Account Executive - Enterprise (London based)

ABOUT US For most enterprises, procurement remains one of the least automated functions. Spend commitments travel through disconnected, outdated systems, email threads, spreadsheets, and manual approval chains, leaving finance teams with limited visibility until long after commitments have been made. This results in difficult closes, weakened forecasting, and teams spending too much time reconciling what the business planned to spend with what was recorded in the books. Legacy platforms haven't solved this, and modern intake tools only scratch the surface. Pivot is ambitiously committed to solving this problem by filling the gap between legacy platforms and lightweight intake tools with an enterprise-grade AI operating system for Procurement, built from the system of record up. The adventure started mid-2023 with three founders, former C-levels from fintech unicorns (Qonto and Swile) and highly experienced engineers from top-notch tech companies. We’ve since raised $40M in a Series B round, totaling our funding to $70M, coming from tier-1 investors. We’ve built a team of 70, are operating across 25+ countries, and are trusted by enterprise leaders Lemonade, Wolt, and Flix. We are looking for smart, execution-driven people to join our team, with a strong focus on excellence and a desire to achieve great things as a team. YOUR ROLE As an Account Executive - Enterprise, you will own the full sales cycle for our most strategic accounts. You will target large, complex organisations with multiple stakeholders, navigate sophisticated procurement and legal processes, and close high-value, long-term deals that define Pivot's enterprise footprint in EMEA. You will join our Sales team, which currently includes a VP of Revenue, Account Executives, a Pre-Sales Engineer, and a BDR team. You will report directly to VP of Revenue. YOUR KEY RESPONSIBILITIES - Own complex, multi-stakeholder enterprise sales cycles from first contact through close, managing procurement, legal, IT, and C-suite stakeholders simultaneously. - Develop and execute a territory plan targeting strategic enterprise accounts across your defined region, in close coordination with the BDR team. Willing to open doors by your own methods too. - Build and deliver compelling business cases, executive-level presentations, and tailored demos that articulate Pivot's value at every stage of the buying journey. - Lead commercial negotiations, structure commercial agreements, and ensure favourable terms for both Pivot and clients, building win-win partnerships designed to last. - Identify and drive expansion opportunities within existing enterprise accounts, surfacing upsell and cross-sell potential to grow revenue and deepen relationships. - Maintain rigorous pipeline discipline: own your forecast with accuracy on a monthly and quarterly basis, and manage CRM hygiene in HubSpot. - Collaborate internally: - Work closely with the BDR team, providing direction, feedback, and mentorship to maximise the quality and volume of enterprise pipeline. - Partner with Pre-Sales to manage technical evaluations, RFPs, and InfoSec requirements during complex sales cycles. - Coordinate with the Operations team to ensure smooth handoffs and long-term client satisfaction post-close. YOUR SALES MINDSET - You are a master of enterprise sales cycles: multi-threaded stakeholder management and driving consensus across large, complex organisations come naturally to you. - You are a strategic thinker who approaches your territory like a business: mapping white space, prioritising high-potential accounts, and building plans to convert them methodically over time. - You are confident and credible at C-suite level, able to engage procurement directors and CFOs. - You are resilient and persistent: long sales cycles don't discourage you. You manage momentum, keep deals alive, and know how to re-engage accounts that have gone quiet. - You are naturally curious and want to actively solve customer problems. - You are commercially sharp, able to understand complex pricing structures and articulate ROI and TCO in a way that resonates with financially-driven buyers. - You are a collaborative leader who uplifts those around you: sharing knowledge with BDRs, working closely with pre-sales, and contributing to a culture of high performance. - You like solving problems and making complex things look simple. - You always want to keep learning and you are comfortable with confronting ideas. - You enjoy the cadence and want to bring the best of yourself within an early-staged startup. REQUIREMENTS - 5+ years of quota-carrying B2B SaaS sales experience, with a strong track record of closing enterprise-level deals. - Demonstrated success selling to enterprise accounts (1,000+ employees), managing multi-stakeholder buying processes and complex procurement cycles. - Experience handling deals with ACV of £100k+ and sales cycles of 6–12+ months. - Native-level English; additional languages (French, German, Spanish) are a strong plus. - Highly organised, data-driven, and comfortable operating autonomously in a fast-paced, high-growth startup environment. - Based in Barbican, London; comfortable with occasional travel across EMEA. WHAT YOU WILL GET - A competitive salary package plus equity (ESOP) - Pension plan - Private medical insurance - 25 days of annual leave + 8 public holidays - Enhanced sick leave - 2 days of remote work per week - The richness of a multicultural and international team (more than 15 nationalities). - A unique chance to grow with a fast-scaling innovator