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Introduction Als Account Executive bei Omnora übernimmst du eine zentrale Rolle im operativen B2B SaaS Vertrieb mit Fokus auf Enterprise-Kunden und gehobenen Mittelstand. Du verantwortest deine eigene Pipeline, führst Deals strukturiert zum Abschluss und baust nachhaltige Kundenbeziehungen auf, immer mit dem Ziel, echten Business Impact bei unseren Kunden zu erzeugen. Du arbeitest eng mit unserem Senior Sales und Leadership Team zusammen, bekommst klares Sparring und hast die Perspektive, dich mittelfristig in eine Lead- oder Senior-Rolle weiterzuentwickeln, wenn du dazu bereit bist. About The Role And Potential Progression In dieser Rolle bist du vor allem operativ im Vertrieb aktiv : Du identifizierst relevante Accounts, führst Discovery Calls, orchestrierst komplexe Sales-Zyklen und bringst Deals über die Ziellinie. Gleichzeitig lernst du unsere Sales-Frameworks, Prozesse und Playbooks in der Tiefe kennen, mit der klaren Perspektive: Ausbau zum Senior Account Executive (größere, komplexere Accounts, größere Ticketgrößen) Optionale Entwicklung zur Lead-Rolle (z. B. Coaching jüngerer Kolleg:innen, Ownership für bestimmte Teilsegmente oder Branchen) What's in it for you Was dich bei uns erwartet – für Macher:innen mit Anspruch: Leistungsorientierte Vergütung: Fixgehalt + transparenter, quartalsweiser Bonus, der echten Impact belohnt – nicht Aktivität um der Aktivität willen. Klares Spielfeld & starke Story: Ein marktreifes Produkt mit klarer Positionierung, realen Business Cases bei Enterprise-Kunden und einem Markt mit hohem Momentum (Wissen & KI im Unternehmen). Enge Zusammenarbeit mit der Geschäftsführung: Du arbeitest nah an den Entscheidern, bekommst schnelles Feedback und kannst deine Ideen unmittelbar einbringen. Kultur echter Exzellenz: Ambitionierte Kolleg:innen, hohe Standards und gleichzeitig ein Umfeld mit Vertrauen, Klarheit und Wertschätzung – ohne Politik und ohne Bullshit. Flexibles Arbeiten, klare Erwartungen: Remote-friendly mit Optionen für Onsite-Tage. Wichtig ist dein Beitrag zum Ergebnis, nicht die Optik. Stabiles & wachsendes Umfeld: Profitables Wachstum, langfristige Perspektive und ein Thema, das für Unternehmen geschäftskritisch ist: mitarbeitergeneriertes Wissen & Intelligence Management. How you can make an impact In dieser Rolle kannst du echten Unterschied machen, indem du: Eigene Pipeline verantwortest: Du identifizierst Zielkunden (Konzerne & gehobener Mittelstand), qualifizierst Leads und baust einen belastbaren Dealflow über verschiedene Kanäle auf. Discovery & Needs Analyse auf Enterprise-Level führst: Du verstehst Buying Center, Stakeholder-Dynamiken und die Business-Pain-Points rund um Wissen, Enablement und Produktivität. Komplexe SaaS-Deals strukturierst: Du steuerst den gesamten Sales-Cycle von Erstkontakt über Demo, Business Case, Proof of Value bis hin zu Verhandlungen und Abschluss. Mit klaren Frameworks arbeitest: Du nutzt und entwickelst strukturierte Sales-Frameworks (z. B. MEDDIC / SPICED / Challenger), dokumentierst sauber im CRM und machst Deals damit plan- und skalierbar. Eng mit Marketing & Product zusammenarbeitest: Du spielst systematisch Marktfeedback zurück, hilfst bei der Schärfung von ICP & Messaging und trägst dazu bei, unsere Go-to-Market-Strategie weiterzuentwickeln. Kundenbeziehungen aufbaust: Du bist für deine Accounts ein vertrauensvoller Sparringspartner, positionierst Omnora als strategische Lösung und denkst frühzeitig in Expansion und Upsell. Omnora nach außen repräsentierst: Du nimmst an ausgewählten Events, Messen oder digitalen Formaten teil und trägst unser Value Proposition in den Markt. Skills to be successful Was du idealerweise mitbringst: B2B SaaS Sales Erfahrung: Erfahrung im Vertrieb von B2B-Software/SaaS, idealerweise mit Enterprise-Fokus oder komplexeren Entscheidungsprozessen Du hast nachweislich Deals eigenständig von A–Z begleitet und erfolgreich abgeschlossen. Sales-Framework & Methodik: Du arbeitest bereits mit einem strukturierten Sales-Ansatz (z. B. MEDDIC, Challenger, o. Ä.) oder hast großes Interesse, dich darin systematisch zu entwickeln. Du bist daten- und KPI-orientiert und nutzt CRM & Sales-Tools nicht nur als Pflicht, sondern als Hebel zur Verbesserung. Starke Kommunikations- & Deal-Skills: Du kannst komplexe Themen einfach erklären, führst souverän durch Gespräche mit mehreren Stakeholdern und fühlst dich in C-Level- oder Bereichsleiter-Runden wohl. Du kannst Mehrwerte auf Business-Ebene (ROI, Effizienz, Risiko, Wettbewerbsfähigkeit) argumentieren – nicht nur Feature-Pitching. Ownership-Mindset: Du übernimmst Verantwortung für deine Pipeline, deine Deals und deine Ergebnisse. Du suchst Lösungen statt Ausreden und bringst aktiv Vorschläge ein, wie wir als Team besser werden können. Hohe Energie & Effizienz: Du arbeitest fokussiert, priorisierst klar und kannst auch in Phasen mit hoher Schlagzahl strukturiert bleiben. Kultur-Fit mit Omnora: Du fühlst dich angesprochen von Prinzipien wie Extreme Ownership, Solution Orientation und Exzellenz . Du willst lernen, Feedback geben und empfangen und findest klare Worte hilfreicher als diplomatischen Nebel. Sprachskills: Ausgezeichnete Deutsch- und Englischkenntnisse (mind. verhandlungssicher) in Wort und Schrift. Find Jobs in Germany on Arbeitnow

Introduction Auf einen Blick 360° Sales mit eigener Pipeline, Fokus auf gehobenen Mittelstand & Enterprise ab 1.000+ Mitarbeitenden OTE 90.000-130.000 € , Split flexibel zwischen 50:50 und 70:30 je nach Erfahrung/Präferenz, Bonus uncapped Klarer Weg zum Senior AE oder in eine Lead-Rolle - wir haben das schon mehrfach gemacht Kunden wie Deutsche Bahn, AOK, ADAC und Rossmann Hybrid: 2–3 Tage Onsite im Office Frankfurt, restliche Tage flexibel im Home Office AI-first: Claude für alle, Freiraum für eigene Automatisierungen in deinem Bereich About The Role And Potential Progression Für wen dieser Job nicht istBevor du weiterliest, kurz und ehrlich: Wenn du Aktivität mit Ergebnis verwechselst (viele Calls, wenig Abschluss), wirst du hier nicht glücklich. Wenn du lieber ein eingespieltes Playbook 1:1 abspulst statt es mitzugestalten, ist das nicht dein Umfeld. Wenn dir Politik, Status und lange Freigabeschleifen wichtig sind, bist du hier falsch - wir sind knapp 50 Leute und entscheiden schnell. Wenn du bis hier gelesen hast und denkst "genau mein Ding" - weiter geht's. Worum es geht Du übernimmst deine eigene Pipeline mit Fokus auf gehobenen Mittelstand und Enterprise ab 1.000+ Mitarbeitenden , führst Deals eigenständig von Discovery bis Abschluss und baust Kundenbeziehungen auf, die über den ersten Vertrag hinaus tragen. Du bekommst kein fertiges Territory ohne Substanz - unsere Kunden sind Namen wie die Deutsche Bahn, AOK, ADAC und Rossmann, und das Thema (Wissen & KI im Unternehmen) hat gerade enormen Rückenwind. Du arbeitest eng mit Sebastian (Gründer/CEO) und dem Sales-Leadership zusammen: schnelles Feedback, direkte Wege, keine Umwege über drei Ebenen. Das Sales-Team ist mit aktuell 4 Leuten bewusst schlank - du bist keine Nummer in einem großen Vertriebsapparat, sondern siehst direkt, was dein Beitrag bewirkt. Deine ersten 90 Tage Woche 1: Onboarding in Produkt, ICP, Buying-Center-Logik, CRM/Framework + Shadowing bei Discovery Calls und Demos Ab Woche 2: Erste eigene Discovery Calls + Demos, parallel weiteres