Senior Sales Executive

📋 Description

• • Own the full sales cycle for new logo acquisition across the EMEA region, from first prospecting touch to signed contract and successful hand-off to Customer Success. You will be entrusted with annual new-business revenue targets that materially move the Kyriba growth curve.
• • Build and continuously refine a data-driven territory plan that pinpoints high-propensity CFOs, treasurers, and finance transformation leaders in mid-market and enterprise organisations. You will leverage intent data, partner referrals, targeted events, and executive outreach to create a predictable, scalable pipeline.
• • Run consultative discovery workshops with C-suite and VP-level stakeholders, translating complex treasury, payments, and risk pain points into quantifiable business cases. You will map Kyriba’s cloud platform capabilities to liquidity optimisation, fraud reduction, FX exposure management, and straight-through payment processing—always articulating hard-dollar ROI.
• • Orchestrate virtual and on-site proof-of-concept engagements, working alongside Solution Consultants, Product, and Risk Advisory teams to configure tailored demos that showcase real-time cash visibility, bank connectivity, and API-enabled payment workflows. You will ensure every prospect leaves convinced that Kyriba is the safest and smartest path to modern finance.
• • Negotiate multi-year SaaS agreements with global organisations, navigating procurement, legal, and security reviews while protecting Kyriba’s pricing integrity and accelerating deal velocity. You will structure subscription, services, and renewal components that maximise ARR and lifetime value.
• • Maintain laser-accurate forecasting in Salesforce, delivering weekly commit numbers and monthly pipeline health reports to EMEA leadership. You will use MEDDPICC or similar qualification frameworks to keep every opportunity rigorously scored and next-stepped.
• • Collaborate with Marketing to design region-specific campaigns, webinars, and executive roundtables that elevate Kyriba’s brand and generate qualified pipeline. You will provide real-time feedback on messaging resonance and competitive displacement tactics.
• • Act as the voice of the customer back into Product Management, synthesising deal-loss insights and feature gaps that influence the roadmap. You will champion requests for multi-currency cash pooling, ISO 20022 payment formats, or embedded AI forecasting—whatever wins more logos.
• • Mentor junior BDRs and Sales Development reps, sharing battle-tested prospecting sequences, objection-handling talk tracks, and closing techniques. You will foster a culture of continuous learning and celebrate every small win on the path to quota attainment.
• • Travel up to 30 % across EMEA for strategic onsite meetings, industry conferences, and customer references. You will represent Kyriba with professionalism, curiosity, and the relentless optimism that defines our culture.
• • Champion Kyriba’s five core values in every interaction: Think Big & Constantly Innovate, Put Our Customers’ Needs First, Act with Integrity, Work as One Team, and Strive for Excellence while Having Fun. You will embody these principles in deal rooms, Slack channels, and quarterly business reviews.