Territory Account Executive

About the role

Role: Territory AE
Location: Amsterdam region
Language: Dutch native, English
WFH policy: 1 day a week (damsquare - Mindspace)
Industry: IT
Product: Holistic suite of database monitoring, productivity, protection
Size and functions of local team: Marketing Manager, BDR, Named AE, Nordics AE, Sales Manager

Role description: Territory AE (Mid-Market)
Target / KPI: 550K ACV (only 1st year contract value counted- 100%, 25% over 2nd and 3rd year)
with ramp period - 280-300K for the first year - quarterly targets.
Team attainment: 95% on the Northern Europe - in general its 65% of the whole EMEA team
Deal size/cycle: 5K - 75K ACV (averages are 10-15K ARR) with 1-3 year deals - closed in 6-8 weeks PG % & support: 75% self-generated, 25% generated BDR & Marketing
Split between: 50% hunting / 50% developing accounts (3000 accounts, 200 are customers)
All 3000 accounts have interacted with RedGate at some point.

Unique about the company (that you don't read online):
The tenure for sales is very strong - sales reps on average is 4-5 years (which is rare) for 5 reasons 
1: Culture is amazing - team is actually really fun - embodied by the people and the culture - culture interview takes out many people - way they operate is really with a no asshole policy
2: development opportunities (current leaders started as AE and are now running EMEA and APAC in senior leadership roles or Senior AE roles)
3: Strong focus on development and investing in your growth
4: You really don’t feel like a number - employees get ownership and are encouraged to actually change things - you have a voice
5: 500 people in the company and still pretty much everyone knows each other - tight team and community feelings

Must haves:
1+ year exceptional b2b SaaS closing experience on top of 1 year BDR experience
experiencing in prospecting and good skillset of doing this
experience selling into the Benelux region

Nice to haves:
Experience territory planning (know how to manage an account planning)
2 years of AE experience in SaaS
Experience working with solution engineers on calls
Affinity / experience with technical IT solutions
MEDDICC trained

Hiring process:
30 min general interview with the hiring manager (high level) 
60 min skill assessment & deep-dive (20 min assessment - 40 min deepdive) 
a. assessment on how you'd approach a top account (outbound strategy and execution) 
b. short presentation on the value propositon of the solution
30 min value alignment (culture interview call) based on the core values
(No assholes, teamwork and collaboration, how to be reasonable) 

Salary range & secondary benefits: EUR 100K - 150K OTE 50/50 split + Benefits 

Pension
Monthly wellbeing allowance (approx. 115 euros)
25 days annual leave + bank holidays
Birthday leave
Volunteer day
Company wellbeing day
Feel-good fund
6 week paid sabbatical after 5 years' service
Long-term share incentive plan