Account Executive, Enterprise Sales

Job description

**At Poka, we're changing how the world's industrial teams work — capturing the knowledge of their best people and putting it in every operator's hands.** **Our connected worker platform is purpose-built for manufacturing and the wider industrial world, with industrial AI inside the shift, not on top of it. The result: frontline performance that becomes compounding knowledge and measurable impact — every shift, every site, every region.** **We're proud to support global leaders like Nestlé, Bosch, Mars, and Danone across 3,000+ sites in 70+ countries. And as a fast-growing part of the IFS family, you'll join a team whose daily work directly shapes the platform behind how modern manufacturing gets done.** --- Most enterprise SaaS gets sold to people in offices. You'll be selling something that lives on the factory floor, across a continent of different markets, languages, and ways of working. You'll need to be as credible with a plant manager in Southampton as with a COO in Munich. ### **Role overview** As an Enterprise Account Executive, you'll bring Poka to some of Europe's best-known manufacturers. You'll help them solve real operational problems, move their digital transformation forward, and show measurable impact across their frontline operations. You'll own new business from the first conversation to signature. That means finding the right accounts, running discovery that gets to the heart of how a plant actually works, and building business cases that both operations and finance believe in. It also means closing multi-site, often multi-country deals with many stakeholders. You'll work alongside Sales Development, Solutions Consulting, Customer Success and our IFS partners, and you'll have a real say in how Poka grows its European business. This is a high-impact role for someone who pairs sharp commercial instincts with a real understanding of manufacturing and of how European enterprises buy software. ### **What you'll be doing** - Find and develop new business across your European territory through market research, outbound prospecting and close work with the Sales Development team - Own the full sales cycle: discovery and needs analysis, product demos, proposals, negotiation and close - Build tailored business cases that tie Poka's platform to each prospect's operational priorities and show clear value - Handle cross-border deals where group-level decisions have to work for local sites, works councils and regional IT - Partner closely with Customer Success and other teams so customers move smoothly from signature to long-term value - Keep opportunities, forecasts and account activity accurate and up to date in Salesforce - Put AI to work in your day-to-day, from research and account planning to conversation intelligence, drafting and CRM copilots, so you sell smarter and spend more time with customers - Bring customer insights and market feedback to leadership to help shape go-to-market strategy and product direction - Represent Poka at trade shows, industry events and virtual conferences across Europe ### **What you bring** - 5+ years of new business experience, in B2B sales or a similar Account Executive role - Proven experience selling SaaS, ideally into manufacturing, industrial technology or digital transformation - Confidence leading complex sales conversations with many stakeholders, from the plant floor to the C-suite - Experience selling across more than one European market, and an understanding of how buying differs between them - Strong negotiation, relationship-building and problem-solving skills - A results-driven mindset and a track record of meeting or beating sales targets - A hands-on, curious approach to AI and modern sales tools. You already use them to work smarter and want to keep learning - Fluent written and spoken English, with excellent presentation skills (another European language is an asset) - Based in the UK or Ireland and willing to travel up to 40% We know great sellers come from varied paths. If you don't tick every box but you've consistently landed complex new business and can quickly earn the trust of operations leaders, we'd love to hear from you. ### **Why Poka** Manufacturers are under pressure on three fronts: - capturing what a retiring workforce knows - getting new people productive faster - getting AI onto the floor in a way operators actually use Poka is one of very few platforms that does all three, and it's already trusted at 3,000+ sites. Many of the world's biggest manufacturers are headquartered in Europe, so you'll be selling close to where the big decisions get made. You'll have the reach of IFS behind you and the pace and ownership of a growth-stage company. #LI-TK **What we offer:** - Generous vacation policy, additional paid days, and charity day. - Scale-up energy with huge backing and a global yet close-knit team. - A truly flexible schedule and remote-friendly working - including up to 8 weeks a year working from abroad. - Wellbeing support from day one, including free 1:1 sessions with certified coaches and therapists. - MacBook Pro, plus home-office and monthly allowances to set you up properly. - An annual learning and development budget to keep your career moving. - Regular team meetups and industry events - remote never means disconnected. - A rewarding employee referral program for successful hires. *Exact benefits vary by country - we'll walk you through your full local package during the hiring process.* *Want to learn more about our culture? Click [HERE](https://2394300.fs1.hubspotusercontent-na1.net/hubfs/2394300/HR%20files/CultureBook-En-screen.pdf).* **Please note:** An understanding of English is essential at Poka, as it is the language used during company-wide meetings and many internal communications, ensuring effective collaboration and decision-making. In addition, as Poka operates in an international environment, English is the primary language for communicating with our clients and partners, enabling us to better serve them and represent Poka in a professional manner.