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EMEA Acquisition Account Executive
About the Role
The EMEA Acquisition Account Executive is focused exclusively on new logo acquisition within Accruent’s target Win Zone industries across the EMEA region. This role is responsible for driving net-new business growth by identifying, engaging and closing new customers.
The ideal candidate is a proactive hunter with strong solution-selling capabilities, able to navigate complex, multi-country enterprise sales cycles while positioning Accruent as a trusted partner and thought leader in the market.
You will own the sales process end-to-end, working closely with Business Development, Marketing, Solutions Engineering and Customer Success to deliver measurable value to new customers.
Key Responsibilities
1. New Business Development & Prospecting
- Identify, research and target net-new prospective customers within assigned EMEA territories and Win Zone industries.
- Develop and execute a structured prospecting strategy using outbound calls, emails, social selling, networking and events.
- Leverage marketing-generated leads, inbound enquiries, channel partners and industry events to create new opportunities.
- Build and maintain a healthy, high-quality pipeline through consistent and disciplined prospecting activity.
2. Solution Selling & Sales Execution
- Conduct discovery calls and meetings to uncover prospect pain points, operational challenges and business objectives.
- Deliver tailored sales presentations and product demonstrations aligned to customer needs and industry use cases.
- Position Accruent’s SaaS solutions, licensed software and professional services to drive measurable business outcomes.
- Manage the full sales cycle from first engagement through contract execution, ensuring a high-quality buyer experience.
- Navigate complex, multi-stakeholder sales cycles involving procurement, technical teams and executive decision-makers.
- Negotiate pricing, commercial terms and deal structures in line with company policies and revenue objectives.
3. Sales Forecasting & Pipeline Management
- Maintain accurate, up-to-date opportunity data in Salesforce, including next steps, close plans and forecast categories.
- Provide timely and reliable forecasts to sales leadership.
- Prioritise opportunities based on deal size, win probability and strategic alignment.
- Consistently meet or exceed bookings, pipeline and revenue targets for new logo acquisition.
4. Industry, Market & Competitive Intelligence
- Stay informed on market trends, competitor activity and regulatory or industry developments across EMEA.
- Identify differentiation strategies to position Accruent’s solutions competitively in each market.
- Act as a market-facing ambassador for Accruent, sharing insights and best practices to establish thought leadership.
5. Cross-Functional Collaboration
- Partner closely with Business Development Representatives (BDRs) to maximise pipeline creation and account penetration.
- Work with Solutions Engineers to deliver high-quality demonstrations, workshops and proof-of-concepts.
- Collaborate with Marketing to refine messaging, campaigns and target account strategies.
- Align with Customer Success and Professional Services teams to ensure a smooth post-sale handover and onboarding.
6. Contracting, Closing & Deal Management
- Drive urgency and momentum to progress deals efficiently through the pipeline.
- Work with Legal and Finance to structure compliant, scalable contracts.
- Manage procurement processes and approvals to ensure timely deal closure.
- Ensure a successful transition from sales to implementation and customer success teams.
7. Performance, Thought Leadership & Continuous Improvement
- Analyse sales cycles and outcomes to continuously improve execution and efficiency.
- Actively develop sales skills, industry expertise and competitive knowledge.
- Represent Accruent at conferences, trade shows and networking events across EMEA and internationally.
- Provide structured customer and market feedback to inform product strategy and roadmap planning.
Required Skills & Experience
- Around 5+ years of enterprise B2B SaaS sales experience, with a strong focus on new logo acquisition.
- Proven success hunting, managing and closing complex deals across multiple countries or regions.
- Strong understanding of solution selling, SaaS pricing models and deal structuring.
- Exceptional relationship-building skills with senior and executive-level stakeholders.
- Excellent communication, presentation and negotiation skills.
- Strong organisational skills with the ability to manage multiple priorities in a fast-paced environment.
- Track record of building a book of business and delivering measurable customer value.
- Fluent in English.
- Willingness to travel across EMEA and occasionally to the USA as required.
Preferred Skills & Experience
- Experience selling into Real Estate, Workplace, Facilities Management or other asset-intensive industries.
- Proficiency in additional European languages (e.g. German, French or Italian) is highly advantageous.
Why You Should Join
- Join a dynamic and collaborative global team making a real impact for asset‑intensive organizations.
- Take full ownership of your work and contribute to meaningful, real‑world solutions.
- Grow your career with genuine development opportunities in a high‑performance, supportive culture.
- Work with market‑leading technology and continuously develop your skills.
- Build a long-term, successful career in an international environment where you’re empowered to thrive.
Fortive Corporation Overview
Fortive's essential technology makes the world safer and more productive. We accelerate transformation in high-impact fields like workplace safety, build environments, and healthcare.
We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in healthcare sterilization, industrial safety, predictive maintenance, and other mission-critical solutions. We're a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to advanced technologies that help providers focus on exceptional patient care.
We are a diverse team 10,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact.
At Fortive, we believe in you. We believe in your potential—your ability to learn, grow, and make a difference.
At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone.
At Fortive, we believe in growth. We're honest about what's working and what isn't, and we never stop improving and innovating.
Fortive: For you, for us, for growth.
About Accruent
Personal development and becoming the best you is all about growth and exploring new skills and opportunities – both in and out of the office. At Accruent, we call this Grow Without Limits, and we’re proud to offer each of our employees the resources, coaching and support necessary to achieve Growth Without Limits in their personal and professional lives. Explore where the path takes you.
Accruent is a leading provider of solutions for unifying the built environment —spanning real estate, physical and digital assets, and the integrated technology systems that connect and control them. Accruent continues to set new expectations for how organizations can use data to transform how they manage their facilities and assets. With U.S. headquarters in Austin, Texas, Accruent serves over 5,000 customers in a wide range of industries in more than 100 countries worldwide.
We Are an Equal Opportunity Employer. Fortive Corporation and all Fortive Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Fortive and all Fortive Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at [email protected].
Bonus or Equity
This position is also eligible for bonus as part of the total compensation package.
