The posting
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ABOUT ZELLO
Zello is a voice-first communication platform, powered by our industry-leading push-to-talk technology, to improve collaboration and productivity for desk-less workers. With over 175+ million users, we’re the #1 rated push-to-talk app in the world, delivering 9 billion (yes, with a B) messages a month.
At Zello, our company values are at the heart of what we do everyday. We’re proud to serve the frontline, we’re privileged to connect people in times of crisis across the globe, and we’re honored to support first responders.
And this is where you come in.
Zello gives frontline teams in logistics, aviation, retail, transportation, and utilities instant push-to-talk voice on the devices they already carry. We're hiring an Enterprise Account Executive to win and expand multi-site frontline organizations across EMEA and help turn our enterprise motion into something repeatable. You'll report to the Head of Sales EMEA.
AFTER A SUCCESSFUL FIRST YEAR, YOU WILL HAVE
- Closed at least three new multi-site enterprise logos in EMEA, each with a defined path from pilot to full rollout.
- Built and held a qualified pipeline of 3-4x your quarterly target in HubSpot, with your forecast landing within 10% of actual.
- Converted at least two pilots or self-serve teams into enterprise agreements covering multiple sites or countries.
- Co-sold at least one deal end-to-end with a channel partner and documented the playbook for the team.
- Fed structured win/loss and customer feedback into Product, with at least one insight shaping the roadmap.
WHAT YOU'LL DO
- Own the full enterprise sales cycle, from first discovery call to signature, multi-threading across operations, IT, security, and procurement.
- Prospect into target accounts in aviation, ground handling, logistics, retail, transportation, and utilities alongside SDRs and Marketing.
- Run structured pilots with Solutions Engineers, agreeing success criteria with the customer up front and driving to a commercial decision.
- Qualify with MEDDPICC and keep HubSpot deal records, next steps, and forecast current every week.
- Work through EMEA procurement, security, and data-protection reviews (GDPR, DPAs) with Legal and Security.
- Partner with Customer Success and Account Management for clean handoffs and planned expansion.
- Work with channel partners and resellers to extend reach in markets where they lead.
- Travel for key customer meetings, site visits, and events across EMEA as deals require.
WHO YOU ARE
- You've spent 5+ years closing B2B SaaS deals, at least 3 of them selling enterprise in EMEA, ideally to operations leaders in frontline or field-heavy industries.
- You build your own pipeline and can point to deals you originated, not just ones you inherited.
- You run a disciplined process: you qualify hard, walk away from bad deals early, and leadership trusts your forecast.
- You get complex buying groups to a decision by aligning operations, IT, security, and procurement around a clear business case.
- You reduce friction for the people around you. SEs, SDRs, and CSMs want to work your deals.
- You turn losses into lessons and share them with the team instead of keeping them to yourself.
- You've worked in HubSpot or a comparable CRM and use call intelligence tools like Gong to improve your craft.
- You work fluently in English. Additional European languages are a plus.
THIS ROLE IS NOT
- A high-velocity SMB role. Smaller teams buy through our product-led, self-serve motion.
- A pure account management role. Your focus is new logos and landing enterprise expansion.
- A people management role. You're an individual contributor.
- A role where pipeline is handed to you. You co-own pipeline generation.
We hire for potential, passion for our mission, and a knack for solving difficult problems over checking every qualification box. We have competitive pay, equity with significant upside, and intentionally design our benefits to encourage healthy and well-balanced employees, flexible schedules and time off. We even offer a sabbatical after every five years of service so you’re able to pursue and enjoy what matters most to you. And of course, we wouldn’t be a technology company without a ping-pong table and free snacks in our break room. Join us!
Zello provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
All Zello personnel are required to comply with defined security, privacy, and compliance requirements applicable to their role along with requirements that are applicable to all Zello personnel.