Shadowing bei Enterprise-Demos Ab Woche 2/3: Aufbau deiner eigenen Pipeline - du wartest nicht, bis "alles sitzt" Ab Monat 3: Erste eigene, kleinere Deals bis zum Proof of Value What's in it for you Vergütung: OTE 90.000-130.000 € , je nach Skillset und Seniorität. Der Split zwischen Fix und Bonus liegt flexibel zwischen 50:50 und 70:30 – je nachdem, was zu dir passt. Der Bonus ist uncapped und quartalsweise ausgezahlt. Entwicklungsweg: Konkrete Perspektive auf Senior AE (größere Accounts, höhere Ticketgrößen), Key Account Manager oder Lead-Rolle (Coaching, Teilsegment-Ownership) Direkter Zugang zur Führung: Kurze Wege zu dem Leadership-Team, schnelles Feedback Stabilität ohne Investorendruck: Wir sind profitabel, bootstrapped, wachsen aus eigener Kraft - keine kurzfristige Exit-Logik Namhafte Referenzen: Deutsche Bahn, AOK, ADAC, Rossmann und weitere - du verkaufst mit Substanz, nicht mit Versprechen AI-first ab Tag 1: Wir haben Claude für das ganze Team ausgerollt und setzen es aktiv im Arbeitsalltag ein Choose your own device: Windows oder Mac - deine Entscheidung Arbeitsmodus: Hybrides Modell mit 2–3 Tagen Onsite im Office Frankfurt, restliche Tage flexibel im Home Office How you can make an impact Pipeline aufbauen: Zielkunden identifizieren, qualifizieren, Dealflow über mehrere Kanäle selbst treiben Enterprise-Discovery führen: Buying Center verstehen, Pain Points rund um Wissen, Enablement und Produktivität herausarbeiten Deals strukturiert steuern: Vom Erstkontakt über Demo, Business Case, Proof of Value bis zur Verhandlung - mit MEDDIC als Werkzeug, nicht als Pflichtübung ROI-Sprache statt Feature-Pitch: Mehrwert auf Business-Ebene argumentieren (Effizienz, Risiko, Wettbewerbsfähigkeit) Feedback an Product & Marketing zurückspielen: Du schärfst aktiv mit an ICP, Messaging und Go-to-Market Nach außen sichtbar sein: Ausgewählte Events, Messen, digitale Formate Daten- statt Bauchgefühl-Vertrieb: Du pflegst dein HubSpot-CRM aktiv und nutzt es als echten Hebel - für saubere Forecasts, klare Priorisierung und Deals, die auf Fakten basieren Skills to be successful Must-have: Mehrjährige Erfahrung im B2B-SaaS-Vertrieb, idealerweise Enterprise oder komplexe Buying-Center Eigenständig Deals von A–Z begleitet und abgeschlossen - mit nachweisbaren Ergebnissen Verhandlungssicheres Deutsch und Englisch in Wort und Schrift Nice-to-have: Erfahrung mit strukturierten Sales-Frameworks (MEDDIC, Challenger, SPICED) - wenn nicht vorhanden, entwickeln wir das mit dir Erfahrung im C-Level-/Bereichsleiter-Umfeld Mindset, das zu uns passt: Du übernimmst Verantwortung für deine Ergebnisse, statt Gründe zu suchen, warum es nicht geklappt hat Du willst in den nächsten 12-18 Monaten eine steile Lernkurve und bist bereit die Extrameile zu gehen Klare Worte sind dir wichtiger als diplomatischer Nebel - auch uns gegenüber Du greifst aktiv zu KI-Tools und baust dir eigene Automatisierungen, die deinen Alltag schneller machen Your path to Omnora Damit du weißt, was dich im Bewerbungsprozess erwartet: Kennenlernen mit unserer Senior Talent Acquisition Managerin Deep Dive mit dem Fachbereich Optional: Kennenlernen mit unserem Gründer & CEO Onsite Assessment inkl. Case Study und Team Meet-Ups Bewirb dich, wenn du Lust auf echten Impact hast! Find Jobs in Germany on Arbeitnow

About Unframe Unframe is an AI-first startup helping the world's largest enterprises bring LLM-powered applications to life in days - not months. We combine the speed of a product company with the flexibility of a consultancy, helping customers move from idea to deployed AI systems faster than anyone else in the market. With over $100M in TCV secured within 12 months, and a $50M Series B led by Highland Europe, Unframe is rapidly scaling globally alongside Fortune 500 customers, backed by Bessemer, Craft, and TLV. About the role As a AI Transformation Architect at Unframe, you'll be the first technical voice a prospect hears. You'll join early conversations, showcase real solutions built on Unframe, and help potential customers connect the dots between their needs and our platform. You'll demo AI-powered use cases across multiple industries - from finance to cybersecurity to operations - and guide technical discovery to help prospects envision what's possible. This is a high-impact, outward-facing role at the intersection of Sales, Product and Marketing. What you'll do Join early-stage calls with Strategic Account Executives to lead technical discovery and demos. Deliver compelling live demos tailored to customer pain points and use cases. Translate customer pain points into relevant AI-powered solution examples. Communicate the value and architecture of Unframe clearly and confidently. Build credibility and trust with prospects while becoming a strategic partner in shaping their AI vision. Share insights with Product, Marketing, and R&D teams based on real-world conversations. What we are looking for 5+ years experience in solutions engineering, technical pre-sales, or product management. Strong understanding of enterprise software, APIs, and modern cloud platforms. Confident presenting technical products to both business and technical audiences. Excellent verbal and written communication skills in both, English and German. Curious, collaborative, and customer-obsessed — you know how to ask the right questions and build strong relationships. Why join us? You'll help some of the world's leading companies understand and adopt AI in real, practical ways. You'll work directly with enterprise customers, lead meaningful technical conversations, and help shape how our platform is experienced in the market. You'll have real ownership, work closely with Product, Sales, and R&D, and play a key role in building what comes next in one of the fastest-moving spaces in tech. Find Jobs in Germany on Arbeitnow

Join our fully remote, mission-driven team dedicated to pioneering sustainable inflight service management . Work on innovative technology solutions with global impact, collaborate within a diverse, international environment, and continuously enhance your skills through ongoing learning opportunities. Headquartered in Zurich, Switzerland with team members across 11 countries, we offer a dynamic and engaging company culture that celebrates creativity, collaboration, and inclusion. About the role We are on a mission to contribute to a zero-waste future by drastically reducing food waste, fuel consumption, costs, and most importantly, CO₂ emissions in the airline industry. Every role in our company is a direct contributor to this vision and as a Senior Account Executive, you will be at the heart of the team that makes it possible. You will report directly to one of the founders and work closely with Account Executives, Marketing, Product Management, Customer Success, and the broader founding team. This is not a traditional SaaS sales role focused on high-volume transactions. Our customers are airlines, our sales cycles are complex, and our relationships often span many years. You will be responsible for building and executing strategic sales plans, identifying and developing new opportunities, and managing enterprise sales cycles from initial engagement through to contract signature. Rather than relying solely on inbound demand, you will proactively identify target airlines, build stakeholder relationships, and