• Client Partnership: Serve as the primary solution consultant and technical contact for prospective and existing clients. • Industry Insight: Conduct thorough research to stay ahead of industry trends and develop deep insights. • Tailored Solutions: Customize and present software demonstrations that address specific client business requirements. • Strategic Advising: Challenge clients to think beyond their current processes and envision broader, more effective solutions. • Product Expertise: Maintain and configure demonstration environments, showcasing the full value of our technology. • Sales Support: Assist in developing responses to RFIs, RFPs, and proposals, and support sales teams in client meetings and marketing events. • Stakeholder Engagement: Work closely with internal teams including Product, Marketing, and Customer Success to ensure alignment on client needs and expectations. • Market Analysis: Monitor and analyze competitive products and industry developments to inform sales strategies and product development. • Feedback Loop: Gather and relay client feedback to influence product improvements and innovation. • Performance Metrics: Track and report on sales consulting activities, providing insights and recommendations for continuous improvement.

Role Description We are looking for a top-performing Enterprise Account Executive to drive expansion across EMEA markets (UK, Nordics, Benelux). This is a true builder role — focused on creating pipeline, winning new logos, and establishing Insait as a category leader. You will work closely with senior leadership to define and execute the go-to-market strategy in your region. Location: While the role is listed in Austria, we are open to candidates based in any major city across the DACH region. What You’ll Do - Own the full enterprise sales cycle from pipeline generation to closing high-value deals - Build and develop pipeline from scratch through outbound, partnerships, and network - Achieve ambitious ARR targets within your first year – this role requires a true hunter mentality - Engage with complex buying committees across business, product, risk, compliance, and IT - Lead multi-stakeholder enterprise sales processes - Collaborate with leadership, product, and marketing to refine GTM strategy - Represent Insait in meetings, events, and executive engagements Qualifications - Minimum of 6 years of enterprise sales experience, ideally within Financial Services (banking, insurance, or regulated environments) - Proven track record closing complex, high-value enterprise deals - Strong background in Financial Services domain (banks, insurance, fintech, or related sectors) - Experience in AI or Generative AI is a significant advantage - Ability to build pipeline from scratch and operate in a zero-to-one environment - Strong executive presence and ability to engage C-level stakeholders - High ownership, intensity, and execution mindset - Strong market familiarity and hands-on experience working within Germany, Switzerland, and/or Austria - Native-level German language proficiency is mandatory Benefits - Opportunity to be one of the first hires in your region and play a critical role in market entry and growth - You will work directly with leadership, influence strategy, and sell a product that delivers measurable enterprise value

• Build and maintain relationships with IDNs and large health systems • Drive revenue and market share growth by winning large commercial account bids • Work with internal teams to execute sales strategies and marketing campaigns • Travel anticipated 60-65%

Role Description As Senior Account Executive, Adobe Practice, you will own new logo acquisition for NextRow's IT consulting business, from cold outreach through signed SOW. You will lead with our Adobe practice, which has the strongest case studies, partner relationships, and named clients, and cross-sell AI services and staff augmentation as accounts mature. You are a hunter. You build pipeline through outbound prospecting, partner channels, and your own executive network. You navigate procurement, scope SOWs with delivery leads, and close six and seven figure consulting engagements. You report directly to the founder and have a direct line to leadership on offerings, pricing, and go-to-market decisions. This is a high-impact, high-visibility seat. You step into an established consulting business with real clients and proven delivery, and your job is to accelerate the next chapter of commercial growth. What You Will Do - Pipeline and Revenue Generation: - Own a named account list of mid-market and enterprise targets in priority verticals including technology, financial services, retail, healthcare, and media. - Build a healthy, accurately forecasted pipeline of consulting opportunities ranging from $50K SOWs to $1M+ multi-quarter engagements. - Source opportunities through outbound prospecting, your existing network, Adobe field co-sell relationships, and partner channels. - Consistently meet or exceed quarterly and annual targets, with a Year 1 quota of $1.2M in new booked revenue and a 4-month ramp to full quota. - Consulting Sales Execution: - Lead the full sales cycle from initial outreach through executed SOW, typically 2 to 4 months. - Run business-outcome focused discovery with marketing, IT, and data leaders. - Partner with practice leads on solution scoping, pricing, risk assessment, and SOW construction. - Navigate procurement, MSAs, security questionnaires, and legal negotiations with confidence. - Apply a structured consulting sales methodology (MEDDIC, MEDDPICC, Challenger, or equivalent) to qualify rigorously and forecast accurately. - Strategic Account Development: - Build executive relationships across CMO, CDO, CIO, VP MarTech, VP Digital, VP Data, and VP IT. - Co-sell with Adobe field teams and leverage NextRow's standing in the Adobe partner ecosystem. - Drive a land and expand strategy: open the account with a focused Adobe engagement, then expand into AI services, staff augmentation, and adjacent practices. - Represent NextRow at industry events, Adobe Summit, and partner-led activities. - Practice Partnership and Build: - Partner with our AEM, Marketo, Workfront, AJO/CJA, AI services, and staff aug leads on positioning, proof points, and competitive differentiation. - Bring structured market feedback to leadership on offerings, pricing, and gaps. - Help evolve the consulting sales playbook and shape how we scale outbound, deal qualification, and SOW-driven selling. - Mentor SDRs and future sales hires as the team grows. Qualifications - 7 to 10 years of B2B sales experience selling IT consulting, professional services, or staff augmentation into mid-market and enterprise accounts. - Consistent track record of carrying and exceeding a services quota of $1M or more. - Existing relationships and a callable Rolodex with CIO, CMO, VP IT, VP MarTech, VP Digital, or VP Data buyers at Fortune 1000 or upper mid-market accounts. - Hunter DNA: demonstrated success with cold outbound prospecting, not just inbound conversion or account expansion. - Fluency selling SOW-based consulting, time-and-materials, and fixed-fee engagements; comfortable scoping, pricing, and defending services proposals. - Familiarity with the Adobe Experience Cloud ecosystem (AEM, Marketo Engage, Workfront, Customer Journey Analytics, Adobe Journey Optimizer) or strong adjacent MarTech consulting experience. - Strong command of a structured sales methodology (MEDDIC, MEDDPICC, Challenger, Command of the Message, or equivalent). - Proficiency with Salesforce or HubSpot CRM, LinkedIn Sales Navigator, and modern outbound tooling. - Comfortable operating in a founder-led, build-the-playbook environment with high autonomy and a direct line to leadership. Requirements - Prior experience at an Adobe partner or MarTech consultancy. - Existing co-sell relationships with Adobe field, customer success, or partner managers. - Experience selling AI, data engineering, or generative AI consulting services. - Comfortable in an entrepreneurial, founder-led environment where you help shape strategy, not just execute someone else's plan. - US East or Central time zone presence for buyer coverage. - Bachelor's degree or equivalent professional experience. Benefits - 401(k) - Bonus based on performance - Company parties - Competitive salary - Dental insurance - Employee discounts - Flexible schedule - Free food & snacks - Health insurance - Opportunity for advancement - Paid time off - Training & development - Vision insurance - Wellness resources