Account Executive, New Business (Mexico)

The opportunity

We're a European platform for managing commercial real estate operations - warehouse, logistics, retail, and multi-site portfolios. Our unified platform supports over 250 million m² of real estate across 35+ countries and 100,000+ buildings, with major clients spanning commercial real estate, logistics, retail, facility management and the public sector.

The role

This is a pure new business role. You'll own a defined territory and named-account set in Mexico, the pipeline you create within it, and the commercial outcome of every deal you run, from first conversation to signature.

The deals are consequential rather than transactional: multi-stakeholder, multi-site, six to nine months, with typical initial values of $25k-$100k USD and clear multi-country expansion potential. Winning takes a business case, not a demonstration, and requires strong discovery, quantified value, access to senior decision-makers, and the ability to align stakeholders across operations, real estate, procurement, IT and finance.

You will enter deals with credible enterprise references, a proven product and senior executive support, not an unproven proposition.

Why strong sellers join us

• A defined territory and named-account set, not an undifferentiated geographic patch

• Enterprise deals with meaningful initial value and clear multi-country expansion potential

• Dedicated pre-sales, marketing and executive sponsorship

• Direct access to the CRO for deal strategy, coaching and fast commercial decisions - pricing, terms and sponsorship all happen without a committee

• Uncapped earnings with meaningful accelerators for over-performance

• Credible routes into strategic or global accounts or sales leadership

What you'll do

Pipeline and coverage

• Own a new business quota and a territory plan that shows how you intend to hit it

• Build pipeline through business development, marketing, partner and self-generated activity, with personal responsibility for coverage across the territory

• Run diagnostic conversations grounded in operating cost, compliance and risk

Deal execution

• Qualify opportunities to a MEDDICC standard, with a quantified business case and access to the economic buyer

• Multi-thread every material deal so it survives a change of sponsor

• Negotiate commercially in a way that builds value and protects price rather than defaulting to discount

• Apply rigorous qualification, making early decisions on opportunities that lack a credible business case, buying process or route to decision

Land and expand

• Scope first wins so they can grow: sites, countries and use cases sequenced from the start

• Hand over cleanly to Customer Success, with the expansion path documented

Forecasting and governance

• Keep a forecast that holds, with stage integrity, next steps and close dates you stand behind

• Surface risk early, with an honest view of what changed and what is needed

• Contribute to the playbook: objections, competitive intelligence and repeatable use cases

What excellent performance looks like

Commercial outcomes

• New-logo ARR against quota

• Pipeline creation and territory coverage

• Win rate, against incumbents and against no decision

• Average deal value and total multi-year value

• Strategic logos won

Operating standards

• Forecast accuracy and stage integrity

• Multi-threading and MEDDICC quality

• Price protection and discount discipline

• CRM quality and process discipline

Your first 12 months

• First 90 days: complete onboarding, build the territory and account plan, establish pipeline coverage and create the first qualified opportunities

• By six months: credible coverage against ramped quota, multi-threaded opportunities progressing through evaluation, and a first customer win closed or materially advanced

• By 12 months: delivery against ramped quota, a repeatable pipeline-creation motion in your territory, and accounts landed with clear expansion potential

What we're looking for

• Typically five or more years in B2B software or complex technology sales, including a sustained period carrying a new business quota. Quality of results matters more than years

• Evidence of sustained over-performance in new business sales: quota attainment, team ranking, pipeline personally created and representative deals won - be ready to discuss specifics

• The ability to walk us through significant deals end to end: how the opportunity was created, how the buying group developed, what changed, and why it was won or lost

• Spanish plus English at business level (hard requirement)

• A structured seller: MEDDICC or comparable, used in practice

• Strong results combined with the forecast and CRM discipline to run a predictable business

Bonus

• CAFM, IWMS, FM, PropTech or multi-site operations experience

What we offer

• Competitive base salary with uncapped commission and accelerators for over-performance

• Business development coverage, pre-sales, marketing and enablement to support your success

• Structured onboarding, methodology training and deal coaching, with a fairly ramped quota

• Progression into global accounts or sales leadership - we back elite individual contributors as readily as future managers

Logistics

• Location: Mexico City, Mexico

• Reporting to: SVP International Sales