develop opportunities through a structured account-based sales approach. We are looking for someone who has already built pipeline, navigated complex airline buying processes, and personally closed significant enterprise business. You will bring both the experience and confidence to independently lead opportunities while collaborating effectively with founders and subject matter experts throughout the sales process. This is a hands-on individual contributor role. While you will mentor and coach junior sales colleagues, your primary responsibility is generating pipeline, advancing opportunities, and winning new business. If your primary motivation is managing teams rather than selling, this role is not going to be a good fit. Key responsibilities Strategic Enterprise Sales Own the full sales cycle from prospecting to contract signature Develop and execute account-based sales strategies for airline customers Build relationships with executive and senior stakeholders Lead commercial negotiations and enterprise procurement processes Create and maintain strategic account plans Pipeline Generation & Market Development Identify and pursue new growth opportunities with airlines globally Build and maintain a healthy pipeline of qualified opportunities Develop stakeholder maps and engagement strategies Generate opportunities through industry networking, referrals, partnerships, and events Continuously expand LimeFlight's presence within the airline industry Commercial Leadership Lead by example through active pipeline creation, opportunity management, and enterprise sales execution Mentor and coach junior sales team members Support deal reviews, account planning, and opportunity strategy Share best practices for enterprise sales execution and stakeholder management Contribute to the continuous improvement of sales methodologies and commercial processes Cross-functional Collaboration Work closely with Marketing, Customer Success, Product, Implementation, and Founder teams Coordinate internal resources throughout the sales cycle Ensure customer requirements are clearly understood and communicated internally Support smooth transitions from sales into implementation and customer success Act as the voice of the market and customer within LimeFlight Key competencies 10+ years of enterprise B2B sales experience, including significant experience selling to airlines Proven track record of generating pipeline through strategic account-based selling Demonstrated success selling enterprise software, SaaS, or technology solutions to large airline organizations Track record of personally leading and closing enterprise opportunities with a combined contract value exceeding CHF 3 million Experience managing six- and seven-figure enterprise sales opportunities Strong understanding of airline buying processes, stakeholder management, and enterprise procurement Ability to independently drive opportunities forward within complex stakeholder environments Excellent communication, presentation, and negotiation skills Strong commercial and business acumen Collaborative mindset with a team-first attitude Passion for mentoring and developing others High degree of ownership, accountability, and resilience Strongly Preferred Direct experience selling SaaS or enterprise software solutions to airlines. Existing network within the airline industry Deep understanding of airline operations and organizational structures Experience selling across different global markets, with the ability to adapt sales strategies and stakeholder engagement approaches to regional business cultures and buying processes. Experience coaching or mentoring junior commercial team members Language Fluent English required Additional languages are a plus Expected travel needs You should be willing to travel up to 30% of the year for customer meetings, industry conferences, trade shows, and relationship-building activities. Given the relationship-driven nature of the airline industry, regular face-to-face interactions are an important part of the role. Hiring Process Recruiter Screen (45 mins) Interview with Hiring Manager (1 hour) Technical Interview (1 hour) Discussion with founder(s) and peer(s) LimeFlight is proud to be an equal opportunity employer. We are committed to creating an inclusive environment where everyone regardless of race, ethnicity, gender identity or expression, sexual orientation, age, disability, religion, or background can thrive and do their best work. Join us and be part of a team committed to shaping a zero-waste future for aviation, where your ideas and passion truly matter. Let's talk! Find Jobs in Germany on Arbeitnow

About Abacum Abacum is the leading Business Planning solution for finance teams to drive performance . By automating reporting, enabling collaboration, and simplifying planning and forecasting, we help finance teams shift from number crunching to driving strategic decisions. Founded in 2020 by two former CFOs, we've grown into a global team of 100+ people across 30+ nationalities . Headquartered in New York , we have offices in Toronto and Barcelona. We're trusted by industry leaders such as Dish Networks, Strava, BetterUp, Kajabi, JG Wentworth, Abridge, Cortex , and hundreds more. We have raised over $100m, closing in June 2025 our $60M Series B, led by Scale Venture Partners , with the strong participation of Cathay Innovation, Y Combinator , Atomico, Creandum, and angel operators from Adyen, Zapier, and Twitch. Our mission is ambitious and we can't do it alone - join Abacum as we build the future of Business Planning! We are looking for... An enterprise seller who already knows the Office of the CFO. You've carried a number selling planning, EPM, FP&A or finance software. You know how a CFO buys, how a steering committee stalls, and how to get a multi-stakeholder deal signed. At Abacum you'll own a named territory of enterprise and upper mid-market accounts across EMEA. Many of them run legacy planning tools or spreadsheets that can't keep up with the business. Your job is to show them a better foundation, and win. As an Enterprise Account Executive, you will... - Own the full sales cycle for a named book of enterprise accounts, from first meeting to signed contract - Build and run your own pipeline through targeted outbound, events, and partner co-selling with ERP vendors and implementation partners - Sell to CFOs, VPs of Finance and Heads of FP&A, and bring IT, procurement, security and legal along the way - Run complex evaluations: discovery, business cases, proofs of concept, and competitive displacements - Forecast with discipline and keep a clean pipeline in CRM - Work with Solutions Engineering, Product and Leadership to shape deals, and feed what you hear in the market back into the roadmap What we need... - 6+ years of quota-carrying B2B SaaS sales, with at least 3 years closing enterprise deals - Experience selling EPM, FP&A, planning, or other Office-of-the-CFO software (finance, ERP, spend, or data platforms) - A track record of closing six-figure ARR deals with 3–6 month cycles and hitting or beating quota - Comfort leading multi-stakeholder deals with finance, IT, procurement and security at the table - Experience displacing an incumbent, whether a legacy system or a spreadsheet-based process - A consultative, value-based approach: you build a business case in a CFO's language - The drive to build your own pipeline, not wait for inbound - Clear, sharp written and verbal communication, including running demos with senior buyers - Based in EMEA, with the ability to travel to customers and events Bonus points if you have... - Sold with or through ERP ecosystems (NetSuite, Sage Intacct, Microsoft Dynamics) or implementation partners - Worked in finance, or you're comfortable talking models, drivers and variances with an FP&A team - Used a structured sales method (MEDDPICC, Command of the Message, or similar) - Been an early seller at a scaling company and helped build the enterprise playbook Why sell Abacum You know the category. Here's why this is the product you want in your bag. 1. A market ready to switch. Finance teams are stuck between rigid legacy planning tools that need a rebuild every time the business changes, and spreadsheets and AI tools no one can trust. Abacum is the governed, AI-native foundation that fixes both. That's a displacement story you can tell in every account. 