Enterprise Account Executive – International

Overview

In this role you will drive revenue growth by closing new enterprise customers and expanding Matillion’s footprint with existing ones. You will own the full sales cycle in a defined territory, collaborating with SDRs, partners, and cross-functional teams to deliver value. You’ll address technical challenges with business outcomes, apply MEDDPICC to opportunities, and nurture partnerships to scale impact. This is a mission-driven, fast‑paced environment that rewards curiosity, collaboration, and continuous learning.

Pay / Benefits

• Company Equity
• 30 days holiday + bank holidays
• 5 days paid volunteering leave
• Health insurance
• Life Insurance
• Access to mental health support’,’Pension

Responsibilities

• Achieve annual new logo and consumption targets via direct enterprise sales in a defined territory
• Generate and manage pipeline through outbound prospecting and inbound leads, including converting trials and upselling PAYG
• Build and manage ecosystem relationships with CDP, SI, and ISV partners to extend sales reach
• Develop territory and allbound plans with SDRs, marketing, and channel partners to maximize new logos
• Manage customer communications from discovery calls to POC support with SE/SA team collaboration
• Address objections and navigate contractual challenges to maximize value and satisfaction
• Apply MEDDPICC principles to align opportunities with customer needs
• Collaborate across Product, Marketing, Solution Architecture, and SDRs to ensure coordinated efforts
• Educate and coach internal sales roles on best practices and customer insights

Key requirements

• 5+ years of full-cycle sales in a complex technology environment
• Proven track record of achieving/exceeding $1M+ ARR quotas and closing six-figure deals
• Experience independently sourcing and onboarding new customers and managing pipelines
• Sales methodology training (e.g., MEDDIC, Force Management, ValueSelling, Winning By Design)
• Ability to translate technical challenges into business value across all organizational levels
• Experience with large enterprise software contracts and navigating RFP processes
• Ability to manage multiple opportunities across different sales stages
• Exceptional negotiation and closing skills with a history of hitting targets
• Experience in both startup and enterprise settings is preferred

• Strong business acumen
• Customer relationship skills
• Negotiation and closing abilities
• MEDDPICC/MEDDIC
• Value-based selling methodologies (ValueSelling, Winning By Design)
• Experience with enterprise software procurement and RFP processes

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