Sales
Enterprise Account Executive
London, UK
On-site
Full-time
Own and grow a focused book of named Enterprise CPG/FMCG accounts, landing new logos and expanding pilots into multiyear agreements.
We're seeking an Enterprise Account Executive to own and grow a focused book of named Enterprise CPG/FMCG accounts. This is a hybrid new-business and expansion quota-carrying role: you'll land new logos within a defined territory of target enterprise accounts, and simultaneously grow existing relationships from initial pilots into multiyear, global enterprise agreements. Success in this role means turning six-figure pilot engagements into seven-figure, multiyear contracts that span regions and business units.
You'll act as the strategic owner of the commercial relationship - partnering closely with Customer Success, Engineering, and Product to build a pipeline, close new business, and expand footprint across the world's largest consumer brands.
Responsibilities
Own a named list of target and existing Enterprise CPG/FMCG accounts, driving both net-new logo acquisition (land and expand) and expansion within existing accounts
Build and manage a pipeline of new enterprise opportunities through prospecting, referrals, and channel/partner relationships
Design and execute account strategies that convert initial six-figure pilots into multiyear, seven-figure global contracts
Navigate complex, multi-stakeholder enterprise buying cycles across procurement, brand, digital, and executive sponsors
Build and maintain executive-level relationships with brand managers, digital shelf leaders, and senior decision-makers at major FMCG companies
Partner cross-functionally with Customer Success, Solutions Engineering, and Product to ensure pilots deliver measurable results that support expansion
Develop and deliver commercial proposals, business cases, and ROI narratives tailored to enterprise stakeholders
Accurately forecast pipeline, bookings, and account growth against quota
Represent client feedback and market needs back into product strategy
Requirements
A track record in enterprise/named account sales (SaaS, martech, adtech, or ecommerce/digital shelf preferred)
Demonstrated success running land-and-expand motions — turning pilot or initial engagements into large, multiyear contracts
Experience selling into CPG/FMCG or retail ecosystems strongly preferred; familiarity with Amazon, retail media, or digital shelf dynamics a plus
Proven ability to manage complex, multi-stakeholder enterprise sales cycles from prospecting through close
Strong executive presence and consultative selling skills; comfort engaging VP/C-level stakeholders
Sharp commercial instincts with the ability to build compelling business cases and ROI models
Excellent forecasting discipline and CRM hygiene
Interest or experience in AI tools, automation, or emerging commerce technologies