2. AI that stands up to a CFO. Plenty of vendors claim AI. Ours runs on a governed financial model, so the AI reasons and the math stays exact. CFOs and IT teams can trust the output, and that wins technical evaluations. 3. Faster time to value than legacy EPM. 700+ integrations and self-service data pipelines mean customers see value in weeks, not after a long implementation. That shortens your cycle and makes the business case easy to sign. 4. Channels that bring you deals. Abacum is the only FP&A platform to pass NetSuite's SuiteCloud Developer Network review, is listed on the Sage Intacct Marketplace, and is a verified Microsoft Dynamics 365 partner. Those ecosystems and our implementation partners mean co-sell pipeline, not just cold outbound. 5. A product that keeps getting stronger. New AI skills ship every week. Abacum works where finance already works: Excel, Slack, Claude and ChatGPT, through MCP-native infrastructure. You'll have something new to show every quarter. 6. Funded to win enterprise. Abacum raised a $60M Series B to scale into larger customers. You'll join as we build the enterprise motion, with the room to shape it and grow with it. What you get - Competitive base, uncapped commission, and equity - Remote in EMEA, with hubs in New York, Toronto and Barcelona - Direct access to leadership and a real say in how we sell to enterprise Benefits Competitive compensation including equity package Competitive vacation policy Medical Insurance L&D budget Access to Meditopia (wellbeing platform) Language courses (English / Spanish) Our Values Customer Obsession: We share the understanding that Abacum's sole purpose is to create value for customers and relentlessly deploy all creativity and energy to that end. Audacious Ambition: We dream big and embrace discomfort. We assume risks, make on-time mistakes and learn how to methodically accomplish our goals. Good People: We are self-reflective and praise diversity of thought. We don't justify the end with the means and know where to draw the line. We have fun every day. Tough Love: We truly care for everyone in the team and embrace honest feedback and radical candor as ways to genuinely help each other. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Find more English Speaking Jobs in Switzerland on Arbeitnow

What Cognite is: Relentless to achieve Cognite operates at the forefront of industrial digitalization, building AI , and data solutions that solve the world's hardest, highest-impact problems. With unmatched industrial heritage and a comprehensive suite of AI capabilities, including low-code AI agents, Cognite accelerates the digital transformation to drive operational improvements. We thrive in challenges. We challenge assumptions. We execute with speed and ownership. If you view obstacles as signals to step forward - not backwards - you'll feel right at home here. Our Moonshot is bold: Unlock $100B in customer value by 2035, and redefine how global industry works. Join us in this venture where AI and data meet ingenuity, and together, we will forge the path to a smarter, more connected industrial future. How you'll demonstrate Ownership As the Sales Account Executive, you will engage with prospects to win business from large companies in the Life Sciences/Pharma verticals. . You will help customers achieve improved business results through their adoption of Cognite Data Fusion to accelerate their digital transformations. Achieve bookings targets while developing satisfied and reference-able customers Develop and execute a territory strategy to drive bookings growth and win new customers Through active prospecting and your personal network of contacts, generate new pipeline and provide "commercial insights" to prospective clients on how Cognite's solutions will address the most important areas of their value chain Manage complex sales cycles and lead your extended territory team (pre-sales and other key functions) to delight your prospects and customers Utilize value-selling processes alongside demonstrating a wealth of knowledge of Cognite's solutions and how they impact our customer's value realization Negotiate favorable pricing and business terms with large enterprises by selling value and ROI Develop a commanding knowledge of Cognite's solutions and how they uniquely drive value realization with your customers Accurately forecast monthly and quarterly results Update salesforce.com on a regular basis Provide timely and insightful input back to other corporate functions, particularly product management and marketing Present and demonstrate our solutions in-person and via web-based presentations Approximately 50% travel on client site and to our European offices Develop a commanding knowledge of Cognite's solutions and how they uniquely drive value realization with your customers The Impact you bring to Cognite Detail oriented, high-energy sales professional with strong relationship-building skills and a focus on delighting customers in every phase of our engagements Proven experience selling at C-Level both in business and IT Specific experience in selling SaaS solutions , cloud deployments and subscription pricing model, commanding a deep understanding of software sales processes and terminology including ARR, NRR, TCV and Services Bookings Self-starter , able to work in a team environment, and superb time management and prioritization skills Excellent communication skills , including stellar presentation skills Has demonstrated a dedication to driving standardization to sales processes to ensure consistent and scalable results Committed to value based selling and is savvy at helping customers create business cases with quantified ROI to justify new investments Can explain the respective value chains for process and discrete manufacturing - including the key economic drivers; the business, people, and technical inter-dependencies; the digitalization opportunity with Industry 4.0 Well-versed in important manufacturing use cases , such as yield optimization, production visibility, higher operator productivity, quality improvement, predictive maintenance, and higher machine utilization Familiarity with relevant technology , such as Big Data (Hadoop, Spark, Hive, BigQuery); Data Warehouses; Business Intelligence; and Machine Learning Required