At a Glance
- Tasks: Drive enterprise sales cycles and close high-value deals with major organisations.
- Company: Join a fast-growing startup revolutionising procurement with AI technology.
- Benefits: Competitive salary, equity options, pension plan, and private medical insurance.
- Other info: Work in a collaborative environment with opportunities for personal and professional growth.
- Why this job: Be part of a dynamic team making a real impact in the enterprise sector.
- Qualifications: 5+ years in B2B SaaS sales with a proven track record in enterprise accounts.
The predicted salary is between 60000 - 80000 £ per year.
About us
For most enterprises, procurement remains one of the least automated functions. Spend commitments travel through disconnected, outdated systems, email threads, spreadsheets, and manual approval chains, leaving finance teams with limited visibility until long after commitments have been made. This results in difficult closes, weakened forecasting, and teams spending too much time reconciling what the business planned to spend with what was recorded in the books. Legacy platforms haven't solved this, and modern intake tools only scratch the surface. Pivot is ambitiously committed to solving this problem by filling the gap between legacy platforms and lightweight intake tools with an enterprise-grade AI operating system for Procurement, built from the system of record up. The adventure started mid-2023 with three founders, former C-levels from fintech unicorns (Qonto and Swile) and highly experienced engineers from top-notch tech companies. We’ve since raised $40M in a Series B round, totaling our funding to $70M, coming from tier-1 investors. We’ve built a team of 70, are operating across 25+ countries, and are trusted by enterprise leaders Lemonade, Wolt, and Flix. We are looking for smart, execution-driven people to join our team, with a strong focus on excellence and a desire to achieve great things as a team.
Your role
As an Account Executive - Enterprise, you will own the full sales cycle for our most strategic accounts. You will target large, complex organisations with multiple stakeholders, navigate sophisticated procurement and legal processes, and close high-value, long-term deals that define Pivot's enterprise footprint in EMEA. You will join our Sales team, which currently includes a VP of Revenue, Account Executives, a Pre-Sales Engineer, and a BDR team. You will report directly to VP of Revenue.
Your key responsibilities
- Own complex, multi-stakeholder enterprise sales cycles from first contact through close, managing procurement, legal, IT, and C-suite stakeholders simultaneously.
- Develop and execute a territory plan targeting strategic enterprise accounts across your defined region, in close coordination with the BDR team.
- Build and deliver compelling business cases, executive-level presentations, and tailored demos that articulate Pivot's value at every stage of the buying journey.
- Lead commercial negotiations, structure commercial agreements, and ensure favourable terms for both Pivot and clients, building win-win partnerships designed to last.
- Identify and drive expansion opportunities within existing enterprise accounts, surfacing upsell and cross-sell potential to grow revenue and deepen relationships.
- Maintain rigorous pipeline discipline: own your forecast with accuracy on a monthly and quarterly basis, and manage CRM hygiene in HubSpot.
- Collaborate internally: Work closely with the BDR team, providing direction, feedback, and mentorship to maximise the quality and volume of enterprise pipeline.
- Partner with Pre-Sales to manage technical evaluations, RFPs, and InfoSec requirements during complex sales cycles.
- Coordinate with the Operations team to ensure smooth handoffs and long-term client satisfaction post-close.
Your sales mindset
- You are a master of enterprise sales cycles: multi-threaded stakeholder management and driving consensus across large, complex organisations come naturally to you.
- You are a strategic thinker who approaches your territory like a business: mapping white space, prioritising high-potential accounts, and building plans to convert them methodically over time.
- You are confident and credible at C-suite level, able to engage procurement directors and CFOs.
- You are resilient and persistent: long sales cycles don't discourage you.
- You manage momentum, keep deals alive, and know how to re-engage accounts that have gone quiet.
- You are naturally curious and want to actively solve customer problems.
- You are commercially sharp, able to understand complex pricing structures and articulate ROI and TCO in a way that resonates with financially-driven buyers.
- You are a collaborative leader who uplifts those around you: sharing knowledge with BDRs, working closely with pre-sales, and contributing to a culture of high performance.
- You like solving problems and making complex things look simple.
- You always want to keep learning and you are comfortable with confronting ideas.
