GTM Search is recruiting an Enterprise AE for our well-funded, profitable, pre-IPO SaaS business client that operates in the travel spend & expense management space.
This role will be the first boots on the ground to work alongside the VP Sales and we’re specifically looking for candidates that have experience in the space having sold to Finance/Procurement/Travel leaders across the global Top 1000 enterprise businesses.
Our client is a market leader in data fusion, analysis, prediction and automation of critical decision making for businesses. Using integrative AI technology, companies can make tactical decisions to improve their strategies, policies, and forecasts.
A principal use of their solution is to measure, forecast and execute policies surrounding ‘Employee Generated Spend’ (EGS) allowing large global corporations and organisations to make decisions around spend management, supplier management, sustainability and governance for activity that has historically been opaque and impossible to effectively manage.
Our Culture
We take pride in creating a work environment that promotes invention, independence and transparency. Our social and 'open door' approach allows everyone to show initiative, express creativity and collaborate across the business. Our team consists of valuable and knowledgeable industry experts who seek to push the boundaries of technology, data analytics and AI.
We are looking for people with ideas and solutions that they can execute to improve the way we do things, and to help our clients improve their business.
As an Enterprise AE, you will play a critical role in driving our enterprise sales efforts. You will be responsible for identifying and cultivating relationships with key decision-makers within large global organisations who typically have tens or hundreds of thousands of employees.
Your goal will be to understand their business needs, present our solutions, and ultimately close deals that drive revenue and growth.
We are seeking a problem-solver, who is comfortable working in a scale-up environment, with excellent questioning and listening skills aligned with strong knowledge of how to sell to Global Top 1000 enterprise businesses.
Prospecting and Lead Generation
· Identify and target prospective enterprise-level clients.
· Generate and qualify leads through research, outreach, networking, and other methods.
· Build and maintain a robust pipeline of potential clients.
Consultative Selling
· Understand the unique challenges and objectives of each enterprise client by conducting in-depth needs analysis to tailor solutions precisely match client requirements.
· Present our service offerings in a compelling and consultative manner.
· Stay up-to-date with industry trends and competitors' offerings using market knowledge to position us as a leader in the industry.
· Experience with recognised Enterprise Sales methodologies and an ACV >£100k, is beneficial.
· Experience selling to Travel Managers, Procurement, or Expense/Finance leaders is a strong plus.
Development and Nurture
· Develop and nurture long-term relationships with key stakeholders and decision-makers.
· Act as a valued advisor to clients, providing guidance and insights.
· High levels of integrity, and trust, are essential.
· Relationship Building & stakeholder management - gravitas and credibility to present at all levels to stakeholders in functions as diverse as Travel Management, Procurement, Finance, Sustainability, Business Services, Expense Management, IT/Infosec and Legal.
Sales Cycle
· Manage the entire sales cycle, from initial contact to contract negotiation and closure.
· Collaborate with internal teams, such as Sales Engineers and Solution Architects, to deliver customised solutions.
· Provide accurate sales forecasts and reports to management.
· Deliver market and competitive analysis, as well as product feedback, as required.
· Meet or exceed quarterly, and annual sales targets and quotas.
Key cross-functional relationships
· Product
· Implementation
· Customer Success (Business Analysts)
· Founders
