Senior Enterprise Account Executive - BeNeLux

We're hiring an Enterprise Account Executive to win and grow strategic enterprise accounts. You will own the commercial outcome—from pipeline creation to close—by practicing insight-led selling: reframing the customer's initial problem, quantifying the cost of inaction, and mobilizing buying committees around a compelling "why now."\n\nYou'll lead multi-stakeholder enterprise cycles with CFO/CIO/Shared Services/Procurement leadership, partnering closely with Solutions Engineering, Marketing, and Customer Success to run disciplined deal plans, deliver value-based proposals, and land enterprise rollouts.\n\nWhat You'll Own\n\nPipeline creation & territory strategy\n\n* Build and execute a territory/account plan: target accounts, stakeholders, sequencing, and multi-threading strategy.\n* Create net-new pipeline through outbound prospecting, partner motion, events, and customer referrals.\n* Maintain disciplined pipeline hygiene and forecasting; operate a repeatable, metrics-driven cadence.\n\nInsight-led selling & deal shaping\n\n* Practice insight selling: challenge the customer's initial framing and introduce a sharper point of view on where value is trapped (exceptions, approvals, master data, controls).\n* Run executive discovery to uncover operational bottlenecks and decision friction—and translate it into a crisp target-state narrative, urgency, and mutual action plan.\n* Build internal alignment across CFO/CIO-led buying committees, including champions, economic buyers, IT/security, and process owners.\n\nCommercial ownership: value case, negotiation & close\n\n* Own the business case, pricing strategy, proposals, negotiation, and contracting.\n* Quantify and communicate value (capacity release, cycle time reduction, control/compliance improvements, stack simplification) and tie it to executive priorities and budget.\n* Drive the deal to closure with clear next steps, strong deal governance, and accurate forecasting.\n\nOrchestration across presales & delivery\n\n* Partner with Solutions Engineers to run workshops/demos and de-risk technical concerns (security, integration, rollout).\n* Align with Customer Success on implementation readiness, success criteria, and expansion paths.\n* Ensure clean handoffs from close → kickoff, maintaining continuity of value narrative and outcomes.\n\nCompetitive positioning\n* Position BLP against point tools and fragmented stacks (OCR/IDP/workflow/process mining/RPA) with an "end-to-end + exceptions-first" narrative.\n* Anticipate and neutralize competitive plays with crisp differentiation and proof.