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M-Files is a context-first document management and intelligent information management platform serving over 6,000 customers across 100+ countries. The company organizes content around business context using metadata-driven architecture, enabling secure collaboration, process automation, and governance at scale.
As an Account Executive, you will drive revenue growth by identifying, qualifying, and closing new business opportunities while expanding existing customer relationships. You will serve as a trusted advisor to prospects and customers, educating them on the M-Files platform and tailoring solutions to their unique business needs. This role requires an entrepreneurial mindset, deep solution-selling expertise, and strong cross-functional collaboration.
Key Responsibilities:
- Prospect, qualify, and close new logo opportunities within assigned territories or verticals
- Identify upsell and cross-sell opportunities within existing customer accounts
- Conduct discovery conversations to understand customer challenges and align M-Files solutions
- Deliver compelling product demonstrations and lead consultative sales discussions
- Build and manage a strong sales pipeline using CRM tools (e.g., Salesforce)
- Partner with Sales Engineering, Customer Success, Marketing, and other internal teams to deliver high-quality customer experience
- Generate proposals, lead contract negotiations, and close deals with multiple stakeholders
- Stay informed on product capabilities, competitive positioning, and market trends
- Travel for key customer meetings, industry events, or onsite presentations as needed
You will interface directly with Sales team members, Sales Engineers, Business Development Representatives, Professional Services, Customer Success, Product Management, and Marketing.
Requirements:
- Bachelor's degree and/or equivalent work experience
- 3–5 years of full-cycle B2B SaaS sales experience, preferably in information management, enterprise software, or content/document management
- Demonstrated success in both new business acquisition and account expansion
- Strong communication and presentation skills (written and verbal)
- Consultative selling skills and ability to lead technical discoveries
- Experience navigating complex sales cycles and working with multiple stakeholders
- Highly motivated, organized, and results-driven
- Proficient in Salesforce or similar CRM platforms
Preferred Experience:
- Familiarity with solution selling frameworks (e.g., SPICED, MEDDIC, Challenger)
- Experience selling to mid-market or enterprise accounts
- Background in Energy, Utilities, Professional Services, or other knowledge work industries
- Experience in a fast-paced, high-growth SaaS environment
