Principal Account Executive

We make compressors, generators and power equipment sold through distributors worldwide. We started in 1915 and have grown to about 75,000 people.

Job summary:

Thornbury Industries has an opening for a Principal Account Executive. This is a closing role, measured on new ARR against a quarterly quota. We work hybrid out of Uppsala, usually three days in, two days remote.

Essential duties and responsibilities:

• Coordinate with solutions engineers on technical evaluations and security questionnaires
• Attend two or three regional trade shows a year to work the booth and book meetings
• Identify additional contacts in each deal so it does not depend on a single champion
• Hand off closed accounts to onboarding with clear notes on scope and anything promised during the sale
• Share competitive intel and lost-deal reasons with product marketing
• Present pricing and ROI cases to CFOs and business owners
• Prospect into named accounts to add self-sourced pipeline on top of SDR meetings

Qualifications:

• 7+ years of closing experience in B2B software or services sales
• Proven record of hitting quota, with numbers you can walk us through in the interview
• Familiarity with a sales methodology such as MEDDICC, Challenger or SPIN
• Comfortable running a full sales cycle with multiple stakeholders
• Working knowledge of Salesforce. HubSpot is fine if you have used deal stages and forecasting
• Bachelor's degree or equivalent work experience
• Ability to travel up to 20% for customer visits and events

Preferred:

• Prior SDR or BDR experience
• Gong or Chorus call recording experience

Pay and benefits:

• Private health insurance
• Occupational pension
• Parental leave top-up
• Flexible working hours
• Lunch benefit
• Hybrid working

If you are shortlisted, we will reach out to set up a first call.

Start: Immediately.

Demo job created on 11jobs for testing and demonstrations. It is not an actual opening at Thornbury Industries Inc..