Senior Enterprise Account Executive - EMEA

FocalX ApS; København; On-site; DKK 801,000 - 2,136,000; Full time

Job summary

Focalx builds artificial intelligence that finds vehicle damage in finished vehicle logistics, car rental, and other use cases. The Senior Enterprise Account Executive will own enterprise deals from first outreach to signature on-site in Copenhagen, collaborating with the CEO and a technical pre-sales teammate, and occasionally traveling internationally to closes multi-country deals.

Deals are typically USD 100,000-500,000 ARR, often starting with a paid pilot that can grow into a 6- or 7-digit

Responsibilities

• Own the deal from first meeting to signature.
• Own enterprise deals from first outreach to signature.
• Deals are typically worth USD 100,000-500,000 in annual recurring revenue, often starting with a paid pilot that converts into a 6- or 7-digit USD deal.
• Build your pipeline and close it.
• Run the full cycle: Discovery, business case, pilot, procurement, negotiation, signature.
• Hold the buying committee across functions and countries, finding the signer and moving the deal forward.
• Sell with the agents and contribute to pricing, packaging, and go-to-market strategies.
• Work closely with the CEO and a technical pre-sales colleague; travel internationally when needed.

Job description

Senior Enterprise Account ExecutiveEnterprise Account Executive.

Copenhagen, on site.

Own the deal from first meeting to signature.

Focalx builds artificial intelligence that finds damage on vehicles in finished vehicle logistics, car rental and other use cases. Finished vehicle logistics is one of the largest supply chains in the world, and one of the least digitized. Most of it still runs on paper and manual damage checks.

Our customers are car makers, logistics providers, ports, rail operators and car rental fleets etc.

You build the pipeline and close it

This is not a role where a sales development team hands you leads and a script. You find the accounts, run the cycle and sign the contract.

You own enterprise deals from first outreach to signature. They are typically worth USD 100,000-500,000 in annual recurring revenue, and most start with a paid pilot that converts into a 6- or 7 digit USD deal.

You will work closely with our CEO, Morten Brøgger, and a technical pre-sales colleague, and you will on occasion travel to customers internationally. You own the budget, you close deals with everyone at Focalx contributing.

What you'll own:

Build your own pipeline

You contribute actively with insights and research defining our demand generation. We use all channels including outreach by all of us.

Run the full cycle

Discovery, business case, pilot, procurement, negotiation, signature. Before a pilot starts, you agree with the customer and our Customer Success what it has to prove. When the pilot ends, you use the positive ROI business case we build for the customer toclose the contract.

Hold the buying committee

Our deals involve operations, finance, technology and procurement teams, often in several countries. You find the person who signs, know who can block the deal, and keep it moving when it stalls.

Bring the field back to us

What you hear from buyers shapes how we price, package and sell. You tell us early, with a proposal attached. You contribute to the product and our go to market strategies in every aspect.

Sell with the agents

Parts of our sales work already run on agents that research prospects, keep HubSpot clean and draft follow-ups. You use them every day and push them further. We are running a very efficient new school startup.

Your traits:

Enterprise closer. You have personally carried large, complex deals to signature and owned the outcome. Long cycles and slow procurement don't put you off.

Buying committee control. You reach the person who signs, keep a committee moving in one direction, and revive deals others had written off.

Credibility in the room. People who have spent 30 years in logistics, Rental or other vehicle verticals take you seriously. You are calm, factual, direct and hard to rattle in a negotiation.

This might come from enterprise software, industrial sales or logistics technology. You don't need automotive experience. You do need to have closed large enterprise deals yourself.

This probably isn't for you if you want a territory, a script and a steady flow of inbound leads. Or if you would rather manage sellers from behind a desk, than sell. Or if you think artificial intelligence in sales is overhyped, or you want to work remotely.

You might be someone who

• Was the person your company sent in when a deal mattered most.
• Got tired of being one account executive of forty, with a territory and a script.
• Closed a deal everyone else had given up on.
• Closed a game changing deal for your company
• Has wondered whether you could do what founders do, and wants to find out.
• Automates your own research and follow-up so you can spend the time with customers.

What good looks like in 12 months

• One or Two strategic deals closed.
• The pilots you sell convert, because what they had to prove was agreed before they started.
• Your pipeline is one you built, and your forecast is one we can plan cash on.
• Complex deals reach signature instead of stalling in procurement.
• Buyers treat Focalx as a serious partner from the first meeting.

Why join:

Own deals from day one • Negotiate at founder level • Enterprise customers, small team • Work directly with the founders • Shape how Focalx sells