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Factbird provides real-time operational intelligence for manufacturing teams through plug-and-play hardware and cloud platform solutions. The company has 300+ customers across EMEA and is now building dedicated enterprise sales capability.
You will own a focused territory of named target accounts across EMEA, responsible for hunting new enterprise logos and leading complex deals from initial outreach through global rollout. This is a foundational commercial hire with the mandate to establish Factbird as the manufacturing intelligence standard across dozens or hundreds of customer sites.
Key responsibilities include:
**Territory & Pipeline Development**: Build your EMEA enterprise territory plan by defining target accounts, mapping the buying landscape and prioritizing opportunities. Personally generate the majority of your pipeline through account research, executive outreach, events, partner routes and referrals—not depending on inbound demand. Develop a clear point of view on each target account regarding operational constraints, change drivers, key stakeholders and measurable value creation.
**Deal Leadership**: Lead discovery that tests assumptions and exposes the cost of inaction. Use MEDDPICC as a decision framework to identify economic buyers, decision criteria, decision processes, competition, champions and commercial risks early. Own deals with complex buying groups, long sales cycles (6-18+ months), procurement processes and significant commercial value (£/€500k to £/€1m+).
**Stakeholder Navigation**: Build 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.
**Enterprise Value & Expansion**: Own commercial strategy for pilots and proof-of-value programs in partnership with Solutions Consulting and Customer Success. Define success measures before deployment, keep executives engaged and convert operational outcomes into CFO-grade business cases. Treat the first close as the start of an enterprise journey, establishing governance and expansion roadmaps to scale from one site to 20, 100+ sites.
**Playbook Development**: As one of the first dedicated enterprise hires in EMEA, help define how Factbird hunts, qualifies, forecasts and expands with its largest accounts. Bring strong points of view, challenge internal thinking when evidence supports it and raise decision quality.
You will report to the VP of Sales and work closely with Solutions Consulting, Customer Success, Finance, Legal and regional Sales leadership across EMEA and the US.
**Requirements**:
- 7+ years in complex B2B sales, ideally in enterprise SaaS, industrial technology, manufacturing technology or operationally critical categories
- Proven new-business track record: evidence of personally opening, creating and closing new enterprise logos (not only managing existing accounts or inherited pipeline)
- Experience building and growing an enterprise territory, ideally in EMEA
- Experience with £/€500k to £/€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, countries 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 in deal execution (not just training)
- Fluent English; German or another major European language is a strong plus
- 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 clear next steps
- Ability to develop clear account thesis, execute it and adapt as new evidence emerges
- Hunter mentality: energized by opening doors and building own pipeline
- Creates momentum and finds routes around resistance rather than waiting for circumstances to change
- Constructively challenging: comfortable testing thinking of customers, colleagues and leaders without confusing collaboration with agreement
- Combines confidence with coachability; brings experience and independent judgment without rigidity
- Treats territory as a business within the business, taking full ownership of strategy, execution, risk and outcome
