Enterprise Account Manager (AE993FA)

Referment; Greater London; Remote; GBP 75,000 - 110,000; Full time

Job summary

Referment, a technology company applying AI and ML to major construction and infrastructure projects, is expanding its commercial team and seeks an Enterprise Account Manager to drive revenue across EMEA and APAC. You will build on an established enterprise base while bringing new clients on board, reporting to the VP of Commercial with autonomy.

This is selling a new category of software into complex, high-value organisations; sales cycles span quarters.

Qualifications

• 4+ years selling business-facing applications into large enterprises.
• Strong consultative selling approach with ability to forecast accurately.
• Ability to communicate complex concepts to senior buyers.
• Grit, tenacity and resourcefulness in a new category market.
• Experience selling SaaS into construction projects is a bonus.

Responsibilities

• Own new business and expansion across EMEA and APAC, from target qualification to closing and growth.
• Develop relationships with major owner-operators and contractors in the installed base.
• Qualify which businesses the product can serve and forecast outcomes.
• Help shape the go-to-market approach as the commercial function scales.

Skills

Enterprise sales

Consultative selling

Forecasting

Stakeholder management

Construction domain knowledge

Job description

Referment is working with a technology company that applies AI and machine learning to some of the world's largest construction and infrastructure projects. It combines a large historical dataset of project plans with forecasting models to help owner-operators and contractors make faster, more confident decisions about delay and cost risk, and its clients include major players across energy, utilities and transport.

The company is expanding its commercial team and wants an Enterprise Account Manager to drive revenue across EMEA and APAC. You'll build on an established enterprise customer base while bringing new clients on board, reporting to the VP of Commercial and working with real autonomy to shape how the business acquires and grows accounts.

This is a chance to sell a genuinely new category of software into complex, high-value organisations, where the sales cycle is measured in quarters and the problems are substantial.

The Role

• Own new business and expansion across EMEA and APAC, from qualifying target enterprises to closing and growing accounts.
• Work with an existing installed base of major owner-operators and contractors, developing those relationships further.
• Qualify which businesses the product can genuinely serve and forecast the outcomes of your work.
• Help shape the go-to-market approach as the commercial function scales.

What We're Looking For

• 4+ years selling business-facing applications into large enterprises.
• A strong grasp of complex, consultative sales — qualifying well and forecasting accurately.
• The ability to pick up new concepts quickly and communicate them to senior buyers.
• Grit, tenacity and resourcefulness; this is a new category and the path won't be handed to you.
• An understanding of construction and project management; experience selling SaaS into construction projects is a bonus.

Relevant Desirable Experience

• Familiarity with challenger-style selling, useful when introducing a product in a new category.
• An existing network across the civil engineering and construction sector.

This could suit an enterprise software seller looking to move into construction technology, or someone with a construction or engineering background who has moved into commercial roles and wants to work at the intersection of the two.

#Referment