Account Executive

Oritain is the global leader in product verification, with locations in Auckland, Dunedin, London, Singapore and Washington D.C. Our vision is to be the source of truth in global supply chains and our mission is to harness science, technology and services to create a community of origin verified buyers and suppliers, protecting our people and planet.

About the Role

As an Account Executive at Oritain, you will drive net-new business acquisition across EMEA, targeting some of the world's largest retail and enterprise brands. This role demands a hunter mindset and creativity in the sales process to generate and close multi-million-pound deals with £1bn+ turnover companies. With support from a cross-functional team, you will own the full sales cycle (from prospecting to strategic pursuits) within a complex, highly matrixed enterprise environments.

Key Responsibilities

Pipeline Development & Management:

• Build and maintain a robust pipeline of qualified opportunities worth 3-4x annual quota through strategic prospecting and lead generation
  
• Drive strategic outbound prospecting, leveraging SDR support to identify and engage target accounts
  
• Qualify leads using established frameworks (BANT, MEDDIC, etc.) to ensure pipeline quality and accurate forecasting
  
• Maintain comprehensive territory planning and account mapping to maximise market penetration

Sales Cycle Management:

• Own and manage the complete sales cycle (typically 6+ months) for complex, multi-million-pound enterprise deals,using a consultative and solution-selling approach
• Lead high-level engagements with C-suite stakeholders (e.g., CEOs, CSOs, Compliance Officers, ESG Heads, Risk Directors) to secure business that protects brands, reputations, people, and the planet
• Orchestrate complex deal teams, coordinating with technical specialists, legal, procurement, and implementation teams

Forecasting & Performance Management:

• Deliver accurate quarterly sales forecasts with detailed pipeline analysis
• Achieve and exceed sales targets through disciplined pipeline management and opportunity progression
  
• Provide regular pipeline reviews with detailed deal analysis, including probability assessments and close timelines
  
• Track and report on key sales metrics including pipeline velocity, conversion rates, and deal size progression
  
• Maintain visibility into competitive landscape and win/loss analysis to inform sales strategy

Client Engagement & Relationship Building:

• Deliver compelling presentations, proposals, and demos tailored to diverse client needs and stakeholder groups
  
• Build and maintain strong relationships with key decision-makers and influencers throughout the sales process
  
• Collaborate closely with Account Management and Service Delivery teams to ensure smooth onboarding and ongoing client success
  
• Act as the primary point of contact for prospects throughout the evaluation and negotiation phases

Market Development & Representation:

• Actively represent Oritain at conferences, industry events, and networking opportunities to generate leads and build brand awareness
• Contribute market intelligence and competitive insights to inform product development and go-to-market strategies
• Ensure accurate CRM data for all leads, opportunities, and account activities with detailed activity logging and opportunity updates
• Develop new business opportunities and sell Oritain's innovative solutions to prospective clients in EMEA

Skills & ExperienceSales Experience:

• Proven B2B hunter with 5+ years' experience selling into enterprise-level clients with revenues exceeding £1bn
• Track record of consistently achieving or exceeding annual quotas in excess of £1M+
• Experience closing complex, high-value deals with long sales cycles (6+ months)
• Demonstrated ability to manage large, complex sales pipelines with multiple concurrent opportunities

Stakeholder Engagement:

• Experience engaging C-suite and senior stakeholders, with the ability to influence and build trust at all levels
• Strong presentation and communication skills with ability to adapt messaging for technical and business audiences
• Experience navigating complex organisational structures and building consensus among multiple stakeholders

Sales Methodology & Process:

• Proficiency with established sales methodologies (Miller Heinman, SPIN, Challenger Sale, etc.)
• Strong forecasting and pipeline management capabilities with proven accuracy

Industry & Technical Skills:

• Creative and adaptable sales approach, thriving in ambiguous and evolving environments
• Strong emotional intelligence (EQ) and relationship-building skills
• Familiarity with risk-based or compliance-driven selling (e.g., supply chain, ESG, sustainability, or similar industries) is highly desirable
• Excellent written and verbal communication and presentation skills
• Proficiency with CRM tools such as Salesforce, including pipeline reporting and forecasting functionality

Additional Qualifications:

• Additional European languages (especially French, Italian, or German) are a plus
• Willingness to travel across EMEA region as required (approximately 20%)