- You enjoy the cadence and want to bring the best of yourself within an early-staged startup.
Requirements
- 5+ years of quota-carrying B2B SaaS sales experience, with a strong track record of closing enterprise-level deals.
- Demonstrated success selling to enterprise accounts (1,000+ employees), managing multi-stakeholder buying processes and complex procurement cycles.
- Experience handling deals with ACV of £100k+ and sales cycles of 6–12+ months.
- Native-level English; additional languages (French, German, Spanish) are a strong plus.
- Highly organised, data-driven, and comfortable operating autonomously in a fast-paced, high-growth startup environment.
- Based in Barbican, London; comfortable with occasional travel across EMEA.
What you will get
- A competitive salary package plus equity (ESOP)
- Pension plan
- Private medical insurance
Account Executive - Enterprise (London based) employer: jobr.pro
Pivot is an exceptional employer that fosters a dynamic and collaborative work culture, ideal for those looking to thrive in a fast-paced startup environment. With a strong focus on employee growth, we offer competitive salaries, equity options, and comprehensive benefits, all while empowering our team members to take ownership of their roles and drive meaningful change in the procurement landscape. Located in the vibrant Barbican area of London, our team enjoys the unique advantage of being part of a rapidly growing company backed by tier-1 investors, where innovation and excellence are at the forefront of everything we do.
StudySmarter Expert Advice🤫
We think this is how you could land Account Executive - Enterprise (London based)
✨Tip Number 1
Network like a pro! Get out there and connect with people in the industry. Attend events, join online forums, and don’t be shy about reaching out on LinkedIn. You never know who might have the inside scoop on job openings or can put in a good word for you.
✨Tip Number 2
Prepare for those interviews! Research the company, understand their products, and be ready to discuss how your skills can solve their problems. Practice common interview questions and think of examples that showcase your experience in enterprise sales.
✨Tip Number 3
Follow up after interviews! A quick thank-you email can go a long way. It shows your enthusiasm for the role and keeps you fresh in their minds. Plus, it’s a great chance to reiterate why you’re the perfect fit for the team.
✨Tip Number 4
Don’t forget to apply through our website! We love seeing applications come directly from candidates who are excited about joining us. It shows initiative and gives you a better chance of standing out in the crowd.
We think you need these skills to ace Account Executive - Enterprise (London based)
Some tips for your application 🫡
Show Your Sales Savvy:When writing your application, make sure to highlight your experience with enterprise sales cycles. We want to see how you've navigated complex stakeholder environments and closed high-value deals. Use specific examples to demonstrate your skills!
Tailor Your Approach:Don’t just send a generic application! Tailor your cover letter and CV to reflect the key responsibilities and requirements mentioned in the job description. Show us how your background aligns with what we're looking for at Pivot.
Be Data-Driven:Since we’re all about precision, include metrics and data in your application. Whether it’s sales figures or growth percentages, showcasing your achievements with numbers will grab our attention and show us you mean business!
Apply Through Our Website:We encourage you to apply directly through our website. It’s the best way to ensure your application gets into the right hands. Plus, it shows us you're proactive and keen to join our team at Pivot!
How to prepare for a job interview at jobr.pro
✨Know Your Stuff
Before the interview, dive deep into understanding Pivot's mission and how their AI operating system for Procurement stands out. Familiarise yourself with their key clients and recent achievements, like the Series B funding. This knowledge will help you articulate why you're excited about the role and how you can contribute.
✨Master the Sales Cycle
Since you'll be owning complex sales cycles, prepare to discuss your past experiences in managing multi-stakeholder processes. Have specific examples ready that showcase your ability to navigate procurement and legal hurdles, as well as how you've successfully closed high-value deals.
✨Showcase Your Strategic Thinking
Be ready to talk about how you approach territory planning and account management. Discuss how you identify high-potential accounts and develop tailored strategies to convert them. This will demonstrate your strategic mindset and ability to drive results in a competitive environment.
✨Engage with Curiosity
During the interview, ask insightful questions about Pivot's challenges and opportunities in the enterprise space. Show your curiosity about their products and how they solve customer problems. This not only highlights your interest but also positions you as someone who is eager to contribute to the team’s success.
