Large Enterprise Account Director

The opportunity
We are looking for a Large Enterprise Account Director who can lead high-stakes enterprise deals from first hypothesis to global rollout.

You will operate as the strategic commercial lead across a focused portfolio of named accounts. That means creating opportunities rather than waiting for them, building conviction with senior executives, navigating competing priorities and internal blockers, and turning operational value into an investment case that stands up to CFO-level scrutiny.

Success means more than winning a pilot. It means establishing Factbird as the manufacturing intelligence standard across dozens or hundreds of sites.
What you will own
Create the opportunity
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.

Shape the decision
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.

Navigate complexity and resistance
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.

Prove enterprise value
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.

Lead the commercial close
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.

Turn one site into a global programme
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.

Raise the standard
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.
What We're Looking For

Enterprise deal leadership
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

Strategic and commercial capability
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

How you operate
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.

What success looks like

Within your first 12 months, you will have:
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