Senior Territory Account Executive, the Baltics

United States Digital Space LLC; United States; Hybrid; USD 175,000 - 240,000; Full time

Job summary

United States Digital Space LLC is seeking a Senior Territory Account Executive to own the full sales cycle for enterprise software and SaaS solutions targeting Baltic accounts. You will develop strategic territory plans, drive new business, and expand existing client relationships while coordinating with cross-functional teams to deliver customer value.

The ideal candidate has deep B2B SaaS sales experience, a technical background, and strong communication skills.

Qualifications

• 6+ years of B2B selling experience in Enterprise Software or SaaS.
• Experience selling to mid-enterprise or enterprise accounts in the Baltics.
• Proven track record of new business acquisition and account expansion.

Responsibilities

• Develop and execute a comprehensive account/territory plan to achieve quarterly sales and annual revenue targets.
• Drive new business acquisition, expansion, and renewal within your territory.
• Build a robust sales pipeline through continual engagement and nurturing of key prospect accounts.
• Understand customer use-cases and map them to portfolio solutions.
• Craft and communicate compelling value propositions for company services; drive outbound campaigns.
• Accurately forecast commercial outcomes by managing a consistent sales process.

Skills

B2B sales

Enterprise software

SaaS sales

Customer relationships

Negotiation

Education

Bachelor's degree in a technical field or MIS

Tools

CRM software

Salesforce

Market analysis tools

Job description

About Us

At the company, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. the company protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by the company all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. the company was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.

At the company, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in.

Location: Hybrid - London or Munich

About the Department

Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together help our customers adopt the company and create great Internet-enabled experiences. The sales team at the company helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community.

About this Role

The Senior Territory Account Executive position effectively delivers the full sales cycle from prospecting to negotiating and closing sales with new & existing customers in line with business plans. Identify and progress cross sell opportunities to maximise revenue goals. Selling new products and generating additional sales revenue through effective sales outreach activity.

The ideal candidate will possess both a sales and technical background that enables them to drive engagement from administrative through executive levels within network operations, development and technical infrastructure teams.

Regional Focus:

the Baltics

The Ideal Candidate:

• Passionate about sales: You have a hunger to win and a desire to exceed your targets and reap the rewards.

• Strong customer service skills: You put the client first and you do what you say you’ll do.

• Personable, resilient and a culture champion: A friendly, warm and professional demeanour will get you far. You celebrate the ups and bounce back quickly from your missteps.

• Cool and calm under pressure: The ability to effectively manage competing priorities and solve multiple problems quickly is in your DNA.

Main Responsibilities:

• Develop and execute a comprehensive account/territory plan to achieve quarterly sales and annual revenue targets in a defined territory and/or account list.

• Drive new business acquisition (new customer logos), customer expansion (upsell and cross sell the company solutions), and renewal within your territory.

• Build a robust sales pipeline through continual engagement and nurturing of key prospect accounts.

• Understand customer use-cases and how they pair with the company’s portfolio solutions in order to identify new sales opportunities.

• Craft and communicate compelling value propositions for the company services. Drive awareness through regular outbound campaigns on product and feature roadmap updates.

• Effectively scale the territory with partners

• Accurately forecast commercial outcomes by running a consistent sales process, including driving next step expectations and contract negotiations.

• As a trusted advisor, build long-term strategic relationships with key accounts, to ensure customer adoption, retention and expansion. Regularly evaluate usage trends and articulate value to show the company impact and provide strategic recommendations during business reviews.

• Network across different business units with each of your accounts, and multi-thread to identify and engage new divisional buyers.

• Position the company's platform in each of your target customers, including the company One and the Connectivity Cloud to realize our full potential in every customer.

• Operate internally as a liaison with cross-functional teams to share key customer feedback and insights to improve customer experience and further investments with the company.

• Direct B2B sales experience, adept at new business acquisition and account management.

• Experience selling a technical, cloud-based product or service

• Working knowledge of the cloud infrastructure and security space

• Solid understanding of computer networking and Internet functioning.

• Keenness for learning technical concepts/terms. Technical background in engineering, computer science, or MIS is advantageous.

• Strong interpersonal communication skills (both verbal and written) and organizational skills

• Self-motivated with an entrepreneurial spirit.

• Comfortable working in a fast-paced dynamic environment.

• Willingness to travel frequently to visit customers and prospects

• Fluency in one of the following - Estonian, Latvian or Lithuanian

Knowledge/Experience:

• 6+ years of B2Bselling experience and selling Enterprise Software orSaaS (network security preferred) or Hardware solutions and services to Mid-Enterprise/ Enterprise customers

• Relevant direct experience, track record, and relationships within enterprise and mid-market accounts in the Baltics territory

• New Business & Expansion

• Experience managing longer, complex sales cycles

• Fast paced environment

• Enterprise IT/Cyber Security background

• Aptitude for learning technical concepts/terms (Technical background in engineering, computer science, or MIS a plus)

Compensation

For Germany based hires: Estimated annual salary is between €152,000 - €209,000.

This role is eligible to earn incentive compensation under the company’s Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan.

Equity

This role is eligible to participate in the company’s equity plan.

What Makes the company Special?

We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

Project Galileo