Department: Sales
Location: London
Job Description
As the Senior Account Executive (Public Sector) at Denodo, you will be responsible for driving new business growth across the UK Public Sector, with a particular focus on Defence Primes within your assigned territory.
This is a strategic, quota-carrying individual contributor role focused on acquiring new customers and expanding Denodo’s presence across the UK Public Sector. You will own the full sales cycle, from identifying and qualifying opportunities through to executive engagement, commercial negotiations and closing complex software deals.
We are seeking high-performance candidates with a track record of exceeding sales targets in enterprise software over the past five years. Candidates must have a solid background in the data integration, data analytics, and data management space with proven experience engaging with potential customers, partners and prospects in the assigned region. The ideal candidate should have excellent presentation and communication skills to handle the entire sales process from business development, prospecting, and qualifying to negotiations and closing.
The ideal candidate will have excellent communication, presentation and relationship-building skills and be comfortable developing pipeline through prospecting, partner collaboration and strategic account planning.
The successful candidate will be working closely with experienced sales and marketing leadership and be supported by a strong technical team in a fast-paced and rapidly growing company to develop professionally and gain opportunities to excel.
Job Responsibilities & Duties
- Own and execute the territory strategy to achieve and exceed new business revenue targets.
- Develop and manage a strong pipeline of qualified opportunities across Public Sector organisations, with a particular focus on Defence Primes.
- Drive new logo acquisition while identifying opportunities to expand Denodo’s footprint within existing and target accounts.
- Research, identify and prioritise prospective customers and strategic accounts across the assigned territory.
- Own the full sales cycle and deliver against individual sales quotas aligned with corporate and regional revenue targets.
- Develop and execute customer acquisition strategies across both direct channels and Denodo’s partner ecosystem.
- Collaborate closely with the Channel and Alliances team to identify and engage appropriate partners and drive revenue through direct and indirect channels.
- Develop and maintain accurate sales forecasts across assigned accounts and territory.
- Track, measure and report on sales performance, pipeline development and execution against territory plans.
Desired Skills & Experience
- 10+ years of results-driven enterprise software sales experience.
- 10+ years of results-driven enterprise software sales experience.
- 5+ years of experience in selling enterprise software.
- Experience selling into UK Public Sector organisations.
- Good knowledge and experience of Data Integration, Data Warehousing, Databases, Business Intelligence, Data Analytics, AI/ML concepts and products.
- Good understanding of enterprise IT architectures and corporate data strategies and solutions.
- Capable of managing all aspects of the sales cycle from cold calling prospects to negotiating enterprise-wide contracts.
- Ability to present technical concepts and business solutions clearly through demonstrations and proposals.
- Exemplary written and oral communication skills, with the ability to engage with a wide range of customer roles (C-suite, Executives, Subject Matter Experts and Enterprise Architects).
- Good organisational, prospecting and follow-up skills.
- A team player with the highest level of integrity.
- Bachelor’s degree in a business-related discipline, computer science or engineering with an MBA preferred, or equivalent work experience.
- Nice to have: experience in leveraging Employee Advocacy and Social Media to network with industry peers, share thought leadership content, and enhance brand visibility to support sales engagement and relationship building.