence.

Insight‐led selling & deal shaping
- Practice 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).
- Run executive discovery to uncover operational bottlenecks and decision friction—and translate it into a crisp target‐state narrative, urgency, and mutual action plan.
- Build internal alignment across CFO/CIO‐led buying committees, including champions, economic buyers, IT/security, and process owners.

Commercial ownership: value case, negotiation & close
- Own the business case, pricing strategy, proposals, negotiation, and contracting.
- Quantify and communicate value (capacity release, cycle time reduction, control/compliance improvements, stack simplification) and tie it to executive priorities and budget.
- Drive the deal to closure with clear next steps, strong deal governance, and accurate forecasting.

Orchestration across presales & delivery




- Partner with Solutions Engineers to run workshops/demos and de‐risk technical concerns (security, integration, rollout).
- Align with Customer Success on implementation readiness, success criteria, and expansion paths.
- Ensure clean handoffs from close to kickoff, maintaining continuity of value narrative and outcomes.

Competitive positioning
- Position BLP against point tools and fragmented stacks (OCR/IDP/workflow/process mining/RPA) with an "end‐to‐end + exceptions‐first" narrative.
- Anticipate and neutralize competitive plays with crisp differentiation and proof.

What We're Looking For

Must‐haves

- 5–10+ years of enterprise B2B SaaS selling experience (or equivalent complex solution sales), with a consistent track record of hitting/exceeding targets.
- Proven ability to run insight‐led enterprise sales cycles: you can respectfully push back, quantify impact, and mobilize buying committees.
- Strong executive presence with CFO/CIO/Head of Shared Services and comfort navigating enterprise procurement.
- Ability to manage complex, multi‐threaded deals: mutual action plans, MEDDICC‐style qualification, forecasting discipline.
- Strong collaboration with presales/SE and post‐sales teams; you sell what can be delivered.

Strong plus
- ERP/SAP exposure (S/4, ECC, Public/Private Cloud) or selling into finance/procurement/shared services transformations.
- Experience selling automation platforms (workflow/RPA/process mining/IDP) and winning against incumbents.
- Experience with integral enterprise rollouts and multi‐country stakeholders.

Language
- Fluent in English and ideally, German (or another major European language depending on territory).

You'll Get
- A product that wins: strong differentiation and real enterprise proof points.
- Uncapped earnings: high, realistic OTEs with uncapped commission.
- Real ownership: employee‐owned company; choose annually to take variable compensation in cash or shares.
- Growth and autonomy: build your path in a rapidly scaling, international company.
- Continuous learning: structured onboarding plus ongoing coaching.
- Exceptional team: ambitious, collaborative colleagues who push each other to excellence.

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