Enterprise Account Executive, Icertis
UKI
More information about location
2 days a week in office (Bank, London)
AI-powered contract management & intelligence platform
Job no longer available
AI-powered contract management & intelligence platform
1001+ employees
Job no longer available
More information about location
2 days a week in office (Bank, London)
1001+ employees
Company mission
To empower companies to realize the full intent and higher purpose of every contract, so they can build trust, strengthen bonds, and create a better world.
Role
Who you are
- A hunter’s mentality with a consistent track record of achieving or exceeding sales quotas of over $1m ARR annually
- Experience orchestrating complex direct and indirect sales cycles involving multiple technical and business stakeholders
- Proven strategic pursuit skills and comfort with targeted prospecting
- A strong understanding of customer and industry business drivers, applying this knowledge to manage sales opportunities effectively
- Experience managing complex sales cycles and closing large enterprise software sales
- Business acumen with experience in MEDDICC and/or Challenger sales methodologies, coupled with the discipline to follow a proven sales process from start to finish
- Organizational, presentation, and interpersonal skills
- Extensive background in selling to enterprise accounts, managing business pipelines, and revenue forecasting
- Strategic thinking and negotiation skills
- Experience working with strategic partners like SAP and Microsoft, and managing relationships with GSIs such as Accenture, PwC, and Deloitte
- Desirable experience in selling to C-Level Legal, Procurement, and Sourcing stakeholders
- A flexible, coachable, intellectually curious, accountable, and collaborative mindset
What the job involves
- As our Enterprise Sales Director, you'll be instrumental in driving sales by uncovering potential customers' business needs and showcasing the value of our innovative solutions
- In this role, you'll navigate complex sales cycles, positioning our Icertis platform as a comprehensive solution to executive and economic influencers across various sectors
- You'll guide these stakeholders from initial engagement to successful deal closure, managing a portfolio of strategic and large enterprise accounts across the UK and Ireland, with a focus on new logos
- This position does not include people management responsibilities
- Own the full sales cycle for new business customers, from targeted outreach to inbound qualification, discovery, value selling, and closing
- Identify and address customer pain points related to Legal, Procurement/Sourcing, and Sales processes
- Demonstrate how Icertis solutions meet specific regulatory and compliance requirements
- Communicate the financial and strategic benefits of our solutions clearly and persuasively
- Strategically coordinate and leverage internal resources, including inside sales, technical presales, partner sales, executives, and delivery teams
- Utilize account-based Sales and Marketing techniques to strengthen the sales pipeline
- Build and maintain a network of stakeholders, identifying key economic, technical, and user influencers in deals
- Showcase a deep understanding of customer needs during discussions with economic influencers
- Maintain strong customer relationships at the C-level, managing proposal creation, pricing strategies, and deal negotiations to closure
- See data as a strategic asset and maintain strong CRM hygiene throughout the sales process
- Deliver compelling presentations that highlight the value of the Icertis platform and motivate action
- Align customer business needs with our solutions, establishing Icertis as the preferred vendor
Salary benchmarks
Our take
As part of its pitch, Icertis cites World Commerce & Contracting research which shows that optimized contract development and management can save companies an average of 9% of their annual revenue. It may seem that the company is targeting small margins, but with customers including Google, Microsoft, and Johnson & Johnson, the real numbers are huge.
The 2009-founded company offers a comprehensive range of products to manage every stage of a contract lifecycle from setup to approval and reporting, but its main value differentiator might be its AI applications, which can analyze previous negotiations at scale and visualize deep data insights on performance.
The company has seen a steady stream of investment since its founding and is using its 2022 VC from German multinational SAP to deepen the integration between the two companies' software tools. Alongside a range of other lucrative partnerships, Icertis has gained further attention due to its winning the 2023 Artificial Intelligence Excellence Award, led by Business Intelligence Group.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 8 rounds)
Mar 2025
$50m
LATE VC
Oct 2022
$75m
CONVERTIBLE
Total funding: $416m
Company HQ
Bridle Trails, Kirkland, WA
Leadership
Samir Bodas
(Co-Founder & CEO)Before co-founding Icertis they held multiple leadership roles at Microsoft, and was CEO of two IT services firms, Disha Technology and Aztecsoft, overseeing rapid growth followed by successful exits.
Monish Darda
(Co-Founder & CTO)Co-inventor of two patents in cloud resource management and provisioning. Led a string of successful ventures prior to co-founding Icertis, including the launch of BladeLogic’s India R&D (acquired by BMC Software).
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