Account Executive, Enterprise, EMEA

Fullstory; Greater London; Ibrido; GBP 100.000 - 105.000; Tempo pieno

Vantaggi offerti da questo lavoro

Flexible PTO policy

Annual company-wide closure

Monthly productivity stipend

Office in London

Descrizione del lavoro

Fullstory is seeking an Enterprise Account Executive to own an Enterprise territory and drive both new business and expansion within existing accounts. You will engage with business and technical buyers and lead value-based demonstrations with Solutions Engineering and Professional Services. A hybrid London-based role requires weekly in-office attendance.

You’ll prospect, build account plans, and manage a healthy pipeline while leveraging AI tools to research accounts and summarize progress.

Competenze

• 3–5 years of quota-carrying SaaS closing experience selling into Upper Mid-Market or Enterprise accounts.
• Experience closing six-figure deals with multiple stakeholders.
• Track record of quota attainment with net-new and expansion revenue at an annual quota of $1M+.
• Comfort with value-based technical demonstrations and with AI/ML concepts.

Mansioni

• Own an Enterprise territory, responsible for business development, client engagement and generating new contracts and expansion revenue.
• Build and execute long-term account plans grounded in the Enterprise sales cycle.
• Prospect new business through cold calling, emailing, LinkedIn, and network.
• Engage with business and technical stakeholders—engineering, product, data, and ML—to show how Fullstory's data supports goals.
• Partner with Solutions Engineering and Customer Solutions Engineering to run technical evaluations and demonstrations.
• Manage pipeline with sales tools, forecast accurately and maintain deal-stage discipline.
• Use AI tools daily to research accounts and summarize deal activity.

Descrizione del lavoro

This is a hybrid position requiring in-office attendance 1 day per week at our London office. Candidates must reside within a commutable distance to be considered.

Fullstory's behavioral data is no longer just powering dashboards and session replay. It's becoming core infrastructure for how our customers build and debug AI-driven products. We're hiring an Enterprise Account Executive who can sell both stories: the enterprise analytics value Fullstory has always delivered, and the more technical conversation about how that same data helps engineering, product, and ML teams understand what their AI is actually doing in production.

This is a complex, full-cycle Enterprise sales role that requires speaking credibly to both business and highly technical buyers.

In a typical day, you might:

• Own an Enterprise territory, responsible for business development, client engagement, and generating both new customer contracts and expansion revenue within existing accounts.
• Build and execute long-term account plans for acquiring and growing accounts, grounded in a thorough understanding of the Enterprise sales cycle.
• Actively prospect new business through cold calling, cold emailing, LinkedIn outreach, and your own network.
• Engage credibly with both business and technical stakeholders, including engineering, product, data, and ML teams, articulating how Fullstory's behavioral data supports their goals, from customer experience to AI development.
• Partner with Solutions Engineering, Professional Services, and Customer Solutions Engineering to run value-based, technical evaluations and demonstrations.
• Manage pipeline accurately using our sales tools, with strong forecasting and deal-stage discipline.
• Use AI tools daily to research accounts, personalize prospecting outreach, and summarize deal activity and next steps.

Here’s what we’re looking for:

• 3–5 years of quota-carrying SaaS closing experience selling into Upper Mid-Market or Enterprise accounts, ideally to stakeholders in Product, Engineering, Data, or AI/ML organizations.
• Experience closing six-figure deals with multiple stakeholders, building relationships and multithreading across both business and technical buyers.
• Track record of quota attainment, including both net-new and expansion revenue, at an annual quota of $1M+.
• Comfort running or supporting value-based technical demonstrations and evaluations, with working knowledge of (or demonstrated ability to quickly ramp on) observability, LLMOps, or AI/ML concepts.
• Proven ability to both source and qualify net-new business and drive expansion within current accounts.

The base salary for this position ranges from £100,000 - £105,000 GBP. Including the base salary, this role has an OTE (on-target earnings) of £200,000 - £210,000 GBP. Total compensation will vary based on relevant experience, qualifications, and market conditions.

#LI-Hybrid #LI-BS1

About Fullstory

Fullstory is a leading behavioral data platform transforming how businesses understand and improve their digital experiences. Our technology empowers companies to uncover insights, optimize customer and employee journeys, and deliver exceptional online interactions. It makes every customer experience smoother and more personalized and empowers the employees behind the scenes.

We’re building something special at Fullstory- and we’re looking for teammates who are curious, collaborative, and driven to make an impact. We’re especially excited about the potential of AI to enhance efficiency, spark creativity, and elevate our work. If that resonates, explore our Winning Ways to see the values that guide how we work and grow together.

How we support you:

• Flexibility and Connection. We have a vibrant HQ in Atlanta and a tight-knit group in London. Fullstorians in those cities come to the office at least one day a week to build cross-functional relationships and stay connected. We also offer a flexible PTO policy and an annual company-wide closure, along with federal holidays.
• Benefits. Take care of the whole you. Fullstory offers sponsored benefit packages for US-based Fullstorians, and supplemental coverage options for international Fullstorians.
• Learning opportunities. We provide professional development opportunities through training programs and an annual learning subsidy for US and EMEA-based employees.
• Productivity support. US and EMEA-based Fullstorians receive a monthly productivity stipend.
• Team Collaboration. Connect with fellow Fullstorians through team off-sites and an annual full-company meet-up.
• Paid parental leave. Fullstorians balance the needs of their growing families without the added stress of figuring out work and finances.
• Bereavement leave, including miscarriage/pregnancy loss. Take the time to grieve and help your loved ones.

Fullstory is proud to be an equal-opportunity workplace dedicated to fostering an increasingly diverse community. We want candidates of all human varieties, backgrounds, and lifestyles. There’s no problem that can’t be made better by bringing together people with a broader set of perspectives.