Strategic Account Executive

About the role

You will own the full commercial lifecycle for strategic enterprise accounts, driving revenue from initial engagement through expansion and renewal within a multi-stakeholder environment. You will reframe customer challenges into quantifiable value propositions that justify the cost of inaction and position BLP Digital as the only viable solution. You will mobilize executive buying committees by aligning economic buyers, IT, security, and process owners around a shared "why now" narrative. You will leverage a data-driven, AI-first methodology to uncover hidden operational friction and translate technical capabilities into clear business outcomes. You will act as the primary commercial owner, balancing assertive negotiation with consultative insight to secure profitable and sustainable deals. You will orchestrate seamless collaboration between sales, solutions engineering, and customer success to ensure delivery aligns with promises made. You will continuously refine your territory strategy and pipeline generation efforts to maintain a robust and predictable sales funnel. You will uphold the highest standards of excellence, transparency, and candor to build long-term trust and credibility with market-leading enterprises.

Key facts

What you'll do

• Architect and execute a comprehensive territory and account strategy that identifies target accounts, maps stakeholder ecosystems, and sequences multi-threaded engagement plans.
• Generate net-new pipeline through a diversified motion that combines outbound prospecting, strategic partner motion, high-impact event participation, and proactive customer referrals.
• Maintain rigorous pipeline hygiene and forecasting discipline, ensuring reliable, metrics-driven cadence and accurate revenue predictions.
• Practice deep insight-led selling by challenging the customer's initial problem framing and exposing trapped value within exceptions, approvals, master data, and controls.
• Lead executive discovery sessions to uncover latent operational bottlenecks and decision-making friction, translating these insights into a compelling target-state narrative.
• Build and sustain alignment across CFO and CIO-led buying committees, cultivating champions, economic buyers, IT and security leaders, and process owners.
• Own the end-to-end commercial journey, including crafting value-based business cases, dynamic pricing strategies, persuasive proposals, and resilient negotiation tactics.
• Quantify and communicate tangible value dimensions such as capacity release, cycle time reduction, control and compliance enhancements, and stack simplification tied to executive priorities.
• Drive deals to closure with clear next steps, strong governance, and precise forecasting, ensuring commitments are met and trust is reinforced.
• Orchestrate cross-functional collaboration with Solutions Engineering to run technical workshops and compelling demos that de-risk security, integration, and rollout concerns.
• Partner with Customer Success to validate implementation readiness, define success criteria, and map expansion paths that reinforce long-term value.
• Ensure continuity of value narrative and outcomes from close through to kickoff, preventing dilution of expectations or momentum.
• Position Blp Digital against point solutions and fragmented process stacks using an end-to-end, exceptions-first value proposition.
• Anticipate competitive responses and neutralize disruptive plays with crisp differentiation, proof points, and documented business outcomes.
• Maintain a consultative posture that balances authority with empathy, fostering candid dialogue that unlocks superior ideas and results.
• Leverage emerging AI capabilities and automation tools to enhance your productivity, insight depth, and strategic reach.
• Represent BLP Digital with professionalism and integrity, embodying the principles of ownership, excellence, transparency, and candour in every interaction.
• Continuously learn from each engagement, documenting patterns of success and feedback to refine playbooks and coaching peers.

Requirements

• Bring 5-10+ years of enterprise B2B SaaS selling experience, or equivalent complex solution sales, with a consistent track record of hitting or exceeding targets.
• Demonstrate proven ability to run insight-led enterprise sales cycles, including the courage to respectfully push back and quantify impact while mobilizing buying committees.
• Show strong executive presence and comfort engaging with CFO, CIO, and Head of Shared Services leaders within complex enterprise environments.
• Exhibit mastery in managing complex, multi-threaded deals, applying mutual action plans, MEDDICC-style qualification, and rigorous forecasting discipline.
• Display strong collaboration skills with presales, solutions engineers, and post-sales teams, ensuring you only sell what can be reliably delivered.
• Possess a deep understanding of enterprise procurement processes, security considerations, and compliance requirements relevant to finance and automation initiatives.
• Communicate with clarity and precision, both in written and verbal formats, tailoring your message to diverse audiences and decision-making levels.
• Thrive in a fast-paced, ownership-driven environment where decisions are made rapidly and accountability is absolute.
• Align with the company ethos of self-financed operation, data-driven decisions, and agile adaptation to market signals.
• Commit to the highest standards of excellence, accepting nothing less than exceptional in your work and the work you deliver.
• Embrace transparency and candour, fostering open communication and bold conversations that drive better outcomes.
• Be willing to travel internationally as required to engage with strategic customers and participate in key industry events.
• Hold the right to work and reside in Germany, with fluency in English being essential for day-to-day collaboration.

Nice to have

• Demonstrate prior ERP/SAP exposure, including S/4, ECC, and both Public and Private Cloud deployments within finance and procurement contexts.
• Bring experience selling automation platforms such as workflow, RPA, process mining, and IDP into finance and shared services environments.
• Show a history of winning against entrenched incumbents in highly competitive enterprise procurement scenarios.
• Possess knowledge of AI-driven automation trends and how they reshape traditional ERP and finance operating models.
• Highlight any background in change management or stakeholder engagement within large-scale transformation programs.

Practical notes

• This is a full-time position based in Germany.
• International travel may be required to service key accounts and attend industry events.
• Visa sponsorship may be considered for eligible candidates based on role and location requirements.
• Candidates must meet the listed requirements without exception.
• The selection process will prioritize candidates who align with the company values of ownership, excellence, transparency, and candour.
• Early applications are encouraged as roles are filled on a rolling basis.
• All discussions and negotiations will be conducted with candour and directness, reflecting the standards we expect from our teams.