2️⃣ Enterprise Sales Execution - Discovery, Demo, Close

• Run structured, consultative enterprise sales cycles end-to-end:
  • Run consultative enterprise sales cycles end-to-end: discovery, tailored demo, business case, stakeholder mapping, mutual action plan, proposal, procurement, and close.
  • Run high-quality Optiml demos independently without Product support in standard sales situations.
  • Sell a fast-moving, category-defining product where client requirements differ and the sales process is rarely repetitive.
  • Translate Optiml into UK buyer language: NAV protection, Capex efficiency, stranded-asset risk, refinancing pressure, ESG / regulatory exposure, IC readiness, and governance-grade decisioning.
  • Maintain strong deal control through qualification, stakeholder mapping, mutual action plans, commercial next steps, pricing discipline, and realistic forecasting.

3️⃣ Stakeholder & Committee Navigation

• Engage credibly with senior buying personas across Asset Management, Fund Management, Sustainability, Finance, Transactions, Investment, Banking, Insurance, and Real Estate Strategy.
• Operate confidently in executive and committee-style environments with conservative, senior, and highly analytical buyers.
• Diagnose the real problem before pitching: decision credibility, capital allocation, portfolio risk, stranded-asset exposure, refinancing pressure, delivery feasibility, or governance burden.
• Create urgency without overselling by helping buyers understand the commercial cost of delay and the risk of fragmented consulting outputs, static plans, or spreadsheet-based decisioning.
• Multithread accounts proactively and identify economic buyers, champions, blockers, technical stakeholders, procurement paths, and expansion routes.

4️⃣ Account Ownership Until Delivery Handover

• Own the customer relationship until Delivery takes over, ensuring the account is commercially and operationally ready for onboarding.
• Prepare clean handovers to Delivery / CS, including stakeholder map, use case, success criteria, commercial scope, product assumptions, known gaps, risks, timeline, and expansion potential.
• Stay close during early onboarding where needed to protect trust, reinforce value, and ensure the customer experience matches what was sold.
• Manage client requirements carefully in a fast-moving product environment and align internally before committing to non-standard requests.
• Support early expansion signals by tying the initial use case to broader account and portfolio penetration logic.

5️⃣ GTM Feedback & Category Building

• Feed structured market insight back into ICP, persona messaging, packaging, pricing, roadmap, demo flows, objection handling, and competitive positioning.
• Identify UK-specific buying triggers, objections, regulatory drivers, partner opportunities, and market narratives.
• Help build repeatable sales assets: account plans, persona talk tracks, demo narratives, business-case examples, objection responses, and handover templates.
• Partner with Marketing / PR on executive events, thought leadership, case studies, and category-building campaigns.
• Act as a commercial voice of the market: clear, structured, evidence-based, and useful to Product, Delivery, Marketing, and leadership.

Requirements

Must Have

• 5–10 years of relevant professional experience in enterprise sales, strategic business development, consulting, institutional real estate, real estate finance, ESG / sustainability, climate tech, PropTech, enterprise data, or complex B2B SaaS
• Strong university degree, ideally in Business, Finance, Real Estate, Economics, Engineering, Architecture, Sustainability, or a related field
• Experience at a high-performance organisation such as a strategy consultancy, real estate advisory firm, institutional asset / fund manager, real estate bank, infrastructure / energy transition business, enterprise SaaS company, PropTech, ESG / climate data platform, or similarly demanding environment
• Proven ability to generate enterprise pipeline independently — not only working inbound, founder-led opportunities, or inherited accounts
• Credibility with senior stakeholders and the ability to hold your own with German institutional real estate buyers, including asset managers, fund managers, banks, insurers, consultants, owners, or investment committees
• Ability to run complex demos and senior commercial conversations independently, learning product detail fast and managing client-specific requirements without relying on Product in standard sales cycles
• Strong diligence and sales discipline: structured account plans, stakeholder maps, MEDDPICC-style qualification, clean CRM, clear next steps, reliable follow-up, and realistic forecasting
• Strong business English
• Willingness to work at founder-stage intensity: high ownership, high pace, high preparation, frequent travel, and readiness to do the unglamorous work required to build a market

Nice to Have

• Existing network in UK institutional real estate, especially across asset managers, fund managers, listed real estate, banks, insurers, consultants, large owners, lenders, or industry associations
• Previous experience in enterprise SaaS, PropTech, ESG / climate tech, enterprise data, real estate finance, real estate consulting, banking, insurance, infrastructure, or energy transition
• Exposure to UK real estate regulation, decarbonisation, ESG reporting, Capex planning, portfolio steering, financing, or valuation topics
• Professional credibility signals such as MRICS/RICS, CFA, CAIA, EBS / IREBS / REM / real estate finance background, or comparable qualifications
• Experience working in early-stage or scale-up environments where product, category, and sales playbook were still evolving

You are not a fit if

• You need SDRs, inbound demand, or founder introductions to create pipeline
• You are mainly a demo-runner and need Product in the room to be credible
• You prefer mature, repetitive, off-the-shelf sales motions
• You are uncomfortable with senior, skeptical, or committee-style buyers
• You treat CRM, notes, forecasting, and follow-up as admin rather than core sales work
• You need a narrow job description and clear boundaries before taking action
• You are not willing to work at high intensity in a founder-stage commercial environment

Benefits

• 🌍 Category-defining role: help build Real Estate Decision Intelligence in one of Europe's most important real estate markets
• ⚙️ High ownership: build the UK enterprise motion and work closely with founders, Product, Delivery, Marketing, and leadership
• 🚀 Commercial impact: create senior pipeline, shape the market narrative, and directly contribute to closed ARR
• 💡 Learning and growth: work at the intersection of real estate, finance, sustainability, AI-enabled