Enterprise Account Executive (New Business) at Similarweb in London

Job description

• Similarweb makes the digital world measurable: Which markets are growing? Where is demand moving? How do consumers find, engage with and ultimately choose brands?
• Global brands including Google, eBay and Adidas use our data to make decisions they would otherwise make on instinct. We are listed on the New York Stock Exchange and recently surpassed $300 million in annual recurring revenue, with more than 470 customers now investing over $100,000 a year with us.
• Enterprise is where the next phase of that growth in EMEA comes from, and we are adding an Enterprise Account Executive in London to help deliver it.
• Enterprise new business is our strategic priority in EMEA, and this team is how we win it. We sell directly into the market rather than managing existing accounts. That approach has been built and proven across the region, and the next phase is growing the team behind it.
• The timing helps. How people discover and choose brands is changing faster than at any point since search became the default, and most enterprises still have no reliable way to measure it. That is the conversation you open with executives.
• You will own a named list of enterprise accounts end to end, in our focus industries of Retail, CPG, Financial Services, Utilities, Telco and Travel. Your market is Tier 1 EMEA: the UK, France, Germany, Italy, Spain and the Nordics.
• Beyond your named list, inbound demand and Sales Development activity generate qualified conversations across the wider market, and those come to you.
• You will typically sell across marketing, strategy, insights and e-commerce. Our strongest engagements are the ones that reach Director or C-level, where the use case is tied to a decision the business is already trying to make. You will carry an annual quota with quarterly milestones.

Responsibilities

• Meeting quarterly and annual quota by generating revenue from your named accounts and from inbound and Sales Development demand
• Opening accounts from cold by prospecting with our own data, and qualifying inbound demand properly
• Running the full cycle: prospecting, discovery, value case, commercial negotiation and close
• Winning against the incumbent, a competitive bid, or the option to do nothing, by making the clearer commercial case
• Finding the right champion inside the account, and equipping them to carry the business case when you are not in the room
• Maintaining an accurate forecast the business can rely on

Requirements

• Five or more years closing consultative, multi-stakeholder enterprise deals in high value SaaS, data or insight sales, with consistent over-achievement against target
• Credibility at executive level, making a commercial argument rather than delivering a product demo
• A history of building accounts from cold and turning them into revenue
• Strong discovery. You open with questions that surface what is genuinely at stake
• Experience selling data or insight against a broad set of use cases rather than a single point solution
• Comfort with the procurement, legal and security review that comes with a contract of that size
• Creativity in how you approach an account, and the confidence to test a half-formed idea on the team before you take it to a customer
• Curiosity about where digital is going, including AI-driven discovery and changing search behaviour
• Five years is a guide rather than a threshold. We are more interested in how you sell and what you have closed than in time served.

Skills

Required

• Consultative selling
• Executive-level credibility
• Commercial argumentation
• Account building from cold
• Discovery
• Data or insight sales
• Creativity
• Curiosity about digital trends

Benefits

• You’ll actually love the product you work with: Our customers aren’t our only raving fans. When we asked our employees why they chose to come work at Similarweb, 99% of them said “the product.” Imagine how exciting your job is when you get to work with the most powerful digital intelligence platform in the world.
• You’ll find a home for your big ideas: We encourage an open dialogue and empower employees to bring their ideas to the table. You’ll find the resources you need to take initiative and create meaningful change within the organization.
• We offer competitive perks & benefits: We take your well-being seriously, and offer competitive compensation packages to all employees. We also put a strong emphasis on community, with regular team outings and happy hours.
• You can grow your career in any direction you choose: Interested in becoming a VP or want to transition into a different department? Whether it’s Career Week, personalized coaching, or our ongoing learning solutions, you’ll find all the tools and opportunities you need to develop your career right here.
• Diversity isn’t just a buzzword: People want to work in a place where they can be themselves. We strive to create a workplace that is reflective of the communities we serve, where everyone is empowered to bring their full, authentic selves to work. We are committed to inclusivity across race, gender, ethnicity, culture, sexual orientation, age, religion, spirituality, identity and experience. We believe our culture of equality and mutual respect also helps us better understand and serve our customers in a world that is becoming more global, more diverse, and more digital every day.