Qualifications and Preferred Experiences 3+ years successful Software Sales Experience into Life Sciences/Pharma companies is required (Pharma, Bio-Pharma and Contract Manufacturing, Medical Devices and Medical Products) 3+ years of direct sales experience carrying and exceeding a quota and selling enterprise software/ software-as-a-service (Business Intelligence/ Data Warehouse/ Big Data/ Advanced Analytics/ Machine Learning/Automation/Operational Technology) to C-level executives Previous training in Command of the Message, MEDDPICC and Salesforce is a plus, but not a requirement. Minimum Bachelor's degree. A relevant Master's degree is preferred. Learn more about us Impact 2025 Cognite's Industrial AI: Moonshot We're globally recognized domain experts with an international presence that spans Phoenix, Houston, Oslo Tokyo, Bengaluru, and Abu Dhabi. Equal Opportunity Cognite is committed to creating a diverse and inclusive environment at work and is proud to be an equal opportunity employer. All qualified applicants will receive the same level of consideration for employment. Find more English Speaking Jobs in Switzerland on Arbeitnow

What Cognite is: Relentless to achieve Cognite operates at the forefront of industrial digitalization, building AI , and data solutions that solve the world's hardest, highest-impact problems. With unmatched industrial heritage and a comprehensive suite of AI capabilities, including low-code AI agents, Cognite accelerates the digital transformation to drive operational improvements. We thrive in challenges. We challenge assumptions. We execute with speed and ownership. If you view obstacles as signals to step forward - not backwards - you'll feel right at home here. Our Moonshot is bold: Unlock $100B in customer value by 2035, and redefine how global industry works. Join us in this venture where AI and data meet ingenuity, and together, we will forge the path to a smarter, more connected industrial future. How you'll demonstrate Ownership As a Senior Account Executive, Manufacturing you will win new business with top Manufacturing accounts. You will help customers achieve improved business results through their adoption of Cognite Data Fusion to accelerate their digital transformations. Develop and execute a territory strategy to drive bookings growth and win new customers Through active prospecting and your personal network of contacts, generate new pipeline and provide "commercial insights" to prospective clients on how Cognite's solutions will address the most important areas of their value chain Manage complex sales cycles and lead your extended territory team (pre-sales and other key functions) to delight your prospects and customers Utilize value-selling processes alongside demonstrating a wealth of knowledge of Cognite's solutions Negotiate favorable pricing and business terms with large enterprises by selling value and ROI Achieve bookings targets while developing satisfied and reference-able customers Accurately forecast monthly and quarterly results Update salesforce.com on a regular basis Provide timely and insightful input back to other corporate functions, particularly product management and marketing Present and demonstrate our solutions in-person and via web-based presentations Approximately 50% travel on client site The Impact you bring to Cognite 7+ years successful Software Sales Experience into the Manufacturing vertical is required Can explain the respective value chains for process and discrete manufacturing - including the key economic drivers; the business, people, and technical inter-dependencies; the digitalization opportunity with Industry 4.0 Well-versed in important manufacturing use cases, such as yield optimization, production visibility, higher operator productivity, quality improvement, predictive maintenance, and higher machine utilization Experience with Operational Technology equipment and related software, such as Honeywell Connected Plant, Emerson Plantweb/AMS, GE/Meridum APM, Aveva, Bentley, and OSIsoft PI 7+ years of direct sales experience carrying and exceeding a quota and selling enterprise software/ software-as-a-service (Business Intelligence/ Data Warehouse/ Big Data/ Advanced Analytics/ Machine Learning) to C-level executives Proven track record meeting and exceeding software/SaaS bookings goals with new customers in a Direct sales role (not Channel or Partner-based) Experience starting, managing, and closing complex sales cycles Trained in Command of the Message and/or MEDDPICC Detail oriented, strong relationship-building skills and a focus on a high level of customer service Excellent written and verbal communication skills, including stellar presentation skills Self-starter, able to work in a team environment, and superb time management and prioritization skills Savvy at helping customers create business cases with quantified ROI to justify new investments Familiarity with relevant technology, such as Big Data (Hadoop, Spark, Hive, BigQuery); Data Warehouses; Business Intelligence; and Machine Learning Start-up experience (Series A, B, or C) Bachelor's degree Learn more about us Impact 2025 Cognite's Industrial AI: Moonshot We're globally recognized domain experts with an international presence that spans Phoenix, Houston, Oslo Tokyo, Bengaluru, and Abu Dhabi. Equal Opportunity Cognite is committed to creating a diverse and inclusive environment at work and is proud to be an equal opportunity employer. All qualified applicants will receive the same level of consideration for employment. Find Jobs in Switzerland on Arbeitnow

Are you prepared to fuel the growth of an exciting scale-up that's transforming the logistics industry? Do you thrive on building strategic relationships and close deals? If so, we might have the perfect opportunity for you! Logistics? Maybe not what you dreamed of as a kid. But building a fast-growing international SaaS scale-up that's transforming how some of the world's largest industrial companies operate? That's a different story. Peripass is a tech company at heart. We build software that digitises and automates complex logistics environments for companies like Bridgestone, Alpro and Arcelor Mittal. These companies have hundreds of trucks (un)loading every month, and our SaaS platform helps them orchestrate that whole process. Peripass is a high-impact SaaS platform used in international enterprise environments. Want to be part of this adventure ? As an Account Executive France within the Sales Team: Launch new product offer : you are mainly responsible for selling remote our newest product in the French market. Pipeline Creation and Management : Independently build and manage a robust sales pipeline with full-cycle ownership, from lead generation to closing. This includes identifying prospects, qualifying leads, and developing opportunities. Active Prospecting and Market Expansion : Engage in targeted outreach to win new customers ("logos") across four different industries, leveraging a strategic and personalized approach. Pipeline Momentum and Sales Velocity : Proactively collaborate with internal stakeholders and customer champions to maintain momentum, reduce sales cycles, and improve win rates. This involves consistent follow-ups, addressing blockers, and aligning on goals. Engagement and Time Savings Case Development : Conduct virtual