Public Sector Account Executive – Data & AI

Confidential; Madrid; Presencial; EUR 60.000 - 90.000; Jornada completa

Descripción de la vacante

Confidential is seeking a senior public sector sales professional to drive growth in the Spanish public administration and EU institutions. The candidate will manage the full procurement lifecycle, from opportunity identification to contract award, building relationships with senior stakeholders. Ideal candidates will have a proven track record of selling AI and cloud solutions to the public sector, and will be fluent in Spanish and English. The role involves developing sales strategies and participating in public sector events.

Formación

• Proven experience selling AI, Data, SaaS or cloud solutions to the public sector.
• Strong track record managing full public procurement cycles (RFPs, frameworks, DPS, etc.).
• Solid knowledge of public procurement regulations (Spain, EU, UK).
• Experience engaging senior stakeholders (C-level, Directors, public officials).
• Fluent in Spanish and English, additional EU languages are a plus.

Responsabilidades

• Define and execute the sales strategy across Spain and EU institutions.
• Own the full procurement lifecycle from opportunity identification to contract award.
• Build trusted relationships with senior stakeholders in the public sector.
• Generate new opportunities through proactive engagement and market consultations.
• Manage negotiations within public procurement frameworks.

Conocimientos

Selling AI, Data, SaaS or cloud solutions

Managing full public procurement cycles

Knowledge of public procurement regulations

Generating pipeline before formal tenders

Engaging senior stakeholders

Managing long, complex sales cycles

Communication and presentation skills

Fluent in Spanish and English

Descripción del empleo

We are looking for a senior public sector sales professional to drive our growth across the Spanish public administration, EU institutions and the UK public sector.

This role requires a deep understanding of public procurement processes and a proven track record of winning competitive tenders for complex Data & AI solutions. You will operate across the full lifecycle — from early engagement to contract award — building trusted relationships with senior stakeholders and positioning the company for success in highly regulated environments.

What you will do

• Public Sector Sales Strategy & Execution
• Define and execute the sales strategy across Spain (central, regional and local), EU institutions and the UK public sector.
• End-to-End Tender Management
• Own the full procurement lifecycle: opportunity identification, bid preparation, submission, oral defence and award.
• Build pipeline proactively through market consultations, procurement monitoring and pre-tender engagement.
• Full Sales Cycle Ownership
• Lead complex, long-cycle deals using structured methodologies (e.g. MEDDIC / MEDDPIC).
• Stakeholder Management
• Build trusted relationships with senior decision-makers (CIOs, CDOs, Directors, Procurement leaders).
• Business Development (Hunter Role)
• Generate new opportunities through proactive engagement, events and positioning before tenders are published.
• Collaborate with internal teams (technical, legal, finance) to deliver high-quality, compliant and competitive proposals.
• Contracting & Frameworks
• Manage negotiations within public procurement frameworks (framework agreements, DPS, innovation partnerships).
• Market Expertise
• Apply deep knowledge of public sector buying processes for Data, AI and cloud solutions.
• Cross-functional Collaboration
• Work closely with Marketing, Product, Legal, Bid Management and Customer Success teams.
• Forecasting & Reporting
• Maintain accurate pipeline and forecast by procurement phase.
• International Expansion
• Support growth across European markets and cross-border opportunities.
• Brand Representation
• Represent the company in public sector events and industry forums.

What we are looking for

• Proven experience selling AI, Data, SaaS or cloud solutions to the public sector
• Strong track record managing full public procurement cycles (RFPs, frameworks, DPS, etc.)
• Solid knowledge of public procurement regulations (Spain, EU, UK)
• Strong hunter profile, with ability to generate pipeline before formal tenders
• Existing network within Spanish public administration and/or EU institutions
• Experience engaging senior stakeholders (C-level, Directors, public officials)
• Ability to manage long, complex, multi-stakeholder sales cycles
• Experience in regulated environments (GDPR, ENS, EU frameworks, etc.)
• Exposure to European markets (Spain, UK, EU)
• Strong communication and presentation skills (including bid defence)
• Fluent in Spanish and English (additional EU languages are a plus)
• High level of ownership, autonomy and attention to detail

Data Privacy Notice

All personal data provided will be processed solely for the purpose of managing your application. By submitting your application, you consent to the processing of your data.

We are an equal opportunity employer and are committed to building a diverse and inclusive workplace. All qualified applicants will be considered for employment regardless of gender, gender identity or expression, sexual orientation, marital status, age, disability, nationality, ethnicity, religion, or any other characteristic protected by applicable law.

In compliance with Spanish equality legislation, we promote equal treatment and opportunities between women and men and ensure non-discrimination throughout our recruitment processes.