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Factbird provides real-time operational intelligence for manufacturing teams through plug-and-play hardware and cloud platforms. The company is building a dedicated enterprise sales capability to win and expand large, complex manufacturers globally.
You will serve as the strategic commercial lead for a focused portfolio of named enterprise accounts, responsible for the full lifecycle of high-stakes deals from initial hypothesis through global rollout. This is a foundational hire with the mandate to shape how Factbird creates, closes, and expands its most important accounts.
Key responsibilities include:
**Create the opportunity**: Develop a point of view on each named account—identifying where operational performance is constrained, why change matters now, who owns the problem, and how Factbird creates measurable enterprise value. Build pipeline personally through disciplined account research, executive outreach, internal champions, partner routes, and relevant transformation events rather than depending solely on inbound demand.
**Shape the decision**: Lead discovery that tests assumptions and exposes the cost of inaction. Use MEDDPICC as a decision framework to identify the Economic Buyer, decision criteria, decision process, competition, champions, and commercial risks early enough to influence outcomes.
**Navigate complexity**: Build and lead multithreaded strategies across Operations, IT, Finance, Procurement, Legal, and executive leadership. Anticipate deal stalls, surface difficult issues directly, and create credible routes around technical, political, financial, and organizational blockers.
**Prove enterprise value**: Own commercial strategy for pilots and proof-of-value programs in partnership with Solutions Consulting and Customer Success. Define success measures before deployment, maintain executive visibility, and convert operational outcomes into CFO-grade business cases with clear paths to scale.
**Lead the commercial close**: Own deals involving complex buying groups, extended sales cycles, procurement processes, legal negotiation, and significant commercial value. Develop deal strategies that protect value while simplifying the path to signature.
**Turn one site into a global program**: Treat the initial close as the start of the enterprise journey. Establish executive sponsorship, governance, deployment principles, and expansion roadmaps to convert one site into dozens or hundreds.
**Raise the standard**: As a foundational member of the enterprise team, help sharpen Factbird's account strategy, qualification discipline, deal reviews, value methodology, and global expansion playbook. Bring strong points of view and challenge internal thinking when evidence calls for it.
You will report to the VP of Sales and act as the commercial lead within a Global Enterprise Pod, partnering closely with Solutions Consulting, Customer Success, Finance, Legal, and regional Sales leadership across EMEA and the US.
Within your first 12 months, success means building credible multithreaded strategies across named accounts, personally creating and advancing qualified opportunities with senior executive sponsorship, establishing clear decision paths for complex pursuits, converting operational value into financially credible business cases, progressing pilots with explicit success criteria, building expansion plans to take Factbird from initial site to global standard, and raising the quality of enterprise account planning across the team.
**Requirements:**
- 7+ years in complex B2B sales, ideally in enterprise SaaS, industrial technology, manufacturing technology, or another operationally critical category
- Evidence of personally creating, closing, and expanding complex enterprise opportunities, rather than only managing opportunities generated by others
- Experience navigating £/€500k–£/€1m+ deal complexity, or equivalent combination of contract value, stakeholder breadth, deployment risk, and commercial sophistication
- Success across sales cycles of 6–18 months or longer, involving multiple functions, sites, geographies, and senior decision-makers
- Track record of converting initial deployments or pilots into meaningful multi-site expansion
- Strong command of MEDDPICC or equivalent enterprise qualification discipline, demonstrated through how you run deals rather than training credential alone
- Credibility with COOs, CFOs, CIOs, and senior operational leaders
- Ability to build business cases based on measurable operational and financial outcomes
- Strong commercial judgment across pricing, negotiation, procurement, legal complexity, and value protection
- Disciplined forecasting grounded in customer evidence and explicit next steps
- Ability to develop clear account thesis, translate it into action, and adapt as new evidence emerges
- Constructively challenging mindset; comfortable testing thinking of customers, colleagues, and leaders
- Ability to create momentum and diagnose blockers when deals encounter resistance
- Combination of confidence with coachability; brings experience and independent judgment without rigidity
- Treats each account as a business within the business, taking full ownership of strategy, execution, risk, and outcome
- Energized by complex, long-cycle pursuits where disciplined thinking and persistence create advantage
