Account Executive, Enterprise, EMEA

About this role

This is a hybrid position requiring in-office attendance 1 day per week at our London office. Candidates must reside within a commutable distance to be considered. Fullstory's behavioral data is no longer just powering dashboards and session replay. It's becoming core infrastructure for how our customers build and debug AI-driven products. We're hiring an Enterprise Account Executive who can sell both stories: the enterprise analytics value Fullstory has always delivered, and the more technical conversation about how that same data helps engineering, product, and ML teams understand what their AI is actually doing in production.

This is a complex, full-cycle Enterprise sales role that requires speaking credibly to both business and highly technical buyers. In a typical day, you might: - Own an Enterprise territory, responsible for business development, client engagement, and generating both new customer contracts and expansion revenue within existing accounts. - Build and execute long-term account plans for acquiring and growing accounts, grounded in a thorough understanding of the Enterprise sales cycle.

- Actively prospect new business through cold calling, cold emailing, LinkedIn outreach, and your own network. - Engage credibly with both business and technical stakeholders, including engineering, product, data, and ML teams, articulating how Fullstory's behavioral data supports their goals, from customer experience to AI development. - Partner with Solutions Engineering, Professional Services, and Customer Solutions Engineering to run value-based, technical evaluations and demonstrations.

- Manage pipeline accurately using our sales tools, with strong forecasting and deal-stage discipline. - Use AI tools daily to research accounts, personalize prospecting outreach, and summarize deal activity and next steps. Here's what we're looking for: - 3–5 years of quota-carrying SaaS closing experience selling into Upper Mid-Market or Enterprise accounts, ideally to stakeholders in Product, Engineering, Data, or AI/ML organizations.

- Experience closing six-figure deals with multiple stakeholders, building relationships and multithreading across both business and technical buyers. - Track record of quota attainment, including both net-new and expansion revenue, at an annual quota of $1M+. - Comfort running or supporting value-based technical demonstrations and evaluations, with working knowledge of (or demonstrated ability to quickly ramp on) observability, LLMOps, or AI/ML concepts.