Company Overview:
- We are redefining how the world's most ambitious real estate companies run their operations.
- Our mission is to become Europe's leading platform for managing warehouse, logistics, retail, and multi-site commercial real estate portfolios.
- We empower our clients to protect revenue, boost efficiency, and unlock new value across every part of their business.
- Our unified CAFM platform powers the daily operations of over 250 million m² of real estate worldwide, supporting more than 500,000 professionals.
- We help manage 100,000+ buildings across 35+ countries.
- We are backed by a leading growth equity investor.
- We are scaling rapidly and partnering with global leaders in logistics, retail, and commercial real estate.
- We stay true to our core values: adaptability, collaboration, and client focus.
Role Overview:
- This is a pure new-logo role.
- You will win large, multi-country property owners, operators, and facilities management organisations that do not yet work with us.
- You will run the full cycle from first cold conversation to signature.
- Customer Success takes the account forward once it is live.
What to Expect:
- A defined greenfield territory of named target accounts.
- Reference customers with genuine weight in the market and proof points that survive scrutiny.
- Direct access to the CRO and CEO.
- Support from Presales, Business Development, Marketing, and Product teams.
- Uncapped commission with accelerators.
- A credible path into enterprise sales leadership as the new-business function scales.
Pipeline Creation Responsibilities:
- Build and work a named target-account list across your territory.
- Provide a written point of view on why each account should change and what it would take.
- Generate the majority of your own pipeline at coverage that supports next year's number.
- Multi-thread into C-suite and operational leadership through outbound, industry networks, events, partners, and existing customer relationships.
Winning Complex Enterprise Deals:
- Run the full cycle including first conversation, discovery, business case, evaluation, negotiation, and signature.
- Displace incumbent CAFM and IWMS platforms, in-house systems, and entrenched spreadsheet processes.
- Navigate multi-country buying groups, procurement, IT security, and legal without losing momentum.
- Qualify hard using MEDDICC and mutual action plans on every live deal.
- Shape commercial structure including pricing, multi-year terms, phased rollouts, and land-and-expand entry points.
- Sell what we can deliver and hand over cleanly.
Executive Credibility:
- Earn access to CFOs, COOs, CIOs, Heads of Real Estate, and workplace/transformation sponsors.
- Hold the room once you are in it.
- Lead with the commercial case including operating cost, compliance exposure, portfolio performance, and risk.
- Mobilise Presales, Product, and executive sponsorship around the opportunities that justify it.
Forecast and Commercial Discipline:
- Maintain a forecast you can defend line by line.
- Maintain a CRM that reflects reality rather than optimism.
- Disqualify early and visibly.
- Feed competitive and market intelligence back into product, marketing, and pricing.
Performance Metrics:
- New-logo ARR closed against target.
- Calibre of the logos.
- Self-sourced pipeline as a share of total pipeline.
- Win rate and average deal size within the named target segment.
- Forecast accuracy against commit.
- Deal quality including economic buyer access, mutual action plan, and MEDDICC completeness.
- Speed and honesty of disqualification.
- Clean handover into onboarding.
Requirements:
- A sustained record of exceeding new-business quota.
- Experience closing complex enterprise deals at six- or seven-figure value across borders.
- Experience involving multiple stakeholders, procurement, and IT security review.
- Demonstrable self-sourced pipeline.
- Commercial credibility at C-level.
- Ability to build and defend a business case in front of a finance audience.
- Comfort operating where the playbook is still being written.
- Discipline to write down what works.
- Proficiency in MEDDICC or an equivalent qualification and messaging framework.
- Business-fluent English.
Preferred Qualifications:
- CAFM, IWMS, facilities management, PropTech, or real estate technology experience.
- A second European language.
Support and Progression:
- Dedicated Solution Consulting, business development support, and marketing programmes.
- Established customer base and proof points.
- CEO and CRO sponsorship on request.
- Genuine progression into enterprise sales leadership as the new-business team grows.
