Account Executive

We’re looking for a driven, curious, and impact-focused Account Executive to join our growing team. You’ll play a key role in driving revenue growth across mid-market and enterprise accounts by helping organisations automate their ERP processes with AI. At BLP, you’ll take full ownership of the sales cycle - from prospecting and discovery to negotiation and close - and directly shape how the next generation of companies operates.

You’ll engage with senior decision-makers (CFOs, CIOs, CPOs, COOs) to uncover challenges, design tailored solutions, and position BLP's platform as a strategic enabler of efficiency and insight. You’ll work closely with marketing, product, and customer success to deliver exceptional value throughout the customer journey.

What You'll Own

Pipeline creation & territory strategy

• Build and execute a territory/account plan: target accounts, stakeholders, sequencing, and multi-threading strategy.
• Create net-new pipeline through outbound prospecting, partner motion, events, and customer referrals.
• Maintain disciplined pipeline hygiene and forecasting; operate a repeatable, metrics-driven cadence.

Insight-led selling & deal shaping

• 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).
• Run executive discovery to uncover operational bottlenecks and decision friction—and translate it into a crisp target-state narrative, urgency, and mutual action plan.
• Build internal alignment across CFO/CIO-led buying committees, including champions, economic buyers, IT/security, and process owners.

Commercial ownership: value case, negotiation & close

• Own the business case, pricing strategy, proposals, negotiation, and contracting.
• Quantify and communicate value (capacity release, cycle time reduction, control/compliance improvements, stack simplification) and tie it to executive priorities and budget.
• Drive the deal to closure with clear next steps, strong deal governance, and accurate forecasting.

Orchestration across presales & delivery

• Partner with Solutions Engineers to run workshops/demos and de-risk technical concerns (security, integration, rollout).
• Align with Customer Success on implementation readiness, success criteria, and expansion paths.
• Ensure clean handoffs from close → kickoff, maintaining continuity of value narrative and outcomes.

Competitive positioning

• Position BLP against point tools and fragmented stacks (OCR/IDP/workflow/process mining/RPA) with an "end-to-end + exceptions-first" narrative.
• Anticipate and neutralize competitive plays with crisp differentiation and proof.

What We're Looking For

Must-haves

• 5–10+ years of enterprise B2B SaaS selling experience (or equivalent complex solution sales), with a consistent track record of hitting/exceeding targets.
• Proven ability to run insight-led enterprise sales cycles: you can respectfully push back, quantify impact, and mobilize buying committees.
• Strong executive presence with CFO/CIO/Head of Shared Services and comfort navigating enterprise procurement.
• Ability to manage complex, multi-threaded deals: mutual action plans, MEDDICC-style qualification, forecasting discipline.
• Strong collaboration with presales/SE and post-sales teams; you sell what can be delivered.

Strong plus

• ERP/SAP exposure (S/4, ECC, Public/Private Cloud) or selling into finance/procurement/shared services transformations.
• Experience selling automation platforms (workflow/RPA/process mining/IDP) and winning against incumbents.
• Experience with global enterprise rollouts and multi-country stakeholders.

Language

• Fluent in English and German (or another major European language depending on territory).