Enterprise Account Executive

The Enterprise Account Executives are responsible for identifying and closing new enterprise customers, and growing Matillion’s footprint with existing customers. The role focuses on driving revenue growth through direct sales and partnership development within a defined territory, combining strong business acumen with customer relationship skills.

Responsibilities

• Achieve annual targets for new customers and consumption through direct sales to enterprise customers within a defined territory.
• Drive pipeline generation through outbound prospecting, validate inbound leads, convert free trials, and upsell pay‑as‑you‑go customers.
• Build and manage ecosystem relationships with CDP, SI, and ISV partners to enhance sales reach and support customer success.
• Develop a territory plan and inbound strategy by working with SDR, marketing, and channel partners to maximize new logo acquisition.
• Oversee all customer communication from early discovery calls and demos through to POC support and technical support sessions with SE/SA team collaboration.
• Apply MEDDPICC principles to manage opportunities and address objections, contractual challenges, and maximize customer value.
• Maintain a growth mindset, continuously learn and apply new ideas and techniques.
• Foster strong partner relationships in an aligned region and enable seller‑to‑seller connections to generate new business opportunities.
• Educate partners on Matillion’s unique value and showcase how it supports their goals.
• Build collaborative relationships across teams (Product, Marketing, Solution Architecture, SDRs) and coach internal sales roles on best practices and customer insights.

Qualifications

• 5+ years of full‑cycle sales experience in complex technology solution‑selling.
• Proven success in achieving and exceeding $1M+ ARR quotas, sourcing and closing six‑figure deals, and managing strategic customers with seven‑figure ARR/CAR.
• Track record of independently sourcing, managing, developing, and onboarding new customers with effective pipeline management.
• Previous sales methodology training (MEDDIC, Force Management, ValueSelling, Winning By Design).
• Ability to uncover technical challenges and translate them into business value at all customer levels.
• Experience with large enterprise software contracts and navigating RFP processes.
• Ability to manage multiple opportunities simultaneously across various stages of the sales cycle.
• Exceptional negotiation and closing skills with a consistent record of exceeding sales targets.
• Experience working in both start‑up and enterprise environments.

Benefits

• Competitive base salary £61,625‑£100,000 with potential on‑target earnings £123,250‑£200,000.
• Variable pay through sales commissions.
• Flexible working culture promoting work‑life balance.
• Company equity.
• 30 days holiday plus bank holidays.
• 5 days paid volunteering leave.
• Health insurance, life insurance, mental health support.
• Pension.

Equal Opportunity

Matillion is an equal‑opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all of our team. Matillion prohibits discrimination and harassment of any type. We do not discriminate on the basis of race, colour, religion, age, sex, national origin, disability status, genetics, sexual orientation, gender identity or expression, or any other characteristic protected by law.