Senior Account Executive – New Logo Manufacturing in Guildford

Ultimo builds enterprise asset management software for organisations where physical assets sit at the heart of operations — with a particular strength in manufacturing environments, alongside utilities, infrastructure, and healthcare.

This is mission-critical software, deeply embedded in how customers operate day to day. The product is proven, the customer base is real, and in several markets Ultimo is already a trusted standard. The opportunity now is about how the business grows next.

Ultimo is deliberately raising the bar on its commercial motion — shifting toward more proactive, executive-level, value-led enterprise selling, with a clear focus on winning new manufacturing customers across the UK.

We’re hiring a Senior Account Executive to help shape that next chapter, owning a manufacturing-led, net-new territory. This is not a plug-and-play role. It’s a role for someone who wants ownership, influence, and genuine impact.

Ultimo provides enterprise asset management (EAM) software used by manufacturing and other asset-intensive organisations to manage, maintain, and optimise physical assets across sites and regions. Customers operate in environments where uptime, safety, compliance, and long-term performance matter. The software is operational backbone, not a nice-to-have tool.

Ultimo is part of IFS, providing long-term backing, scale, and investment — while Ultimo retains its own product focus, identity, and entrepreneurial, scale-up operating model.

Ultimo is moving from legacy success to intentional growth. In some markets, historic strength led to reactive selling and under-leveraged opportunity. Leadership is openly addressing this and investing in a more deliberate enterprise sales approach, with greater emphasis on net-new logo acquisition within manufacturing.

For experienced AEs, this creates a rare opportunity:

• A credible product and customer base already in place
• Clear executive sponsorship to raise standards
• A manufacturing patch with genuine whitespace, allowing sellers to shape how the business wins new customers

What you’ll own:

• End-to-end ownership of net-new enterprise and upper mid-market opportunities within a manufacturing-led patch
• Proactive pipeline creation across large manufacturing organisations
• Executive-level, value-based sales conversations with operational, technical, and commercial leaders
• Close collaboration with Pre-Sales, BDRs, and Customer teams
• Direct input into Ultimo’s evolving UK go-to-market approach

How you’ll operate:

• Ultimo operates like a scale-up inside a serious enterprise business:
• High autonomy and fast decision-making
• Direct access to leadership and short lines to power
• A genuine expectation to take initiative and drive change

What we’re looking for:

This role will suit someone who can demonstrate:

• True quota-carrying ownership of complex B2B or enterprise deals
• Experience building pipeline proactively, including outbound pursuits into large manufacturing organisations
• The ability to initiate buying journeys, not just respond to demand
• Strong diagnostic discovery and value-led selling skills
• Commercial resilience and sound judgement in less-than-perfect conditions
• Industry experience in manufacturing, industrial, or engineering environments is a strong plus; however, sales craft and mindset matter more than domain background.

If you’re motivated by ownership, judgement, and the opportunity to build a manufacturing customer base from the ground up — we’d love to hear from you.