Senior Enterprise Account Executive
Company:Forto
Location:Europe, Americas, other international markets (remotely from EU timezone), EU timezone
Languages:English, German
Seniority level:Senior, 6+ years
Experience:6+ years
Skills:
Project ManagementArtificial IntelligenceBusiness DevelopmentBusiness IntelligenceMachine LearningRESTful APIsNegotiationAccount ManagementSales experienceLead GenerationCRMSaaS
Requirements:
Minimum 6 years of enterprise SaaS sales experience with a proven record of closing 6- to 7-figure ARR deals and outperforming quota. Proven ability to lead complex, multi-stakeholder sales cycles using structured qualification frameworks (MEDDIC, MEDDPICC, or equivalent). Experience selling integrated AI / platform solutions requiring enterprise system integration (e.g., ERP, TMS, WMS). Deep consultative selling skills, uncovering and quantifying customer pain points, building value-based business cases, and navigating decision criteria and process. Strong network and credibility among enterprise software buyers, ideally within logistics, supply chain or other vertical SaaS markets. Strong command of SaaS metrics and economics (ACV, ARR, retention, expansion, ROI). High ownership and self-starter mindset: thrives in an ambiguity, builds structure where none exists, and contributes to shape process and GTM and playbook from the ground up. Excellent communication and executive presence; comfortable engaging C-suite and technical leaders alike. Fluent in English; German is an advantage. Based in Europe (EU or UK). Open to covering the Americas and other international markets remotely from the EU timezone.
Responsibilities:
Drive new enterprise customer acquisition across target markets in Europe and selected international markets. Lead the full end-to-end SaaS sales cycle: pipeline generation, qualification, demo, pilot, negotiation, and close following MEDDICC/MEDDPICC discipline. Quantify and articulate customer pain using measurable metrics and RIO, aligning every proposal to business outcomes and cost efficiency. Engage and build trust with C-suite and senior stakeholders. Understand and navigate customer decision processes. Partner cross-functionally with Product, Engineering, and Operations to shape solutions. Contribute to go-to-market strategy. Maintain accurate pipeline, forecast and CRM hygiene. Act as the voice of the customer internally. Model FortoLabs’ consultative and value-based selling culture, mentoring other team members.
