Senior Account Executive in Glasgow

As a Senior Account Executive – QAD ERP, you will be responsible for generating and closing net-new business within enterprise Life Sciences and manufacturing accounts across Northern Europe.

This is a hunter role where you will be expected to self-generate at least 60% of your pipeline through prospecting, networking, identifying client needs, demonstrating product value, and managing complex sales cycles.

You will serve as the primary commercial lead for your assigned Northern European territory, developing strategic account plans and building strong relationships with key decision-makers.

To succeed, you will need a strong technical understanding of enterprise-level QAD ERP software and the ability to navigate diverse international business environments.

You will leverage your expertise in enterprise ERP solutions to deliver compelling value propositions, build trusted executive relationships, and consistently exceed revenue targets.

This full-time position reports to the Chief Executive Officer and is a remote role.

ESSENTIAL FUNCTIONS

• Proactively generates 60%+ of new opportunities through outbound prospecting (cold outreach, networking, events, and referrals)
• Understand client Life Sciences and manufacturing processes and pain points to present enterprise-wide ERP solutions tailored to client needs, emphasizing ROI and operational efficiency
• Drive new customer acquisitions
• Own the pipeline of enterprise-level opportunities (enterprise-size Life Sciences and manufacturing organizations) by generating, qualifying and advancing opportunities through disciplined outbound prospecting and engagement with C-suite level individuals
• Maintain weekly pipeline, forecasts and closed opportunities, thereby ensuring target or above-quota results based on proactive pipeline management
• Engage executive-level stakeholders with tailored value-driven proposals that align with business objectives
• Use industry knowledge and expertise to develop compelling business cases that address customer pain points to present ERP solutions tailored to client needs and emphasize ROI and operational efficiency
• Deliver high-impact presentations and product demonstrations to influence buying decisions, including managing through complex sales cycles
• Develop and maintain relationships with past, current and future customers
• Collaborate with internal solution consultants, marketing, and implementation teams to ensure a seamless sales process
• Develop and maintain relationships with past, current and future customers
• Consistently meet and exceed monthly and quarterly quotas for new customer acquisition
• Represent Strategic Information Group at industry events, conferences, and webinars to generate brand awareness and prospect engagement

MINIMUM QUALIFICATIONS

• 5+ years of sales experience in enterprise-level Saa S or ERP solutions or equivalent combination of education and related experience
• Bachelor's degree in business, marketing, or related field
• A proven track record of consistently meeting or exceeding $1M+ annual quotes
• Demonstrated success generating and closing net-new logos (not just farming existing accounts)
• Experience selling QAD ERP or other manufacturing/industrial software into large, enterprise-size Life Sciences and manufacturing organizations
• Hands-on experience with ERP platforms, with preference given to direct QAD ERP sales experience.
• Strong understanding of sales processes and pipeline management
• Excellent communication, negotiation, presentation and interpersonal skills
• Ability to work independently and as part of a team in a fast-paced environment
• High attention to detail and problem-solving ability
• Strong knowledge of MS Suite (Outlook, Word, Excel, Power Point, etc.)
• Well-organized with ability to prioritize

PREFERRED EDUCATION AND EXPERIENCE

• Experience with sales enablement tools (e. g., Salesforce, Outreach, Linked In Sales Navigator)
• Familiarity with solution selling or consultative sales methodologies
• Proven success in self-sourcing 60%+ of pipeline
• Proficiency with Linked In Sales Navigator, Salesforce, and prospecting automation tools
• Experience building C-suite level relationships in Life Sciences and manufacturing enterprises
• SUPERVISORY RESPONSIBILTIES

This position does not directly or indirectly supervise employees.

PHYSICAL REQUIREMENTS and WORK ENVIRONMENT

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

• Ability to focus on computer screens for extensive periods of time.
• The employee is occasionally required to stand and reach.
• The employee may occasionally lift and/or move up to 25 pounds.

While performing the duties of this job, the employee constantly operates a computer.

Employees are regularly required to talk or hear and are frequently required to sit, stand, walk, use hands to finger, handle or feel, and reach with hands and arms.

This job operates in a professional remote office environment. This role routinely uses standard office equipment such as computers and phones.

POSITION TYPE/EXPECTED HOURS OF WORK

This is a full-time position. Hours of work are generally Monday through Friday, Regular Business hours, with some after-hours work as business needs require.

TRAVEL

Some travel is expected (estimated: up to 50%) for client meetings, industry events, and conferences.

Compensation & Benefits

The compensation range for this role is £69,000.00 - £99,000.00 annually, with target commission £69,000.00 - £99,000.00 annually.

Compensation is commensurate with experience, certifications, and demonstrated expertise.

The above is intended to describe the general content of and requirements for the performance of this job.

It is not to be construed as an exhaustive statement of duties, responsibilities or physical requirements.

Nothing in this job description restricts management's right to assign or reassign duties and responsibilities to this job at any time.

Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.