meetings with prospects in your designated market. Work closely with technical pre-sales teams to co-develop compelling business cases that align with the customer's objectives and expectations. Deal Negotiation and Closing : Take commercial leadership in deal negotiation and closure, ensuring alignment with the prospect's needs while achieving company revenue and margin goals. This includes handling objections and finalizing contracts. About every 6 weeks, you'll come and check up on how your colleagues are doing in the Ghent HQ . To get you fully acquainted with your colleagues, you'll also get an in-depth onboarding at our HQ during your first 2 weeks Steven, our Sales Director has already been around the block in SaaS sales. You'll report directly to him and he's looking forward to coaching you extensively , so you can make your career at Peripass a real success story. What we offer: Win big in a booming market => Be part of a fast-scaling SaaS company revolutionizing yard management in logistics. Huge potential, untapped opportunities, and the chance to make a real impact in France. Uncapped earning potential => A competitive salary with a commission plan that truly rewards success. The more you close, the more you earn. Ownership & freedom => Take charge of your pipeline and strategy. We trust you to drive results, with the flexibility to work how and where you perform best. Backed by a winning team => From marketing to pre-sales and customer success, you'll have a strong team behind you, helping you close and grow accounts. What you'll bring: A solid experience in selling enterprise SaaS solutions . Ideally you have experience in the Logistics & Supply Chain sector. Excellent communication and negotiation skills. Strong stakeholder management to manage complex DMU's and land sales processes in international corporate environments. A partnership and win-win mindset while selling our solution. A great sense of initiative and perseverance , since you'll be opening up a new market. You speak and write French on a native level . You can have a professional conversation in English since that is our internal language. Find Jobs in France on Arbeitnow

Your mission Deine Mission: Werde zum Wachstumsmotor von Deutschlands größter Nachbarschaftsplattform Du willst nicht nur Media-Budgets verwalten, sondern den Markt aktiv gestalten? Du hast den Instinkt für große Deals und die Ausdauer, Marken dort zu platzieren, wo sie echtes Vertrauen genießen? Bei nebenan.de bringen wir starke Brands direkt in das digitale Zuhause von über 4 Millionen aktiven Nutzer:innen. Wir suchen keinen "Verwalter", sondern einen Senior Sales Profi, der unser Werbegeschäft mit Biss, Kreativität und unternehmerischem Mut auf das nächste Level hebt. Jagdinstinkt trifft Strategie Pipeline-Architekt & Hunter: Du baust dir deinen eigenen Kundenstamm von Grund auf auf. Dabei nutzt du Kaltakquise als Werkzeug und identifizierst durch eigenständige Lead-Recherche – massiv unterstützt durch unsere internen KI-Tools – die Brands, die perfekt zu unserer Plattform passen Deal-Closing auf Entscheiderebene: Du gewinnst große Marken und Mediaagenturen für hyperlokale und nationale Kampagnen. Du begleitest den gesamten Prozess von der ersten Kontaktaufnahme bis zum finalen Vertragsabschluss. Scale bigger: Du denkst nicht in Standardpaketen. Du suchst aktiv nach Hebeln, um Budgets zu skalieren, Add-ons zu platzieren und crossmediale Konzepte umzusetzen, die nachhaltig Eindruck hinterlassen. Kreativer Sparringspartner: Du entwickelst proaktiv "um die Ecke gedachte" Ansätze für deine Kund:innen, um deren Sichtbarkeit und Wirksamkeit auf der Plattform zu maximieren. Vorbild & Mentor:in: Du teilst deine Sales-Experience im Team, pushst die Ambition deiner Kolleg:innen und hilfst uns, als Einheit über uns hinauszuwachsen. Your profile Abschlussstärke ist deine DNA Erfahrung: Du bringst 4-5+ Jahre fundierte Erfahrung im Media- oder Ad-Sales mit, idealerweise mit einem Fokus auf Branding- oder Plattformkampagnen. Erfolgsbilanz: Dein Track Record ist tadellos – du hast bereits nachweislich große Marken überzeugt und signifikante Umsatztreiber etabliert. Hunter-Mentalität: Du brennst für den Vertrieb. Kaltakquise schreckt dich nicht ab, sondern spornt dich an. Du hast den unbedingten Willen zum Erfolg und arbeitest leidenschaftlich an deinen Zielen. Netzwerk: Du verfügst über ein belastbares Netzwerk in der Agentur- und Markenwelt, das du sofort aktivieren kannst. Mindset: Du denkst groß und mutig. Wo andere Hindernisse sehen, findest du Wege, um das Ticket zu heben und die Idee noch stärker aufzuladen. Arbeitsweise: Du arbeitest selbstorganisiert, hochgradig fokussiert und mit einem echten unternehmerischen Spirit. What we offer Ein hybrides Arbeitsmodell mit einer Kombination aus Büro- und Remote-Tagen Einen sinnstiftenden Job – wir bauen ein großartiges Produkt, das echten Mehrwert für Communities liefert Arbeiten in einem fröhlichen, erfahrenen Team, das Wissen teilt und voneinander lernt Einblicke in den gesamten Arbeitsprozess unseres Social Startups sowie der nebenan.de Stiftung Deine nebenan.de SpenditCard – jeden Monat erhältst Du zusätzlich 35 € zur freien Verfügung 30 Tage Jahresurlaub, plus die Möglichkeit von Workation-Modellen und Sabbaticals Eine stärkenorientierte Entwicklungskultur (wir arbeiten mit dem Gallup StrengthsFinder) Ein Büro in Berlin-Kreuzberg und regelmäßige Events wie Yoga oder "Lunch & Learn"-Sessions Wir bieten dir die Chance, in einem Umfeld zu arbeiten, das Impact mit Performance verbindet. Du gestaltest die Zukunft unseres Advertising-Geschäfts aktiv mit und profitierst von einer Plattform, die als "Zuhause für Marken mit Haltung" echtes Alleinstellungsmerkmal genießt. Find Jobs in Germany on Arbeitnow

Deine Aufgaben RYZE Digital ist eine der führenden Agenturgruppen für digitale Unternehmenskommunikation im deutschsprachigen Raum – aufgebaut über eine konsequente Buy-&-Build-Strategie. Wir verbinden strategische Kommunikation, digitales Reporting und Technologie zu einem Leistungsversprechen, das der Markt so nicht kennt: Tech-Driven Corporate Communications. Zu unseren Kunden zählen börsennotierte Konzerne, größere Mittelständler und Organisationen, für die Kommunikation, Investor Relations und Nachhaltigkeitsberichterstattung geschäftskritisch sind. Für den gezielten Ausbau unseres Neukundengeschäfts im Geschäftsfeld Corporate Communications & Reporting (CCR) suchen wir eine erfahrene Vertriebspersönlichkeit, die den Markt nicht verwaltet, sondern erschließt. Deine Rolle Du baust unser CCR-Neugeschäft aktiv auf. Du identifizierst relevante Entscheider in Investor Relations, Unternehmenskommunikation und Nachhaltigkeit, eröffnest den Dialog und führst ihn bis zum Abschluss. Du arbeitest eng mit unseren Fachbereichen und der Geschäftsführung zusammen, agierst aber eigenverantwortlich – mit dem nötigen Freiraum, deinen Marktzugang selbst zu gestalten. Deine Aufgaben Neukundenakquise: Du baust eine belastbare Pipeline auf – vom ersten Kontakt über Cold Outreach, Netzwerk und Empfehlungen bis zur qualifizierten Opportunity. Buying-Center-Zugang: Du navigierst souverän in komplexen Entscheidungsstrukturen (IR, Comms, ESG, Vorstand) und adressierst die jeweils relevanten Motive. Beratender Verkauf: Du verkaufst keine Leistung von der Stange, sondern eine strategische