Strategic Account Executive - EMEA
Act-On
Sales & Business Development
United Kingdom
Posted on Mar 6, 2026
About Us: Act-On Software is one of the world’s leading marketing automation providers, offering solutions that empower marketers to move beyond the lead and engage targets at every step of the customer lifecycle. Act-On makes customer data actionable so marketers can strategise smart, effective solutions to grow their businesses and generate higher customer lifetime value—all with the fastest time-to-value.
The Role: We are looking for a dynamic, highly driven Strategic Account Executive to take Act-On to new heights in the EMEA region. In this hybrid role, you will be the driving force behind both our new business acquisition and the long-term success of our strategic clients.
You will be a "hunter" tasked with developing a robust pipeline and closing new logos, as well as a strategic "farmer" managing the post-sale relationship for a portfolio of top-tier accounts. You will partner with clients to secure long-term retention, drive proactive upsells, and execute cross-sell opportunities across group companies.
What You Will Do
New Business Development (AE Duties):
- Drive Revenue: Maximise sales into your assigned EMEA territory, developing a sustained pipeline to close new business at or above quota.
- Value-Based Selling: Effectively distil and deliver the Act-On value proposition, executing high-impact online product demonstrations and writing compelling, value-based sales proposals.
- Solve Complex Problems: Act as a marketing automation industry expert, identifying customer 'pain points' and demonstrating how Act-On’s SaaS platform solves critical business challenges.
- Collaborate to Win: Partner with our internal Product Specialist team to present tailored solutions to highly qualified opportunities across mid-sized and enterprise companies.
Strategic Account Management (AM Duties):
- Own the Lifecycle: Manage the post-sale relationship, conducting account reviews, risk assessments, and due diligence in partnership with the Customer Success team.
- Drive Renewals & Expansion: Take full ownership of renewal opportunities. Generate incremental ACV through proactive upselling and hunting cross-sell opportunities within existing group accounts.
- Negotiate & Retain: Develop and execute win/win negotiation strategies for contract renewals that maximise value on favourable terms while protecting the customer relationship.
- Risk Mitigation: Closely monitor at-risk accounts, serving as the point of escalation for critical issues and working cross-functionally to remove barriers to customer success.
Sales Strategy & Operations:
- Forecasting: Maintain complete visibility and an accurate rolling 90-day forecast of both new business pipeline and upcoming renewals.
- Product Mastery: Become an Act-On 'Power User', consistently enhancing your knowledge of our evolving product suites.
- Market Feedback: Bring fresh ideas and strategise with Act-On leadership to enhance our sales cycle, sharing insights gathered from the EMEA market.
Characteristics, Qualifications & Experience
- Experience: 5+ years of successful, full-cycle solution selling experience (both new business acquisition and account management/renewals) within the SaaS or software industry.
- Track Record: Clear evidence of being a top producer (e.g., consistently exceeding quota, President's Club, rapid career advancement).
- Industry Knowledge: Background in Marketing Automation or MarTech is highly preferred. Experience selling into FinTech is a distinct advantage.
- Executive Presence: Strong business acumen with the ability to confidently navigate value-based contract negotiations at the C-Suite and CXO level.
- Agility & Drive: A relentless work ethic, strong analytical skills, and the ability to manage multiple complex sales cycles and renewal projects simultaneously.
- Culture Fit: Thrives in a dynamic, high-energy, and collaborative sales environment. Driven, charismatic, positive, and tenacious.
- Education: BA/BSc degree in a related field preferred, or equivalent highly relevant work experience.