Digital Account Executive - Nordics

Professional Transportation Consulting, Inc.; Barcelona; Hybrid; EUR 50,000 - 80,000; Full time

Benefits offered by this job

Pension Plan

Restaurant card

Healthcare (medical, dental, vision)

Job summary

PTC, based in Barcelona, Spain, is seeking a Digital Account Executive to drive net-new pipeline and revenue growth in the Commercial segment. The role focuses on untapped prospecting, MEDDIC-based qualification, and end-to-end deal progression with cross-functional support from CAMs, Marketing, and Channel Partners.

The Digital AE operates as a hunter, leveraging digital campaigns, territory planning, and partner collaboration to create opportunities and accelerate revenue realization.

Qualifications

• 3+ years of Inside Sales, Business Development, SDR, BDR, or related software sales experience.
• Proven experience generating outbound pipeline.
• Experience with a structured qualification methodology (MEDDIC preferred).
• Demonstrated CRM experience, e.g., Salesforce.
• Previous quota-carrying sales experience.
• Experience selling enterprise software or SaaS solutions.
• Experience working with channel partners or indirect sales.
• Experience engaging Commercial and Mid-Market customers.
• Fluency in English and any Nordic Language.

Responsibilities

• New Business Development & Prospecting to identify opportunities.
• Develop and execute territory plans focused on target accounts.
• Create opportunities through outbound calls, emails, social selling, and partner engagement.
• Qualify opportunities and progress them through the sales cycle to close.
• Manage the pipeline, forecast, and opportunity hygiene in CRM.
• Collaborate with Partners, CAMs, Marketing, and Field Sales to accelerate growth.

Skills

Outbound prospecting

Opportunity creation

Consultative selling

Negotiation & closing

Executive communication

Tools

Salesforce

Job description

Our world is transforming, and PTC is leading the way.Our software brings the physical and digital worlds together, enabling companies to improve operations, create better products, and empower people in all aspects of their business.

Our people make all the difference in our success. Today, we are a global team of nearly 7,000 and our main objective is to create opportunities for our team members to explore, learn, and grow – all while seeing their ideas come to life and celebrating the differences that make us who we are and the work we do possible.

Digital Account Executive (Digital AE)

Location: Barcelona, Spain

Department: Inside Sales (ISS)

The Digital Account Executive (Digital AE) is a quota-carrying sales role responsible for driving net-new pipeline and revenue growth across PTC's portfolio within prospect accounts across the Commercial segment.

This role focuses on identifying and engaging previously untapped prospects, creating demand through outbound prospecting, qualifying opportunities using the MEDDIC framework, and progressing opportunities through to close. The Digital AE operates as a hunter, developing new business opportunities through a combination of digital engagement, targeted campaigns, territory planning, and partner collaboration.

Successful Digital AEs demonstrate strong prospecting discipline, commercial acumen, and the ability to manage opportunities end-to-end. Transactions may be fulfilled through PTC's e-commerce platform where appropriate or through assigned channel partners within the territory.

The Digital AE works cross-functionally with Channel Account Managers (CAMs), Marketing, Business Development, Segment Specialists, Customer Success, Channel Partners, and Field Sales teams to accelerate pipeline creation and revenue growth. This role aligns closely with PTC's Inside Sales vision of increasing pipeline creation, new customer acquisition, and scalable digital selling motions.

Key Responsibilities

• New Business Development & Prospecting
• Develop and execute territory plans focused on identifying and penetrating prospect accounts.
• Create new opportunities through outbound calling, email, social selling, digital campaigns, and partner engagement.
• Consistently uncover and engage new buying centers and decision-makers within target organizations.
• Drive proactive pipeline creation aligned to quarterly and annual targets.
• Establish credibility with executive and business stakeholders to uncover digital transformation initiatives.

