Enterprise Account Executive

Join our early GTM team and be a key driver of EMEA expansion. You will own a named account list/territory, generate pipeline, and close complex enterprise deals. This is a full-cycle hunting role with strong cross-functional influence.

You will:

• Own a territory plan: ICP focus (Global 2000), account mapping, and a quarterly plan with clear pipeline and logo targets.
• Create 3–5× pipeline coverage through targeted outbound, exec referrals, events, and hyperscaler co‑sell/marketplaces.
• Run complex, multi-threaded cycles across CFO/Finance, FinOps, Platform/Cloud Engineering, and Security.
• Build quantified business cases (TCO/ROI), champion POCs, and drive enterprise procurement, legal, and security reviews.
• Forecast with rigor: stage hygiene, next steps, and weekly updates with 90%+ commit accuracy.
• Collaborate deeply with founders, product, and marketing; convert customer feedback into roadmap insights.
• Capture lighthouse logos and partner on references, case studies, and expansion playbooks.

Responsibilities (detailed):

• Qualify inbound and outbound leads; convert them into high‑value opportunities.
• Build and maintain executive relationships within the buying committee; map orgs and influence lines.
• Lead discovery to deeply understand cloud cost drivers, waste patterns, and remediation workflows.
• Orchestrate resources across BDRs, product, engineering, and execs for high‑impact customer interactions.
• Champion PointFive’s value prop, pricing/packaging, and competitive differentiation.
• Maintain Salesforce hygiene; drive predictable forecasts and clear risk/next-step narratives.
• Track market movements and competitor activity; feed structured insights back to GTM and product.
• Consistently meet/exceed quarterly bookings and leading KPIs (meetings, pipeline, stage conversion).

Qualifications (must‑have):

• 7–12 years full‑cycle enterprise SaaS closing experience; proven hunter building net‑new logos.
• 3+ years selling to cloud/infra/FinOps/DevOps/Platform personas.
• Consistent 100–150%+ attainment with $100k+ ACV deals and multi‑stakeholder cycles.
• Credible with technical buyers; fluency in AWS/Azure/GCP concepts (finops, tags, RI/SP, K8s cost, unit economics).
• Enterprise process excellence: multi-threading, mutual close plans, MEDDICC (or equivalent), and tight deal mechanics.
• Builder’s mindset: comfortable creating pipeline from scratch (targeting, sequences, events, partners).
• Crisp communication (written & verbal) and high EQ with a bias for action.

Nice to have:

• Hyperscaler marketplace/private offer experience and co‑sell relationships.
• FinOps certification/community involvement.
• Existing relationships with CIO/CFO/VP Platform/Eng in F500/Global 2000.
• Startup experience at Seed–B stages (0→1 and 1→N playbooks).