Positionierung – digitales Reporting, Nachhaltigkeitskommunikation und tech-gestützte Kommunikationslösungen. Cross-Selling: Du erkennst über den CCR-Einstieg hinaus Potenziale in unseren weiteren Geschäftsfeldern und öffnest diese Türen. Abschlussverantwortung: Du führst Angebots- und Vertragsverhandlungen eigenständig bis zum Signing. CRM-Disziplin: Du pflegst deine Pipeline sauber in HubSpot und lieferst belastbare Forecasts. Als Teamplayer hast Du Lust, im Team das Beste für die Agentur rauszuholen und gemeinsam an den Umsatzzielen zu arbeiten Du bist für die Pflege deiner Projekte in unserem CRM-System (HubSpot) verantwortlich und nimmst an unterschiedlichen Jour-Fixe-Terminen teil Das bringst du mit Mindestens 5 Jahre Vertriebserfahrung im Lösungs- oder Beratungsverkauf – idealerweise im Agentur-, SaaS-, Reporting- oder Kommunikationsumfeld. Nachweisbarer Track Record im Neukundengeschäft mit erklärungsbedürftigen Leistungen und längeren Sales-Zyklen. Verständnis für die Welt von Investor Relations, Unternehmenskommunikation und Nachhaltigkeitsberichterstattung (CSRD/ESG) – oder die klare Bereitschaft und Fähigkeit, sich diese schnell zu erschließen. Ausgeprägte Hunter-Mentalität: Eigenantrieb, Abschlussorientierung und hohe Frustrationstoleranz. Souveränes Auftreten auf Entscheider- und Vorstandsebene. Verhandlungssicheres Deutsch, gutes Englisch. Das bieten wir dir Ein verkaufbares Alleinstellungsmerkmal: Eine echte Marktposition statt eines austauschbaren Leistungskatalogs – mit Rückenwind durch regulatorische Treiber wie die CSRD. Gestaltungsspielraum: Du baust dein Geschäft auf, statt eine bestehende Struktur zu verwalten – mit kurzen Entscheidungswegen und direktem Draht zur Geschäftsführung. Attraktives Vergütungsmodell: Wettbewerbsfähiges Fixum plus leistungsstarke, ungedeckelte variable Komponente. Flexibilität: Mobiles Arbeiten und moderne Arbeitsbedingungen an unseren Standorten. Eine Gruppe im Aufbau: Eine wachsende, akquisitionsgetriebene Plattform mit klarer Ambition zur Marktführerschaft. Klingt nach dir? Dann freuen wir uns auf deine Bewerbung – gern formlos, mit deinem Track Record und einem Satz dazu, warum gerade du unser CCR-Neugeschäft nach vorn bringst. Find Jobs in Germany on Arbeitnow

Accurx is solving healthcare productivity for the NHS. For decades, the NHS has struggled with fragmented systems that make simple tasks feel impossible. At Accurx, we're changing that by building a single, system-wide platform that helps every patient get gold-standard, efficient, and joined-up care. What started as a way for GPs to text a patient has now evolved into an all-in-one digital toolkit used by 98% of GP practices. Our platform now powers Total Triage to manage patient demand, and Self-Book , which lets patients schedule their own appointments in seconds. We've automated routine care with Patient Questionnaires for long-term conditions, while Accumail finally allows staff-to-staff communication to happen instantly across different care settings. We're now pushing the boundaries of the consultation itself with Accurx Scribe , our AI-powered note-taker that drafts medical notes in real-time. We're not just shipping features. We're giving clinicians their time back and ensuring every patient journey is as smooth as it should be. The challenges you'll solve as a Business Development Lead As our Business Development Lead for the North, you will act as a high-impact player-coach leading our mid-market SME sales strategy across primary care networks, GP practices, and federations. You'll balance hands-on selling and revenue generation with building and coaching a high-performing outbound sales team as we launch exciting new products across the region. Please note: while this role is based in London, travel throughout the North of England will be required. Building an outbound sales machine: Establishing structured, high-volume mass cadences and buyer-signal-based strategies to scale mid-market SME adoption across the North Leading as a player-coach: Closing your own key target deals while setting direction, coaching, and developing a team of BDAs and BDMs to hit team revenue targets Driving new product growth: Unlocking expansion opportunities across our growing product suite, including Scribe. There's a things we can't talk about yet, but they are set to revolutionise the way care is delivered in Primary care Data-driven market mapping: Utilising platforms, complex datasets, and spreadsheets to analyse market opportunities, forecast pipelines, and convert data into clear commercial priorities Ground-level user engagement: Attending webinars, regional events, and speaking directly with primary care stakeholders to stay close to market needs and lead by example Leveraging cutting-edge AI tools: Integrating AI tooling (such as Notion AI) into your team's workflow to capture customer insights, refine audience segmentation, and automate sequence tasks so your team spends more time with users. Cross-functional collaboration: Partnering closely with marketing, the wider BD team and our Customer Success team to drive seamless deal conversion and wider regional growth You should apply if... You're a proven sales expert: You are an established salesperson with a background in traditional sales (e.g., SDR, AE, or Sales Manager) who has carried a revenue target and knows what it takes to hit it consistently You're passionate about people & leading them: You have some experience managing, mentoring, or coaching salespeople, with a passion for holding team members accountable and coaching them to high performance You have high-velocity outbound expertise: You have hands-on experience running structured outbound cadences, converting high-volume pipelines, and executing mid-market sales motions at scale You're fluent in data: You are highly proficient with spreadsheets, platforms, and complex data sets, able to turn raw figures into clear operational decisions and compelling customer pitches You know how to forecast: You possess strong target-setting and pipeline forecasting capability, bringing commercial clarity to your team's plan You thrive in pace and getting stuff done: You bring a driver mindset, moving with urgency and resourcefulness to build repeatable processes in a fast-changing startup environment. You know healthcare or the public sector experience: You have experience selling into the NHS, primary care networks, or complex public sector and policy environments What's in it for me? You'll be joining an established but fast-growing Tech for Good movement, where we're led by our Principles and our mission to solve healthcare productivity. £75,000 - £95,000 salary + share options up to £30,000 Benefits to suit you: adjust your healthcare cover, your pension or life insurance, whatever stage you're at in life Flexible working: We are an office first culture and ask that you're in our (dog-friendly) Shoreditch office 3 days a week, with core hours of 10am - 4pm Time off: You'll get 28 days of holiday (plus bank holidays) and up to 4 weeks to work from anywhere per year Family matters: We offer enhanced parental leave, fertility support and parental loss support We have our very own Chef! Free healthy breakfasts, snacks and lunches will be provided, with the occasional sweet treat! Want to know more about the company or the hiring process? Check out our Careers page and Candidate hub . Find us across social media: Medium , LinkedIn , X , Instagram and YouTube . Compensation: £75K – £95K • Offers Equity • £75K – £95K • Offers Equity Find Jobs in United Kingdom on Arbeitnow

