Enterprise Account Director

We are seeking a driven, results-oriented Enterprise Account Director to support the next phase of growth within our Process Manufacturing business. This role is responsible for net-new logo acquisition as well as expansion of existing enterprise customers, working closely with Customer Success. The ideal candidate is self-motivated, hungry for growth, and comfortable running complex sales cycles across operational, technical, and executive stakeholders. This is a hands-on role for a seller who thrives on outbound prospecting, values inbound opportunities, and is energized by engaging customers directly, both virtually and onsite.

Key Responsibilities

• Sales Strategy & Execution

• Own and consistently meet or exceed an assigned Enterprise revenue quota for the EMEA territory, with a proven track record of closing 6- and 7-figure deals.
• Execute a territory strategy focused on net-new logo acquisition and land-and-expand growth within strategic enterprise accounts.
• Operate as a true hunter, generating a significant portion of pipeline through outbound prospecting, executive outreach, and targeted account-based strategies, while effectively managing inbound demand.
• Lead and manage complex, multi-threaded enterprise sales cycles, navigating procurement, legal, security, and executive decision-makers.
• Create urgency and momentum by tying solutions to measurable business outcomes, including operational efficiency, compliance, scalability, and ROI.
• Position value-based solutions that drive tangible results and accelerate time to value for customers.
• Build, qualify, and maintain a robust, self-sourced pipeline aligned to enterprise growth targets.
• Forecast accurately and consistently, managing opportunities through defined sales stages with disciplined deal inspection.
• Drive deal progression by establishing clear next steps, mutual action plans, and executive alignment.
• Confidently navigate complex, multi-stakeholder decision processes and remove blockers to close.

• Lead land-and-expand strategies within enterprise accounts, identifying opportunities for additional sites, locations, use cases, and cross-sell/upsell expansion.
• Partner closely with Customer Success Managers (CSMs) to expand footprint, support renewals, and drive long-term account growth.
• Maintain executive relationships to unlock incremental budget and expansion opportunities over time.
• Work cross-functionally with Marketing, Product, Services, and Customer Success to drive coordinated enterprise account strategies.
• Align sales execution with onboarding, delivery, and customer success outcomes to ensure successful deployments and expansion.
• Provide structured feedback from the field to influence product roadmap, messaging, and go-to-market strategy.
• Engage and influence stakeholders across operations, manufacturing, IT, quality, procurement, and executive leadership.
• Lead high-impact discovery sessions, executive presentations, demos, and onsite meetings as required.
• Travel to customer locations to support deal progression, executive alignment, and long-term relationship building.

Qualifications

• Required

• 5+ years of B2B sales experience, preferably enterprise or mid-market.
• Proven ability to close complex, consultative deals.
• Strong outbound prospecting and pipeline generation skills.
• Experience managing inbound leads alongside outbound efforts.
• Self-starter with strong ownership, accountability, and drive.
• Comfortable engaging multiple stakeholders across an organization.
• Ability and willingness to travel to customer sites as needed.

• Experience selling into process manufacturing environments.
• Background in manufacturing, food & beverage, industrial, or operational software.
• Experience partnering with Customer Success for account expansion.
• Familiarity with operational, plant-floor, or compliance-driven use cases.

What We Offer

• High-impact role with ownership of an EMEA enterprise territory.
• Competitive compensation with strong upside for performance.
• Opportunity to sell into mission-critical manufacturing environments.
• Clear career growth path within a scaling sales organization.
• Collaborative, execution-focused culture.