Enterprise AE (AMER/EMEA Region)

Reports to: Enterprise Sales Director (Global)

Hours: 40 Hours a Week (Mon-Fri 1pm-9pm GMT) Hybrid

About us

3T Software Labs has one mission: to build the finest NoSQL tools available. Over the last six years we have firmly established ourselves at the forefront of NoSQL innovation and the NoSQL tooling market with over 400,000 active users of our industry leading IDE, Studio 3T. We have teammates from over 30 nationalities working both from our offices and remotely in Berlin and Cambridge, UK.

Purpose of job:

Our Enterprise AE’s (EAE’s) are responsible for developing and closing business from our largest Enterprise Accounts and opportunities. The EAE will own, develop, and communicate account plans internally, and lead the execution on a complex set of sales strategies for an assigned list of fortune 500 companies in the Finance, Tech, Healthcare vertical to senior stakeholders for our fast growing Enterprise business.

The Enterprise AE is our most senior quota carrying role in any geo and will carry the additional responsibility of leading on Enterprise deals that enter the funnel elsewhere in region.

EAE’s at 3T must be natural leaders and great communicators with strong professional presence – responsible for summarizing clearly and communicating knowledge from the Enterprise segment back into the rest of the business. Our EAE’s are the regular ‘go to’ people for our senior mgmt team as we continue to grow and scale our Enterprise value propositions for our 1000 seat+ customers.

Person specification:

We are looking for well-rounded and highly intelligent, driven, and dynamic Enterprise AE’s with experience selling regular six, and occasional seven figure (TCV) deals into the fortune 500 and some of the worlds biggest companies. Our EAE’s must be excellent communicators, with strong professional presence, a high business acumen, and an excellent financial selling/value based approach to proposals and negotiation. Applicants for the EAE role should have experience negotiating multiyear deals, true up models and or Term Licensing through bespoke enterprise agreements.

Our EAE’s must have excellent discovery, account planning, and business development skills ideally trained in MEDDPICC/MEDDIC and some form of account planning methodology (although we do also provide this training and regular coaching).

Whilst Studio 3T offers highly technical solutions for Mongo DB Database Development no former ‘technical tech’ experience is necessary as long as the candidate is capable of learning a few key technical concepts initially, and is committed to becoming a domain expert over time. (we provide lots of technical training and support)

An EAE will be a natural leader capable of using, influencing, and organising key internal resources in support of strategic account plans, and they will be an internal champion for our biggest customers.

Professional Experience

• 5+ years of senior quota carrying sales experience, with a strong track record of consistently achieving and exceeding sales targets
• Direct experience selling into Fortune 500 or Forbes 2000 accounts in the tech, finance, and/or healthcare verticals
• Experience negotiating and closing $500K+ ARR or $1M+ Total contract value deals
• Advanced negotiation, financial selling skills and experience structuring complex multiyear deals
• Previous experience in business management, P&L responsibility, or cross-functional roles is a plus
• Familiar with MEDDPICC/MEDDIC and account planning methodologies
• Command of the message is a plus
• Strong professional presence – experienced, calm and in control of complex situations
• Natural leader with the ability to inspire others, within the sales team and across the organization
• Excellent communication skills, with the ability to clearly and effectively convey information to senior stakeholders internally and externally
• Understanding of, and alignment with, the company culture and communication style
• Self-motivated, enthusiastic and passionate about staying current with industry trends and competitor activity.

Responsibilities (Not in order of importance):

• Develop and maintain strong relationships with key accounts and enterprise customers to drive growth and exceed annual sales targets
• Identify new business opportunities and generate a robust pipeline to surpass annual quotas (MEDDPICC)
• Develop and maintain a set of clear account plans, objectives and team tasks for key accounts to deliver further growth over a 12-24 month horizon
• Develop and execute complex sales strategies and lead negotiations for enterprise contracts
• Deliver compelling sales presentations and proposals in collaboration with Customer Success, and executive sponsors
• Attend relevant industry events and networking opportunities to stay current on industry trends and competitor activity
• Coordinate and lead onsite visits at key accounts on AMER and EMEA
• Participate in team building and company-growth activities including two way feedback sessions and strategy workshops with Marketing and Product Management
• Act in the best interest of the company at all times and perform other tasks as required by the CRO and Regional Sales Director