About this role
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, LatAm, 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.