Senior Account Executive (UK) in London

About Duvo

Duvo closes hard operational work end-to-end in enterprise retail and FMCG. Our agents log into the messy stack – ERPs, retailer portals, email, spreadsheets, calls – execute the work, write it back to the system of record, and attach evidence. A case is done only when Finance would accept it as proof.

The Role

You own the full sales cycle in your region. From the first meeting to pilot to production, you run hypothesis‑led discovery, map operational processes with business owners, quantify the cost of doing nothing in the customer's own numbers, and scope pilots that convert into annual licences. You don't pitch product – you build a narrative the operator recognises and get them to act.

What You'll Do

• Prospect, run discovery, and close new enterprise accounts in retail and FMCG.
• Build champions at operator level (category, supply chain, finance) and at the economic‑buyer level (CFO, CCO, SC Director).
• Run hypothesis‑led discovery – implicate pain in the customer's own numbers before pitching.
• Map end‑to‑end processes with business owners, and verify the as‑is before committing scope.
• Scope pilots jointly with our Forward‑Deployed Engineers and convert pilots into annual function licences.
• Fill MEDDPICC as you go – every deal, every stage, no exceptions.
• Ensure every meeting ends with the next meeting booked. Disqualify fast if it doesn't.
• Own a written output standard – CFO‑grade proposals, CEO‑read updates, operator‑precise follow‑ups.
• Expand accounts through new workflows, new functions, and multi‑region rollouts.

What We're Looking For

• 5+ years selling complex operational transformation into enterprise retail or FMCG; or 3+ years at a top‑tier strategy/ops consultancy (BCG, McKinsey, Bain) with retail or CPG operations focus plus 2+ years in a commercial role; or ex‑operator (category manager, supply chain manager, financial controller) who has moved into sales.
• Can diagnose a broken process from a 30‑min call – not memorised talking points, actual operator intuition.
• Self‑sources pipeline. You own your number. Marketing generates leads, you don't wait for them.
• Runs a sharp discovery call without monologuing. Reads the room. Knows when to hand off to the FDE or Solution Consultant.
• Writes with brevity and precision – can translate messy operational processes into crisp visual maps.
• Treats pricing as a growth lever, not a defensive tool. Holds price when the value is clear.
• 20‑30% travel, frequently onsite with operational teams.

Nice to Have

• Personal network in retail, FMCG, or supply chain sectors.
• Startup or high‑growth scale‑up experience.
• Familiarity with retail/CPG systems (SAP, MS Dynamics, NetSuite, Blue Yonder, Coupa).
• Experience selling to or working within top‑tier retailers or global consumer goods companies.

Not For You If

• You depend on SDRs or marketing to fill your pipeline.
• Your default move in a first meeting is a demo.
• You see category managers or supply chain leads as gatekeepers, not buyers.
• You back off when operations are messy, systems are old, or the buyer isn't sure what they want.
• You struggle to write a concise follow‑up email.
• You think automation = chatbots or simple zaps.

Our Operating Principles

• Own it – you see it, you own it, you close the loop.
• Obsess over the customer – their outcome is the only metric.
• Grow and compound – mistakes lead to learning and improvement.
• Prove, don't argue – data and prototypes over opinions.
• Say it straight now – direct, timely feedback.

What We Offer

• Competitive compensation with uncapped commission and equity.
• The opportunity to define how AI transforms retail and consumer goods operations.
• Direct input on go‑to‑market strategy and product feedback.
• A collaborative, ambitious team that values ownership, candor, and real outcomes.
• Flexible remote/hybrid working with regular travel to client sites and Duvo HQ.

Motivated by real operational outcomes, not hype? We want to hear from you.