Note: The job is a remote job and is open to candidates in USA. Factbird provides manufacturing teams with real-time operational intelligence through plug-and-play hardware and a cloud platform. The Large Enterprise Account Director will lead complex enterprise sales opportunities, build executive relationships, develop financially credible business cases, close high-value deals, and expand initial deployments into global manufacturing programs.
Responsibilities
- Develop a point of view on each named account: where operational performance is constrained, why change matters now, who owns the problem, and how Factbird can create measurable enterprise value
- Build pipeline personally through disciplined account research, executive outreach, internal champions, partner routes, and relevant transformation events. You will not depend solely on inbound demand or centrally generated opportunities
- Lead discovery that goes beyond gathering requirements. Test assumptions, expose the cost of inaction, and help customers define the operational and financial case for change
- Use MEDDPICC as a decision framework, not a reporting exercise. Identify the Economic Buyer, decision criteria, decision process, competition, champions, and commercial risks early enough to influence the outcome
- Build and lead a multithreaded strategy across Operations, IT, Finance, Procurement, Legal, and executive leadership
- Anticipate where a deal could stall, surface difficult issues directly, and create credible routes around technical, political, financial, and organisational blockers. Know when to build consensus, when to challenge, and when to escalate
- Own the commercial strategy for pilots and proof-of-value programmes in partnership with Solutions Consulting and Customer Success
- Define success measures before deployment, maintain executive visibility, and ensure the pilot answers the questions required for an enterprise decision. Convert operational outcomes into a CFO-grade business case with a clear path to scale
- 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. Maintain a precise view of deal health, distinguish evidence from optimism, and communicate risks without spin
- Treat the initial close as the start of the enterprise journey. Establish executive sponsorship, governance, deployment principles, and an expansion roadmap from the outset
- Work across regional and global stakeholders to convert one site into 20, 100, or more, embedding Factbird into the customer’s operational and financial planning cycles
- 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 a strong point of view. Challenge internal thinking when the evidence calls for it, invite challenge in return, and improve the quality of decisions around you
- Built credible, multithreaded strategies across a focused portfolio of named enterprise accounts
- Personally created and advanced qualified opportunities with senior executive sponsorship
- Established clear decision paths and commercial strategies for complex enterprise pursuits
- Converted operational value into financially credible business cases
- Progressed pilots with explicit success criteria and agreed routes to rollout
- Built expansion plans capable of taking Factbird from an initial site to a global manufacturing standard
- Raised the quality of enterprise account planning, qualification, forecasting, and deal strategy across the team
Skills
- 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 an 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
- A track record of converting initial deployments or pilots into meaningful multi-site expansion
- Strong command of MEDDPICC or an equivalent enterprise qualification discipline, demonstrated through how you run deals rather than a training credential
- 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 a clear account thesis, translate it into action, and adapt it as new evidence emerges
- You are constructively challenging. You do not confuse collaboration with agreement, and you are comfortable testing the thinking of customers, colleagues, and leaders
- You create momentum. When a deal encounters resistance, you diagnose the blocker and build another route rather than waiting for circumstances to change
- You combine confidence with coachability. You bring experience and independent judgment without becoming rigid or defensive
- You treat each account as a business within the business, taking full ownership of strategy, execution, risk, and outcome
- You are energised by complex, long-cycle pursuits where disciplined thinking and persistence create an advantage
Benefits
- Fully remote
- Flexible working hours
- Internet reimbursement
- Thoughtful, human onboarding: We’ll support you step by step, giving you the context, tools, and guidance you need to feel confident from day one.
- A career path that grows with you: Through bi-yearly Individual Development Plan conversations, we’ll work together to shape a career journey that fits your ambitions.
- Company-wide kickoffs & team days
- A global, inclusive culture
Company Overview