Specialist Seller, EMEA Enterprise

United States Digital Space LLC; United States; Remote; USD 140,000 - 230,000; Full time

Job summary

United States Digital Space LLC is seeking a high-impact Enterprise Specialist (Overlay) to lead GTM execution for our Connected Equipment frontier. You will partner with Account Executives to build deep relationships with large, complex accounts and drive value from new products as part of the platform.

This remote role is open to candidates residing in the United Kingdom. You will be aligned by segment and product, with incentives tied to quarterly product sales targets and a focus on

Qualifications

• 5+ years in complex, full-cycle Enterprise sales.
• Proven track record with £500k+/€500k+ ARR transactions.
• Experience navigating 6- and 7-figure deals with multiple stakeholders.
• Entrepreneurial agility selling new products.
• Experience in specialist/overlay co-selling with a mainline AE team.
• Second language at business level in French or German.

Responsibilities

• Architect deals aligning new products value with customer use cases for maximum ROI.
• Co-generate new product pipeline with ADRs/AEs for high propensity accounts.
• Drive strategy and pilot/trial success.
• Provide commercial insights and pricing benchmarks for a competitive market.
• Partner with GTM and Product to feedback insights and influence roadmap.
• Build frameworks, assets and insights scalable across the sales org.
• Travel 20%+ to meet customers and advance deals.
• Champion the company’s cultural principles and foster a growth mindset.

Skills

Enterprise sales

Quota attainment

Stakeholder management

Multi-geo deals

Second language (French or German)

Job description

Who we are

the company (NYSE: IOT) is the pioneer of the Connected Operations™ Cloud, which is a platform that enables organizations that depend on physical operations to harness Internet of Things (IoT) data to develop actionable insights and improve their operations. At the company, we are helping improve the safety, efficiency and sustainability of the physical operations that power our global economy. Representing more than 40% of global GDP, these industries are the infrastructure of our planet, including agriculture, construction, field services, transportation, and manufacturing — and we are excited to help digitally transform their operations at scale.

Working at the company means you’ll help define the future of physical operations and be on a team that’s shaping an exciting array of product solutions, including Video-Based Safety, Vehicle Telematics, Apps and Driver Workflows, and Equipment Monitoring. As part of a recently public company, you’ll have the autonomy and support to make an impact as we build for the long term.

About the role:

the company is seeking a high-impact, strategic seller to lead the go-to-market execution for our newest frontiers in Connected Equipment. As an Enterprise Specialist (Overlay), you will partner with our Account Executives (AEs) to build deep partnerships with our largest, most complex accounts. You aren't just selling a tool; you are pioneering GTM, ensuring our customers realize continuous value from new products as a part of the overall platform.

This specialist reports into the VP of Sales, EMEA and will be aligned by segment and product. AEs on the team are charged with accelerating the growth of one or more new product(s) and will be incentivized on quarterly product sales targets mapped to mainline sellers in the segment. Product Specialist sellers drive growth through strategic, high-value deal executing and enabling the segment overall to be successful.

This is a remote position open to candidates residing in the United Kingdom.

You should apply if:

• You want to impact the industries that run our world: Your efforts will result in real-world impact – helping to keep the lights on, get food into grocery stores, and most importantly, ensure workers return home safely.

• You have an innate curiosity about how businesses work: One day you’re meeting with a VP of Operations in waste management; the next, you’re diving into the logistics of a global food distributor. You seek to understand the "unit of value" for every customer.

• You build genuine, high-stakes relationships: Our customers operate in "boots-on-the-ground" industries. They value earned trust and partners who understand their operational realities.

• You want to be with the best: the company’s high-performance culture means you’ll be surrounded by the best and challenged to go farther than you have before.

• You are a team Player: In an overlay role, your success is tied to the success of the broader account team. You lead through influence, not just authority.

In this role, you will:

• Architect deals that align the company’s new products value with customer use cases to provide maximum value and return on investment

• Co-generate new product pipeline with ADRs/AEs across high propensity to buy accounts

• Drive strategy and pilot/trial success

• Provide commercial insights and pricing benchmarks often for unique set of competitors in the market

• Partner with GTM and Product to feed back insights and help shape roadmap

• Build frameworks, assets and insights that scale across the sales org

• Travel 20%+ to meet customers where they physically operate and to advance solutions and deals

• Champion, role model, and embed the company’s cultural principles (Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, Win as a Team) as we scale globally and across new offices

Minimum requirements for the role:

• 5+ years in complex, full-cycle Enterprise sales.

• Proven Track Record: Consistent quota over-achievement in complex accounts with £500k+/€500k+ ARR transactions.

• Deal Complexity: Demonstrated success navigating 6- and 7-figure deals involving multiple stakeholders (Legal, Procurement, InfoSec, and C-Suite).

• Entrepreneurial Agility: Experience selling new products where the playbook is still being written.

An ideal candidate also has:

• Experience working in a specialist/overlay co-selling with a mainline AE team.

• Second language experience in French or German at business-level proficiency.

Total Rewards

At the company, we build for the people who keep the global economy moving. We want owners, not passengers, which is why our rewards are designed to fuel high-impact builders. Our compensation program delivers above-market total compensation through a combination of base salary, performance-based bonus/variable pay, and equity (for eligible roles) in a high-growth public company. We meaningfully differentiate pay for our top performers, who have the opportunity to earn above-market compensation that can outpace the broader market over time.

Beyond compensation, we provide the foundations that enable long-term success: a flexible, employee-led remote model, a professional development stipend, comprehensive health and parental leave plans, and more. If you’re ready to build for the long term and own the outcome, your journey starts here.

Flexible Working

At the company, we embrace a flexible working model that caters to the diverse needs of our teams. Our offices are open for those who prefer to work in-person and we also support remote work where it aligns with our operational requirements. For certain positions, being close to one of our offices or within a specific geographic area is importance to facilitate collaboration, access to resources, or alignment with our service regions. In these cases, the job description will clearly indicate any working location requirements. Our goal is to ensure that all members of our team can contribute effectively, whether they are working on-site, in a hybrid model, or fully remotely. All offers of employment are contingent upon an individual’s ability to secure and maintain the legal right to work at the company and in the specified work location, if applicable.

Belonging at the company

At the company, we welcome everyone regardless of their background. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender, gender identity, sexual orientation, protected veteran status, disability, age, and other characteristics protected by law. We depend on the unique approaches of our team members to help us solve complex problems and want to ensure that the company is a place where people from all backgrounds can make an impact.

Accommodations

the company is an inclusive work environment, and we are committed to ensuring equal