Enterprise Account Executive

As Enterprise Account Executive in London, you will help convert Optiml’s London momentum into closed enterprise revenue while building a repeatable pipeline motion in the UK. This is a full-cycle role: you will originate and progress opportunities, run discovery, coordinate multi-stakeholder processes, and close new enterprise customers—with structured support from founders/senior commercial leaders on the most complex late-stage negotiations and procurement dynamics. You are expected to be commercially disciplined: qualify hard, forecast realistically, protect pricing integrity, and create clean handovers into onboarding and early expansion.

Optiml is transforming real estate with Real Estate Decision Intelligence (REDI), an AI-powered decision technology that helps decarbonize buildings while optimizing asset and portfolio financial performance. Our platform helps investors, owners, and asset managers make clearer capital allocation and decarbonisation decisions by translating complex regulatory, financial, and technical constraints into actionable renovation and investment plans.

Key Objectives:

• Grow the UK pipeline and closed-won outcomes by personally generating, progressing, and closing enterprise opportunities, delivering meaningful new ARR and strong forecasting accuracy.
• Build Optiml’s credibility as a trusted category player in Real Estate Decision Intelligence in London by leveraging ecosystem presence and senior stakeholder relationships.
• Run a repeatable enterprise sales motion: structured qualification, stakeholder mapping, mutual action plans, and procurement navigation—improving conversion and cycle consistency.
• Translate market and customer insights into GTM impact by contributing to ICP refinement, use cases, packaging, and messaging.
• Support clean transitions into onboarding and early expansion by partnering closely with Delivery/CS and ensuring expectations match institutional readiness and timelines.

Your Responsibilities:

• Pipeline Creation (UK, London-first): Build and progress a healthy enterprise pipeline in London through outbound, referrals, ecosystem presence, and tight account selection—partnering with Marketing and senior commercial leadership.
• Enterprise Sales Execution (Discovery → Close): Run consultative enterprise sales cycles end-to-end: discovery, business case, stakeholder mapping, mutual action plans, and procurement navigation. Close deals with support on the most complex late-stage negotiations, supported by the senior leadership team.
• Stakeholder & Committee Navigation: Engage senior stakeholders across asset managers, institutional investors, banks/insurers, REITs, and consultancies – build trust-based relationships that support expansion and renewal. Operate confidently in committee-style environments with strong commercial judgment and calm presence.
• Clean Handover + Early Expansion Support: Transition closed customers cleanly into onboarding with Delivery/CS and support early expansion signals through strong expectation-setting and follow-through. Work closely with Delivery/CS on successfully onboarding enterprise clients and ensure retention.
• GTM Feedback Loop: Feed market and customer insight back into ICP refinement, use-case development, packaging, and product roadmap discussions—improving close rates and retention over time. Identify UK-critical market trends and requirements and pro-actively inform the product roadmap and GTM strategy.

Requirements:

• 5–9 years total professional experience, including 3+ years in quota-carrying B2B sales (enterprise or complex mid-market).
• Demonstrated ownership of pipeline generation (not only executing inbound) and ability to run deals end-to-end through close (support acceptable for late-stage complexity).
• Experience with land-and-expand / expansion motions in multi-year customer relationships.
• Credible exposure to institutional real-estate / capital markets decision processes and senior stakeholders; can hold your own in committee-style rooms.
• Structured qualification and forecasting discipline (e.g., MEDDPICC-style); comfortable disqualifying weak deals early.
• Strong networks in real estate and activity in major associations (e.g., ULI, RICS).
• Comfortable with performance-based compensation and accountability.
• Practical use of AI tools in your own commercial workflow (e.g., research, preparation, prioritisation, synthesis).
• Fluent in English (business & written). UK work permit.

Beneficial:

• Enterprise SaaS background in regulated / conservative industries.
• Bachelor’s or Master’s in Business, Finance, Real Estate, Engineering/Architecture, or similar.
• Professional certifications such as MRICS/RICS, CAIA/CFA, or comparable credibility signals in institutional environments.

Benefits:

• Impact: Drive Optiml’s growth in London—one of Europe’s most important institutional real estate hubs.
• Ownership: Real responsibility over UK target accounts and outcomes: build pipeline, progress enterprise cycles, and close new customers—while scaling independence over time with coaching.
• Growth: Work directly with founders and senior commercial leaders; collaborate cross-functionally with Product/Tech, Delivery/CS, and Marketing/Comms to influence roadmap, narrative, and enterprise rollouts.
• Culture: Join a collaborative, high-performance team that values ownership over hierarchy—clear accountability, direct feedback, and high trust.
• Benefits (London): Competitive base salary with meaningful variable and (tbd) VSOP participation; hybrid setup in London; learning & development budget; and travel as needed for clients and events.