Opportunity Qualification & Management

• Qualify opportunities using the MEDDIC qualification methodology.
• Build and execute account pursuit plans to progress opportunities through the sales cycle.
• Identify customer business challenges and align appropriate PTC solutions to those needs.
• Maintain accurate pipeline, forecasting, and opportunity hygiene within Salesforce.
• Advance opportunities from initial engagement through proposal, negotiation, and close.

Revenue Generation

• Achieve assigned New ACV bookings quota and pipeline creation targets.
• Drive revenue across the full PTC portfolio
• Manage transactional and mid-complexity opportunities from discovery through closure.
• Leverage digital selling motions and e-commerce routes where appropriate to accelerate revenue realization.

Partner & Ecosystem Engagement

• Collaborate with regional channel partners to accelerate qualified opportunities and drive successful deal execution.
• Engage Partner Sales Representatives (PSRs) and partner leadership to extend market coverage and improve win rates.
• Coordinate opportunity reviews and execution plans with partners to drive forecasted opportunities to closure.
• Balance direct customer engagement with effective partner-led execution models.

Cross-Functional Collaboration

• Partner with Marketing on targeted campaigns and pipeline-generation initiatives.
• Work closely with Channel Account Managers, Segment Sellers, Technical Specialists, Business Development Representatives, and Field Sales teams.
• Leverage internal resources to maximize customer engagement and conversion rates.
• Share market insights and customer feedback to support go-to-market improvements.

Success Metrics

Primary Metrics

• New ACV bookings quota attainment
• Pipeline creation attainment
• Qualified opportunity generation
• Forecast accuracy
• Opportunity conversion rates

Secondary Metrics

• MEDDIC compliance and qualification quality
• Sales cycle progression
• Partner engagement effectiveness
• Pipeline coverage and health

Required Skills & Competencies

• Strong outbound prospecting and hunting capability.
• Ability to create opportunities from cold and warm prospect engagement.
• Consultative selling and discovery expertise.
• Strong negotiation and closing skills.
• Executive-level communication and presentation skills.

Personal Attributes

• Highly self-motivated and results-oriented.
• Thrives in a fast-paced, target-driven environment.
• Resilient and persistent in opportunity creation.
• Strong organizational and time-management skills.
• Comfortable dealing with ambiguity and building opportunities from scratch.

Required Experience

Minimum Qualifications

• 3+ years of Inside Sales, Business Development, SDR, BDR, or related software sales experience.
• Proven experience generating outbound pipeline.
• Experience working within a structured qualification methodology (MEDDIC preferred).
• Demonstrated experience managing opportunities within CRM platforms such as Salesforce.
• Previous quota-carrying sales experience.
• Experience selling enterprise software or SaaS solutions.
• Experience working with channel partners or indirect sales models.
• Experience engaging Commercial and Mid-Market customers.
• Exposure to Manufacturing, Product Development, Engineering, or Digital Transformation solutions
• Fluency in English and any Nordic Language

What We Offer:

• Pension Plan
• Ticket restaurant card
• Healthcare that includes dental and eye care
• Mentorship program and exposure to senior leadership – start building your professional network now!
• Develop soft and hard skills, growing your career on a daily basis based on your strengths and interests
• Over 15 nationalities in our office - join a dynamic and multicultural workforce
• Brand new offices in Poblenou (One Parc Central), with rooftop terrace and sea views
• Hybrid working model: 3 days per week in the office
• Diversity & Inclusion, Earth Week, Employee Resource Groups, and much more
• Team events & team building, family days, Social Fridays with your PTC family
• Recognized Best Place to Work 5 times!

Take a look at our Barcelona office: Open Day at PTC's Barcelona Office (youtube.com)

#LI-DNI

Life at PTC is about more than working with today’s most cutting-edge technologies to transform the physical world. It’s about showing up as you are and working alongside some of today’s most talented industry leaders to transform the world around you.

If you share our passion for problem-solving through innovation, you’ll likely become just as passionate about the PTC experience as we are. Are you ready to explore your next career move with us?

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