Account Executive (Wholesale)

Job description

Working at Infobip means being part of something truly global. With 75+ offices across six continents, we’re not just building technology — we’re shaping how more than 80% of the world connects and communicates. As employees, we take pride in contributing to the world’s largest and only full-stack cloud communication platform. But it’s not just what we do, it’s how we do it: with curiosity, passion, and a whole lot of collaboration. We operate with an AI-first mindset, embedding intelligent tools into our daily workflows to work smarter and more efficiently. Every role here benefits from and contributes to this approach. If you're looking for meaningful work and challenges that grow you in a culture where people show up with purpose, this is your opportunity. Let’s build what’s next, together. What this role is all about? To achieve our mission of reaching every mobile user on the planet, it is essential to continue building great relationships with new clients. As Account Executive (Wholesale), you will directly impact how our business moves and succeeds by helping new clients growing their businesses. The main goal for this role is to identify new business opportunities with current leads/clients and prospective new key clients which are provided against a focus target list. In addition to the actual sales activities, the Account Executive (wholesale) is usually one of the most experienced sales representatives so it is expected of him/her to share his/her knowledge with the rest of the team members, mentor newly recruited sales team members, answer technical and procedural questions for less experienced team members. Job Description Leads sales cycles from lead qualification to closure, focusing on wholesale accounts across Europe (e.g., telecom operators, MNOs/MVNOs, aggregators, and SMS/Voice resellers). Sells an expanded range of Infobip's products and services, primarily focusing on high-volume traffic routing (A2P SMS, Voice) and global connectivity, addressing the specific needs of wholesale clients within the European market. Collaborates with cross-functional teams (such as routing, carrier relations, and procurement) to ensure highly optimized, tailored connectivity and pricing solutions for wholesale partners. Develops comprehensive solution proposals that encompass all relevant aspects of a wholesale client’s needs, including capacity, route quality (QoS), and delivery rates. Manages sales processes through detailed traffic forecasting, account strategy, and resource allocation, with a focus on long-term partnerships and high-volume account expansion. Leads the development and presentation of value propositions, ensuring alignment with the unique challenges of the wholesale sector, such as cost optimization, global reach, and fraud prevention. Negotiates dynamic pricing, rate cards, volume commitments, and bilateral agreements, ensuring successful closure while meeting both customer and company margin objectives. Maintains strong relationships with key wholesale players in Europe, focusing on continuous engagement, traffic monitoring, and overall account health. Cross-sells and upsells within existing wholesale accounts, guiding partners to adopt new channels (e.g., moving from traditional SMS/Voice to RCS, WhatsApp, and identity solutions). Acts as a mentor to junior Account Executives, sharing insights, industry connections, and strategies for success in the telecom and wholesale segment. Requirements Minimum 2 years of proven experience in B2B sales, specifically within telecom wholesale, carrier relations, or aggregator markets, consistently meeting or exceeding revenue/traffic quotas. Fluent in English (mandatory); knowledge of additional European languages is a strong advantage given the territory. Strong knowledge of industry and technology trends relevant to Infobip's wholesale business: A2P SMS messaging, Voice termination, SIP trunking, and global routing. Knowledge of CPaaS, customer engagement, and OTT channels (RCS, WhatsApp, Viber) is a strong advantage. Proven track record of managing the full sales cycle, negotiating complex commercial agreements, managing rate tables, and securing volume-based contracts. Strong analytical skills with the ability to understand telecom pricing models, profit margins, and traffic routing strategies. Bonus: Previous experience working at a Mobile Network Operator (MNO), telecom aggregator, or global CPaaS provider in a wholesale capacity. Why you'll love it here • Financial rewards & recognition - A fair compensation aligned with your experience, industry, and market standards, performance-driven bonuses, regular reviews to support your growth and recognize your contributions, and a culture that values your impact. • Flexible work arrangements - We combine in-person collaboration with remote work and flexible working hours, because great ideas happen everywhere - and not always between 9 and 5. • ESOP (Employee Stock Ownership Plan) - As an Infobip employee, you’ll have the opportunity to share in our company’s success through stock options. • Work-life balance and Well-being - We offer time off when you need it, special leave days for life’s big moments, and a flexible hybrid work model tailored to local regulations. • Career mobility - Your career is a journey. With internal mobility, upskilling, and mentorship, we help you shape your path. • Professional development - Learning never stops. Onboarding, mentorship, and training programs help you grow - no matter where you start. • International mobility - Ready to take your career global? Explore short and long-term opportunities in our Hubs worldwide. While some benefits may vary by location, our goal remains the same: to support your growth, well-being, and success - wherever you are. Diversity drives connection Infobip is built on diverse backgrounds, perspectives, and talents. We’re proud to be an equal-opportunity employer and are committed to fostering an inclusive workplace. No matter your race, gender, age, background, or identity — if you have the passion and skills to thrive, there’s a place for you here. All qualified applicants will receive consideration for employment without regard to race, color, ancestry, religion, age, sex, sexual orientation, gender, gender identity, national origin, citizenship, disability, veteran status or any other part of one's identity. Read more about our hiring process . Please be aware that Infobip processes job applications only through our official platform Workday. Applications submitted via other third-party platforms are not reviewed or processed by Infobip. #LI-MG2