Strategic Enterprise Account Executive
On-siteSingapore, Singapore or Jakarta, Jakarta, Indonesia
Job Summary
Define and execute the go-to-market strategy for your DACH territory, engaging new prospects and guiding them through high-stakes decisions with precision. Orchestrate complex buying journeys across large stakeholder groups, partner cross-functionally with product, marketing, and services, and earn the trust of executives to drive revenue growth. Separate signal from hype by demonstrating how Scout, the AI-native platform, changes operational workflows for skeptical enterprise buyers in energy, telecom, and infrastructure sectors. Build and sustain a healthy pipeline, define territory plans against 120 priority accounts, and lead cross-functional teams through the full MEDDPICC sales cycle. Own outcomes and deliver ARR targets within a quota-carrying role designed for enterprise advisors.
Required Qualifications
- native or business-level German speaker
- Strong evidence of success selling complex SaaS solutions across mid-market, large, and enterprise accounts
- Won high-value SaaS deals ($300k+ ARR) by navigating complex buying centres and influencing executive stakeholders
- Knows when to bring in the right partners based on deal strategy
- Defines and executes territory plans against a named top-account list
- Executes within MEDDPICC or a comparable methodology
- Researches effectively: understands how a target company makes money, where it aligns to our value proposition, and who the stakeholders are
- Drives the conversation around product and unique value, knows the proof points, and ties platform capability directly to business outcomes
- Builds credible business cases and ROI models for prospects, including the economics of AI-driven automation
- Acts as a challenger and trusted advisor by knowing the customer's industry and business well
- Runs the territory like its CEO
- Builds and sustains a healthy (5x) pipeline and drives opportunities through the full cycle to a win
- Leads a cross-functional account team (SDR, SE, Product, Delivery, Legal, CSM) through complex cycles and creates alignment between our team and the customer's
- Builds for the long term, focusing on durable deals that last
- Be Sitetracker certified, including a working command of how Scout is positioned and where it wins
- Understand Sitetracker's business objectives and strategy
- Know your territory and be able to build territory, account, and opportunity strategy
- Be developing effective cross-functional relationships across the team
- Begin establishing your pipeline and take ownership of existing relationships and accounts
- Have command of the Sitetracker message and be able to tell our story to customers and prospects
- Run productive meetings that advance opportunities and accounts
- Be executing the Sitetracker sales process, including MEDDPICC qualification and documentation
- Have exceptional command of the message and the process
- Have your territory planned and your pipeline defined
- Be actively engaged with customers and prospects and on track to goal
- Look back on year one able to take pride in 'getting it done' and 'doing it right'
- Have hit your ARR and new-logo goals, delivered with quality, integrity, and respect
- Contribute to best practice by spotting improvements and taking the initiative to recommend and implement them
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