Senior Enterprise Account Executive - New Business

What you'll do

In this role, you will lead the full outbound enterprise sales execution for AppGlass across Europe. You will work independently to self-source opportunities, map complex organization structures, and gain access to senior technical decision-makers. You will collaborate closely with our Product Lead to refine our Ideal Customer Profile (ICP), funnel strategy, and product messaging based on real-world interactions. You will own the entire commercial relationship – from initial discovery through security, procurement, and contract execution – directly influencing how our product scales in the global enterprise market.

• Identify and reach relevant engineering decision-makers within target enterprise accounts.
• Source your own sales pipeline through professional networking, targeted outreach, referrals, and industry events.
• Lead comprehensive discovery sessions and commercial conversations with technical champions and economic buyers.
• Drive enterprise pilot programs forward, ensuring clear alignment between user feedback and commercial goals.
• Navigate complex security reviews, legal negotiations, procurement cycles, and vendor onboarding processes.
• Negotiate and finalize B2B commercial agreements to secure new enterprise customers.
• Deliver structured feedback from prospects to product teams to help continuously refine positioning and features.

What you'll bring

• A problem-solving mindset that enjoys turning early-stage product complexity into clear, structured business value.
• The autonomy to drive enterprise deals independently and take full accountability for the revenue outcomes.
• Strong communication skills, with the ability to discuss technical engineering concepts intelligently with developers and financial realities with executives.
• A commitment to building long-term trust with clients over securing quick, transactional wins.
• Resilience and adaptability when navigating the ambiguous, evolving landscape of a new product launch.

What you'll need

• A proven track record of closing enterprise B2B sales for highly technical products, such as developer tools, observability, infrastructure, cloud, or security software.
• The demonstrated capability to open major enterprise accounts from zero without relying on pre-existing inbound leads.
• An established professional network among engineering leaders and senior technology executives.
• Hands-on experience navigating complex enterprise procurement, legal frameworks, compliance hurdles, and information security evaluations.