At a Glance
- Tasks: Drive new business acquisition in complex industrial sectors and build strategic customer relationships.
- Company: Join Ultimo, a leading enterprise asset management software provider with a strong market presence.
- Benefits: Enjoy hybrid working, autonomy, and the chance to influence company growth.
- Other info: Be part of a dynamic team with direct access to leadership and fast decision-making.
- Why this job: Shape the future of a growing company while engaging with top-tier industrial organisations.
- Qualifications: Proven success in enterprise SaaS sales and ability to navigate complex buying environments.
The predicted salary is between 70000 - 90000 £ per year.
Ultimo provides enterprise asset management (EAM) software used by manufacturing and other asset-intensive organisations to manage, maintain, and optimise physical assets across sites and regions. Customers operate in environments where uptime, safety, compliance, and long-term performance matter. The software is the operational backbone, not a nice-to-have tool.
Ultimo is part of IFS, providing long-term backing, scale, and investment while retaining its own product focus, identity, and entrepreneurial, scale-up operating model.
This patch focuses on some of the UK's most complex industrial environments - including engineering-led organisations, critical infrastructure providers, advanced manufacturing businesses, defence-related organisations, energy operators, and large industrial enterprises. These are organisations where operational uptime, asset performance, compliance, maintenance effectiveness, and long-term lifecycle management are business-critical.
We're hiring a Senior Account Executive to own a high-value, net-new territory focused on opening enterprise accounts across industrial and engineering-led markets. This is not a plug-and-play role. It is a role for someone who enjoys creating opportunities, navigating complexity, and building strategic customer relationships from the ground up.
Ultimo is moving from legacy success to intentional growth. Leadership is deliberately investing in a more proactive enterprise sales motion, with greater focus on executive engagement, strategic account development, and industry-led growth.
For experienced enterprise sellers, this creates a compelling opportunity:
- A recognised product with strong market credibility
- Access to large, complex industrial organisations
- Executive sponsorship for growth initiatives
- The opportunity to help shape how Ultimo expands within industrial and engineering sectors
- A territory with genuine whitespace and long-term potential
This is an opportunity to build, not maintain.
As a Senior Account Executive, you will:
- Own new logo acquisition across a defined industrial territory
- Build and execute strategic account plans
- Create pipeline through targeted outbound activity and market engagement
- Lead complex enterprise sales cycles from first conversation to close
- Engage senior operational, engineering, technical, commercial, and executive stakeholders
- Run consultative, value-led sales conversations
- Position Ultimo's solutions against operational, maintenance, compliance, and asset performance challenges
- Collaborate closely with BDRs, Pre-Sales, Product, and Customer teams
- Influence how Ultimo develops its go-to-market approach across industrial sectors
Ultimo operates like a scale-up inside a serious enterprise software business:
- High autonomy and accountability
- Direct access to leadership
- Fast decision-making and short lines to power
- Clear expectations around pipeline creation and execution
- Genuine opportunity to influence how things are done
You'll be trusted to operate with independence, judgement, and commercial discipline.
This role will suit someone who can demonstrate:
- Proven success in enterprise SaaS new business sales
- Experience selling into industrial, engineering, manufacturing, defence, infrastructure, energy, or similarly complex sectors
- Strong prospecting and pipeline creation capability
- Ability to navigate large, multi-stakeholder buying environments
- Confidence engaging technical and executive audiences
- Strong discovery, qualification, and value-based selling skills
- Commercial resilience and sound sales judgement
- Ownership mindset and comfort operating autonomously
Industry expertise is valuable, but sales craft and the ability to operate in complex enterprise environments matter most.
Interested? If you're motivated by ownership, complexity, and the opportunity to win strategic industrial accounts in a business with strong foundations and clear growth ambition — we'd love to hear from you.
Senior Account Executive – New Logo Acquisition (Industrial, Engineering & Defence) in London employer: IFS
Ultimo is an exceptional employer that fosters a dynamic and entrepreneurial work culture, offering high autonomy and accountability to its employees. With a strong focus on growth and innovation, particularly in the industrial and engineering sectors, employees have the unique opportunity to shape the future of the business while working with some of the UK's most sophisticated organisations. The company provides robust support for professional development and a collaborative environment, making it an ideal place for those seeking meaningful and rewarding careers.
StudySmarter Expert Advice🤫
We think this is how you could land Senior Account Executive – New Logo Acquisition (Industrial, Engineering & Defence) in London
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Senior Account Executive – New Logo Acquisition (Industrial, Engineering & Defence) at IFS, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including IFS. Tailor your message to explain why you’re drawn to them and how you can contribute as a Senior Account Executive – New Logo Acquisition (Industrial, Engineering & Defence). Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Senior Account Executive – New Logo Acquisition (Industrial, Engineering & Defence) in London
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for IFS:When writing your cover letter, make sure to tailor your message specifically for IFS. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at IFS
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show IFS that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show IFS that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with IFS’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
