Account Executive - Enterprise (London based)

Your role as an Account Executive - Enterprise involves owning 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 includes a VP of Revenue, Account Executives, a Pre-Sales Engineer, and a BDR team. You will report directly to the 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.
• 25 days of annual leave + 8 public holidays.
• Enhanced sick leave.
• 2 days of remote work per week.
• The richness of a multicultural and international team (more than 15 nationalities).
• A unique chance to grow with a fast-scaling innovator.