CLIENT SUMMARY
Our client is a global enterprise technology company that helps organisations understand and improve the experiences of their customers, employees, and stakeholders. Operating at the intersection of data, insight, and decision-making, the firm provides advanced platforms that translate large-scale feedback and behavioural signals into actionable intelligence for business leaders. Their solutions are widely adopted by large and complex organisations to inform strategy, drive commercial outcomes, and support transformation initiatives across multiple industries.
RESPONSIBILITIES
The role involves developing, managing, and executing strategic sales plans across an assigned territory to consistently achieve and exceed quota on both a quarterly and annual basis, with a strong focus on value-based, solution-selling into complex organizations.
- Identify, qualify, and close net new business within an assigned portfolio of accounts, while expanding footprint in existing customers by clearly demonstrating business value and return on investment. Candidate's experience can include selling to FSI, Retail, Hospitality, Telco & Media, Public sector or a mix.
- Manage multiple end-to-end sales cycles concurrently, from prospecting and stakeholder mapping through to negotiation and closure, ensuring effective progression and timely deal execution.
- Articulate the value of the our client's experience management platform to VP and C-level executives and senior public sector stakeholders, aligning proposals to their strategic priorities and transformation agendas.
- Build, nurture, and leverage strong, referenceable relationships with key decision makers and influencers across target accounts, including partners and internal stakeholders such as solution engineers.
- Accurately qualify pipeline, forecast deals, and maintain up-to-date account and opportunity data to ensure predictable, reliable sales performance and effective territory planning.
REQUIREMENTS
- Min 8 to 12 years of B2B software sales experience, ideally in SaaS, including time as a full-cycle Account Executive
- Proven success in consistently meeting or exceeding quarterly and annual revenue targets, with strong pipeline generation and deal progression skills.
- Experience selling solutions that are positioned on business value and ROI (e.g. nice to have / business transformation / experience management tools) rather than mandatory or compliance-driven software.
- Track record of selling into mid-market and/or enterprise customers, engaging multiple stakeholders and senior-level executives across complex organizations.
- Ability to effectively manage a predominantly hunter-focused remit, driving net-new logos while also expanding within existing accounts.
- Excellent communication and presentation skills, with the ability to articulate value propositions and influence decision-makers in English; additional Asian languages (e.g. Mandarin, Cantonese) are an advantage depending on territory.
GOOD TO HAVE
- A resilient, hunter-minded approach, with a strong focus on building net-new pipeline and driving complex, value-based SaaS deals to close.
- Ability to confidently engage, influence, and present to senior stakeholders across multiple industries, including public sector and large enterprises.
- Demonstrates consistent work ethic, ownership, and accountability for quota, with a track record of navigating challenging markets and evolving organizational structures.
- Comfortable selling nice-to-have / business valueled solutions, articulating clear ROI and business outcomes rather than technical necessity.