Light is building the financial foundation for businesses operating across entities and currencies, with AI agents doing routine work and people shaping how the system operates. Our ambition is to become the operating layer for entire industries. We're looking for a Director Vertical Marketing - Energy & Defence to build our position in these markets as part of a world-class vertical marketing team. You'll combine deep customer understanding, a clear industry point of view and commercial judgement to turn an opportunity into a repeatable way to win. You'll own market understanding, positioning and the marketing pipeline for Energy and Defence, partnering closely with the relevant Sales Managers and our shared Product Marketing, Demand Generation and Field Marketing teams. What you'll do Understand the market and choose where to focus. Interview customers, prospects and specialist partners to uncover buying triggers, workflows and unmet needs. Build a shared segment plan with Sales, testing opportunities across energy developers, operators, services and technology businesses, and defence technology and service suppliers with project or contract complexity. Define the proposition. Turn customer insight into clear positioning, competitive arguments and a credible industry point of view. Work with Product Marketing to create customer stories, demonstrations and sales kits that show why Light matters to each segment. Own the marketing pipeline. Build the model, set campaign priorities and lead execution with Demand Generation and Field Marketing. Own weekly reporting on qualified opportunities, conversion and progress against pipeline targets, with clear actions when performance falls short. Make AI part of the operating rhythm. Use AI for research, campaign execution and reporting that gets to the why behind the numbers. Investigate what drives conversion and where deals stall, validate the findings with customer and Sales evidence, and turn them into decisions. Be a true partner to Sales. Train direct sales reps and SDRs on the nuances of Energy and Defence: their buyers, language, workflows, procurement cycles, contract structures, regulatory context and objections. Join important customer conversations and equip the team with the insight and proof needed to move deals forward. Build credibility in the sectors. Speak at relevant conferences, roundtables, webinars and industry discussions. Develop relationships with industry associations, analysts, specialist advisors, ecosystem partners and credible sector voices who shape how buyers think. Build trust in environments where domain expertise, procurement complexity and security or regulatory considerations matter. Bring the customer voice into the product. Partner with Product Marketing to define the workflows, integrations and product requirements critical to these sectors. This includes needs around project and contract economics, multi-entity reporting, cash visibility, auditability, approvals, evidence trails and integrations with operational or project systems. Work with Product and customer teams to prioritise needs based on evidence and keep market promises grounded in what Light can deliver. Turn early wins into a repeatable approach. Build customer relationships, lead interviews and capture outcomes that become references and case studies where appropriate. Use win/loss learning to sharpen our targeting, message, partner strategy, events and campaigns. What you'll bring Around ten years of marketing experience, with a strong foundation in industry or product marketing and evidence of building markets and delivering commercial results. Experience owning a marketing pipeline from planning through execution and reporting. You can build a model, understand funnel performance and explain what needs to change. An established ability to speak publicly and tell a compelling industry story, whether on stage, in a customer interview or in conversation with analysts, partners and industry media. Experience building trusted relationships in anadjacent complex B2B sector where domain credibility, long buying cycles and multiple stakeholders matter. A record of partnering closely with Sales, including training direct reps and SDRs to understand a segment and sell into it with credibility. Experience translating customer needs into clear sector requirements with Product Marketing and Product, distinguishing a recurring market need from a one-off request. Strong analytical curiosity and practical experience using AI to investigate performance, test explanations and improve decisions. You verify the output and can explain the reasoning behind your recommendations. Strong writing and storytelling skills, the judgement to challenge assumptions, and a willingness to do the work yourself: interview customers, map the market, write the message, build the campaign and examine the results. You'll bring enough sector understanding to earn credibility quickly, alongside the curiosity to keep learning. We're looking for someone who can build a market and a repeatable approach, with customer evidence behind both. What success looks like Clear priorities for Energy and Defence, positioning that resonates with buyers, and a growing marketing pipeline. Weekly reporting explains what is happening, why it is happening and what the team will do next. Sales reps and SDRs understand the commercial, procurement and operating nuances of each segment and have the training, content, customer proof and partner routes to progress deals. Customers and specialist partners strengthen our presence in the market, while Product Marketing and Product have a clear, evidence-backed view of the requirements that matter most. You'll assess progress through qualified pipeline, conversion, sales-cycle performance and customer outcomes, working with Sales and customer teams to understand delivery effort and time to value. How we work Light's values are speed, simplicity and transparency. We make decisions when the evidence is sufficient, keep ownership clear and share progress and problems early. We expect leaders to raise the quality of the work, help colleagues succeed and use AI to remove unnecessary effort. This is an opportunity to shape priority markets from the beginning, with direct influence on how Light understands customers, takes its product to market and develops its offering. The good stuff 🏢 In-office culture, high talent density. 💸 Competitive salary. 🏝 25 days annual leave plus public holidays. 🚀 Define what winning looks like in a vertical from the very first deal. 🌍 Regular travel to Copenhagen, Munich, NY, Paris, and wherever Energy & Defence customers, partners and industry events take us. 🥳 Off-sites twice a year. The last one was in Italy. How to apply Tell us about a specialist market you helped grow: how you built the pipeline, earned credibility with customers and partners, and equipped Sales to win. Share a time your analysis changed the plan, and how customer insight shaped a product requirement. Light is an equal opportunity employer. Find Jobs in United Kingdom on Arbeitnow