Job description
Job Description: Role Purpose We are hiring multilingual Inside Sales Account Executives to accelerate pipeline creation across EMEA priority markets. You will own outbound prospecting, qualification, early-stage discovery, and opportunity development — working closely with VP Sales, partner channel, solution consulting, and marketing.
This is not a passive lead-follow-up role. The expectation is that each ISE will become a credible, commercially sharp seller capable of engaging CFOs, AP Directors, VP Procurement, and CTO/CIO personas across mid-market and enterprise accounts in their assigned language markets. Language Requirements Candidates must be fluent in English and at least one of: French — for France, Belgium, Francophone Africa, and French-language Middle East accounts German — for Germany, Austria, Switzerland (DACH) markets Spanish — for Spain, Lat.
Am, and Spanish-speaking buyer personas in global accounts Additional European languages (Dutch, Polish, Italian, Arabic) are advantageous given our partner and compliance footprint across those markets.
Key Responsibilities
Pipeline Creation Proactively identify and engage target accounts across assigned markets using outbound calling, email, LinkedIn, partner activity, and event-driven triggers. Build pipeline from named accounts, inbound interest, marketing campaigns, partner activity, and compliance-driven market triggers (e.g. e-invoicing mandate deadlines in France September 2026, Belgium, Germany).
Use tools including PG:AI (AI-assisted prospecting), LinkedIn Sales Navigator, Trumpet, and Salesforce to create and manage outreach at scale. Lead Qualification Qualify inbound and marketing-sourced enquiries using structured criteria — distinguishing general interest, marketing engagement, Sales Accepted Leads (SALs), and Sales Qualified Opportunities (SQOs).
Ensure only properly evidenced opportunities progress into active pipeline. Disqualify confidently and professionally where fit is poor. Apply MEDDIC/MEDDPICC or equivalent qualification discipline to every active opportunity. Discovery and Opportunity Development Run early-stage discovery calls to surface business pain, compliance needs, buying drivers, timelines, decision processes, budget indicators, and commercial potential.
Identify key stakeholders — economic buyers, technical influencers, procurement routes, and potential blockers — and map them in Salesforce. Prepare opportunities for progression to field sales or solution consulting for deeper cycles. Account and Campaign Execution Execute targeted plays into priority verticals: Financial Services, Manufacturing, Retail/FMCG, Public Sector, and Technology.
Support campaigns across France, Germany, Spain, UK, Benelux, Middle East, and other agreed markets with full outreach discipline. Engage partner-sourced leads via Genpact, EY, Accenture, and regional VAR/SI partners as directed. CRM and Sales Discipline Maintain accurate and complete records in Salesforce — all activity, contacts, qualification notes, next steps, and forecast movement updated same-day.
Provide weekly reporting on activity volume, conversion rates, pipeline created, SALs/SQOs generated, and forecast progression. Use CRM data, not anecdote, to evidence performance in weekly 1:1s. Internal Collaboration Work closely with VP Sales (Stephen Cross) and SDR lead for daily prioritisation and pipeline review.
Partner with Sam Purches (Solutions Consulting) for technical or product-led prospect conversations. Collaborate with marketing (Amplify/Amy Roman) to improve lead quality, campaign targeting, and conversion from MQL to SAL. Provide structured feedback on messaging, ICP fit, objection patterns, and competitive positioning.
Candidate Profile The ideal candidate will have: 2–5 years in inside sales, BDR, account development, or junior AE roles in B2B technology, SaaS, fintech, ERP, procurement, or enterprise software. Demonstrable ability to create pipeline from cold — not just respond to inbound or warm enquiries. Commercial confidence engaging with Finance, Procurement, IT, and Operations stakeholders at Director level and above.
Strong qualification discipline and familiarity with MEDDIC, MEDDPICC, BANT, or SPICED. Experience using Salesforce, LinkedIn Sales Navigator, Outreach, Salesloft, or equivalent tools. Fluency in English plus French, German, or Spanish — able to run discovery calls and written follow-up professionally in both languages.
A self-starting, resilient, metrics-driven mindset — comfortable being measured on outcomes, not effort. What Good Looks Like A high-performing ISE at Tradeshift is someone who: Builds a clean, prioritised target account list and works it with discipline — not random spray activity. Creates conversations with CFOs, AP Directors, and VP Procurement where none existed before.
Turns a compliance trigger (France e-invoicing September 2026, Peppol rollouts, VAT digitalisation) into a qualified pipeline opportunity. Disqualifies poor-fit leads quickly and moves on — protecting pipeline quality over vanity metrics. Produces properly documented SALs that hold up under review — with identified pain, stakeholder, timeline, and commercial potential.
Keeps Salesforce clean enough that VP Sales can forecast from it without asking questions. Brings back competitor intelligence, objection patterns, and ICP insight from the market.