Large Enterprise Account Director

About the role

Factbird gives manufacturing teams real-time operational intelligence without the complexity of traditional industrial systems. Our plug-and-play hardware and cloud platform turn live production data into decisions that improve performance across lines, sites, and global manufacturing networks. We are building a dedicated enterprise capability to win and expand large, complex manufacturers. This is a foundational commercial hire with the mandate to shape how Factbird creates, closes, and grows our most important global accounts.

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.
• 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 using MEDDPICC as a decision framework.
• 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.
• 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.

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.

Who you will work with

You will report to the VP of Sales and act as the commercial lead within a Global Enterprise Pod, partnering closely with Solutions Consulting, Customer Success, Finance, Legal, and regional Sales leadership across EMEA and the US.

$350,000 – $400,000 / year

Benefits

• Flexible working hours
• Competitive salary
• Internet reimbursement
• Thoughtful, human onboarding
• Career path that grows with you
• Company-wide kickoffs & team days
• Global, inclusive culture