Senior Enterprise Account Executive

About Stratio and this role Stratio is a European decision intelligence platform. Our Generative AI Data Fabric helps regulated enterprises turn data into AI-driven decisions they can explain, defend and act on. We serve BBVA, Santander, Red Eléctrica and a growing roster of enterprises across Iberia and LATAM; we are headquartered in Madrid; and we are scaling toward €100M ARR by 2030 — Series C, operating with the discipline of a Series A, backed most recently by InfraVia Capital Partners. This is a senior enterprise seat covering private sector across the EU and the United Kingdom. The successful candidate will own commercial relationships with large enterprises across banking, insurance, retail, energy, industrial and consumer verticals, with a particular angle on Spanish-headquartered groups with EU/UK operations and on EU/UK groups with Iberian footprint. You will hunt new business, close complex multi-stakeholder deals, and build the account relationships that compound into multi-year platform partnerships. This is a builder's seat, not a caretaker's. You will have the backing of a strong technical pre-sales team, product leadership that still writes code, a growing partner ecosystem (Accenture, Deloitte, KPMG, NTT, Microsoft, AWS), and a CRO who treats senior AEs as peers, not resources. In return, you own your number end-to-end. What you'll own Pipeline, hunter-first
• Prospect directly into named enterprise accounts across the EU and UK: BFSI, Retail, Energy, Living Science. Partner-sourced warm introductions are welcome, but the AE owns the top of funnel.
• Weekly rhythm: 25 qualified outbound touches, 5 discovery meetings, 2 in-person client meetings, 5× pipeline coverage against annual target. Non-negotiable.
• Everything in CRM the same day. A forecast you cannot evidence is an opinion. Full-cycle enterprise deals using MEDDPICC
• Discovery, qualification (MEDDPICC or equivalent), executive presentation, business case built with the customer's own numbers, negotiation, close, transition to customer success. End-to-end ownership.
• Target ACV band: €500K–2M+ (Size M, L, XL). Deal shape is enterprise platform subscription with professional services wrapper, 3-year terms typical.
• Typical cycle 4–12 months. The right operator manages multiple parallel cycles with forecast discipline and does not over-weight the deal that feels closest. Partner motion
• Activate and develop co-sell relationships with Global SIs (Accenture, Deloitte, Capgemini, KPMG, NTT DATA), local SIs (Indra/Minsait, Everis, Sopra Steria, NEORIS, T-Systems Iberia) and hyperscalers (AWS Iberia, Microsoft Ibérica, Google Cloud España).
• Q1 goal: 3+ active partner co-sell agreements with named joint target accounts and executive sponsors on both sides. Executive engagement
• Direct interaction with CDO, CIO, CTO, CFO, Chief Data Officer, VP Risk/Compliance, and business unit leaders. European enterprise opens in person — expect frequent travel across Madrid, London, Paris, Milan, Amsterdam, Frankfurt and Lisbon.
• Represent Stratio at industry events (AMETIC, DigitalES, Big Data Spain, Gartner Data & Analytics Summit, Money20/20, sector-specific forums across EU and UK) with real presence, not polite attendance. Operational discipline
• Written weekly plan on Monday with maximum 3 priorities. Written weekly forecast on Friday. Weekly 1:1
• Business case built with the customer for every opportunity — the AE constructs the proposal, not delegates. Requirements — non-negotiable
• 10+ years enterprise B2B sales experience with a hunter-first track record selling across EU and/or UK markets.
• Verified personal-close ACVs of €500K+ — named buyers, named deal sizes, defensible under reference check. Portfolio quotas do not count.
• Active C-Level rolodex across EU and/or UK enterprise — minimum 5 contacts you could call this week. Tested explicitly in the interview.
• Enterprise software / SaaS / cloud / AI / data platform background. Consulting or professional services alone does not qualify.
• MEDDPICC, MEDDIC, Command of the Message, Challenger or Force Management discipline — applied, not just certified.
• Fluent in Spanish and English. Additional European languages are a plus.
• Based in Madrid, hybrid working, with regular travel across EU and UK.
• High ownership, resilience, and comfort operating in a scale-up where some processes are still being built. Desirable
• Experience selling data platforms directly comparable to Stratio (Databricks, Snowflake, Palantir, Informatica, Collibra, Denodo).
• Deep understanding of European regulatory environment (DORA, Solvency II, EU AI Act, GDPR, NIS2, UK FCA).
• Active in industry associations (AMETIC, DigitalES, CEOE Data & AI committees).
• Previous Series B–C scale-up experience.
• Willingness to mentor junior AEs as the vertical team grows. Compensation and structure
• Competitive base salary and performance-related variable, structured for the right senior profile.
• Uncapped variable above target with accelerators.
• Full T&E budget with sensible approval discipline. Growth path Strong performance in the first 12–18 months creates a direct path to Head of Vertical (BFSI, Insurance, Retail, Energy, Industrial), with team under your management as the market opens and justifies expansion. We hire people we expect to grow into our next layer of leadership, not disposable individual contributors. Equal Opportunities At Stratio, we are committed to equal opportunities and to building a diverse and inclusive workplace. We welcome all applications regardless of gender, age, ethnic or national origin, religion or beliefs, disability, sexual orientation, gender identity or any other personal or social circumstance. All hiring decisions are based solely on qualifications, merit and business needs, in line with our Equality Plan and current legislation. Data Protection In accordance with the General Data Protection Regulation (EU) 2016/679 (GDPR) and the Spanish Organic Law 3/2018 on Data Protection and Guarantee of Digital Rights (LOPDGDD), the personal data you provide will be processed by Stratio Big Data Inc. Sucursal en España solely to manage this and future recruitment processes. Your data will be kept confidential, will not be shared with third parties without your consent, and will be retained only for as long as necessary for this purpose. You may exercise your rights of access, rectification, erasure, objection, restriction of processing and data portability at any time by contacting