Enterprise Account Executive

IBM; Madrid; On-site; EUR 90,000 - 150,000; Full time

Job summary

IBM Global Sales Iberia is seeking an Enterprise Account Executive to lead Confluent data streaming initiatives across key enterprise accounts in GCC markets. You will drive revenue growth through consultative, value-driven selling and strategic account leadership.

Success requires deep industry experience, proficiency with MEDDPICC or Challenger methodologies, and a proven track record of meeting quotas within cloud/SaaS environments. Collaboration with engineers and partners is essential.

Qualifications

• 10+ years in quota-carrying B2B complex-deal sales.
• Experience in consultative, solution-selling in tech (SaaS/cloud/big data).
• Experience selling into GCC clients.

Responsibilities

• Drive Revenue Growth by acquiring new customers and expanding within enterprise accounts.
• Own and manage full sales cycle from prospecting to closing complex deals.
• Build a robust sales pipeline and engage C-level executives and stakeholders.

Skills

Quota carrying

Consultative selling

SaaS/Cloud

Data streaming

GCC market

Education

Bachelor's degree (Business/Technology)

MBA

Tools

MEDDPICC

Challenger

CRM systems

Job description

Introduction

At IBM Global Sales, we bring together innovation, collaboration, and expertise to help clients solve their most complex business challenges. Working across industries and geographies, you’ll partner with colleagues, clients, and partners to co-create solutions that drive digital transformation and lasting impact.Success in Global Sales is built on curiosity, empathy, and collaboration. You’ll connect technical understanding with strong people skills, building trusted relationships and shaping solutions that improve business and society. With world-class onboarding, continuous learning, and a supportive culture, IBM offers the tools and opportunities to grow your career. Join us and be part of a global team that’s passionate about driving innovation and making a difference.

Your Role And Responsibilities

As a member of the Confluent Iberia Team, the Enterprise Account Executive is responsible for selling Confluent Data Streaming into key enterprise accounts. We expect you to use your prospecting, sales, negotiation, and leadership skills to effectively sell Confluent offerings to leading companies to meet and exceed your quarterly sales target. You must possess a "consumption/growth" mentality with a proven track record of success within a value-driven sales model.

What You Will Do

• Drive Revenue Growth: Achieve and exceed quarterly and annual sales targets by driving net-new customer acquisition and expanding consumption within existing enterprise accounts.
• Strategic Sales Execution: Own and manage the entire sales cycle—from prospecting and discovery to negotiation and closing complex deals—using structured sales methodologies like MEDDPICC or Challenger.
• Prospecting & Pipeline Management: Proactively identify, qualify, and develop a robust sales pipeline, building strong relationships with C-level executives and senior stakeholders within GCCs.
• Consultative Selling: Understand customer needs and business problems, developing and presenting compelling value propositions tailored to specific business outcomes leveraging Confluent's data streaming platform.
• Solution Design & Collaboration: Partner closely with Solutions Engineers, Global Account Managers, Professional Services, and Customer Success teams to design effective technical solutions and ensure seamless customer experience.
• Market Expertise: Become an in-depth subject matter expert (SME) on Confluent's offerings, the broader data infrastructure, DataStreaming, and AI.
• Ecosystem Alignment: Work with the partner ecosystem across AWS, GCP, Azure, GSIs and GCC focussed Partners.
• Reporting & Forecasting: Maintain accurate CRM records, provide regular sales reports, and forecast sales accurately.

Required Technical And Professional Expertise

• 10+ years of experience in quota-carrying B2B complex-deal sales.
• Demonstrated success in consultative, solution-selling environments within technology (SaaS, cloud, big data, open-source, or enterprise IT solutions).
• Experience with selling into GCC clients is a must
• Proven track record of meeting or exceeding sales quotas consistently.
• Technical Knowledge: Strong understanding of data, cloud technologies, open-source, and the business value of data streaming/Kafka (Confluent) solutions.

Preferred Technical And Professional Experience

Education: A Bachelor's degree in Business, Technology, or a related field is required; an MBA is a plus