Strategic Account Executive

Job description

A ground-breaking & award-winning Construction Technology company; XYZ Reality are the creators of the world's first and only engineering-grade Augmented Reality solution, purpose-built for the construction industry. Not only have we created this technology, that sits within The Atom – a smart, site-safe headset and hardhat - but we implement it on major Mission Critical (Data Centres, Oil & Gas, Pharmaceutical, Aviation) projects, utilising the power of AR to ensure that all schemes are completed in line with the delivery timescales and budgets. Overview As Account Executive – Mission Critical, you will be directly responsible for driving new revenue through the development and execution of strategic territory and account plans within mission-critical construction sectors (data centres, pharma, healthcare, nuclear, semiconductor, and related industries). Leveraging your deep construction and enterprise sales experience, you will identify, qualify, and close complex opportunities by solving customer challenges through the XYZ Reality platform. You will act as a trusted advisor to senior stakeholders, articulating clear business value, ROI, and risk reduction while building long-term, influential partnerships across your accounts. This role is focused on new account acquisition and strategic account expansion, managing sophisticated, multi-stakeholder sales cycles from initial engagement through contract negotiation, close, and post-sale alignment. You will carry annual and quarterly targets and operate as a core member of the revenue organization. Key Responsibilities Lead and Execute Account & Territory Strategy - Develop and execute strategic territory and account plans aligned to revenue targets and long-term growth objectives - Identify high-value target accounts and prioritize opportunities based on market potential, customer maturity, and strategic fit - Build and maintain accurate pipeline forecasts and revenue plans Strategic Relationship Building - Build and expand executive-level relationships across assigned accounts, engaging stakeholders from site level through C-suite - Identify and develop decision-makers, champions, influencers, and economic buyers - Establish XYZ Reality as a strategic partner, not just a technology vendor Consultative & Value-Based Selling - Lead with a consultative selling approach, deeply understanding customer challenges, delivery risk, and commercial drivers - Translate customer pain points into compelling business cases that clearly demonstrate value, ROI, and operational impact - Align XYZ Reality’s AR solution to customer objectives across safety, quality, schedule, and cost control Manage Complex Sales Cycles - Own the end-to-end sales process: prospecting, qualification, solution alignment, commercial negotiation, and close - Navigate complex deal structures, including enterprise-level negotiations, procurement processes, and contractual requirements - Support and respond to RFPs / formal bid processes where required, partnering closely with internal stakeholders Cross-Functional Collaboration - Work closely with Marketing, SDRs, Revenue Operations, Professional Services, and Delivery teams to drive new business and expansion - Partner internally to align technical solutions, services strategy, and commercial structures to customer needs - Ensure smooth handoff from sales to implementation and ongoing account success Partner & Ecosystem Engagement - Collaborate with construction partners, consultants, and industry stakeholders to drive co-selling opportunities - Leverage partner relationships to strengthen account strategy and accelerate deal velocity Market & Competitive Intelligence - Stay informed on industry trends, competitor activity, and market dynamics within mission-critical construction - Provide feedback to leadership on product positioning, customer insights, and evolving market needs Sales Operations & Reporting - Maintain accurate and up-to-date records in Salesforce, including opportunities, forecasts, and next steps - Analyse sales data to identify trends, risks, and opportunities for optimization You Could Be a Strong Candidate If You Have: - Proven experience owning complex, enterprise sales cycles with annual quotas - Track record of closing 6-figure+ deals with multiple stakeholders and long decision cycles - Strong experience in value-based and solution selling, including account planning and strategic execution - Excellent communication skills across technical and non-technical audiences - CRM discipline and comfort operating in structured sales processes The Ideal Candidate: - Experience selling into mission-critical construction environments (data centre, pharma, semiconductor, nuclear, oil & gas) - Background in construction technology, SaaS, or cloud-based solutions - Comfortable engaging senior executives while also operating on site and with delivery teams - Proactive, coachable, and energized by building long-term customer relationships - Willing and able to travel domestically and internationally for meetings and demos