企业客户经理（EMEA）
Enterprise Account Executive (EMEA)
Case IQ 是一家领先的 B2B SaaS 公司，专注于治理、风险和合规（GRC）领域，帮助组织打造更安全、更具责任感的工作环境。我们提供全面的解决方案，使组织能够从被动应对转向主动风险管理。我们的软件帮助合规、人力资源、法律和调查团队报告、管理、调查和预防工作场所风险——包括道德违规、欺诈、骚扰、歧视、安全事件和第三方问题，从而更好地保护员工、文化和业务。
依托超过 25 年的行业专长，并受到财富 500 强公司的信赖，Case IQ 已经支持了数百万起案件的管理，并帮助降低了数十亿美元的财务和声誉风险。
职位概要
企业客户经理负责在 EMEA 市场中赢得复杂且战略性的新业务。这是一个完整的企业销售岗位，适合一位具有咨询式销售能力的人，能够创造需求、应对多利益相关方的采购团队，并为 Case IQ 构建有说服力的商业案例。你将从潜在客户挖掘和发现阶段开始，带领机会完成商业谈判和成交，与销售开发、解决方案工程、产品、市场和客户团队紧密合作，提供周到、高质量的买家体验。虽然该职位以 EMEA 为重点，但根据业务发展需要，也可能支持其他地区的机遇。
AI 驱动的工作方式
在 Case IQ，AI 是我们工作方式的一部分。我们重视那些充满好奇心、适应性强，并愿意负责任地使用 AI 来提高效率、质量和决策能力的人。在所有职位中，我们都寻找强大的人类判断力、解决问题的能力、协作精神，以及在审查输出的准确性、上下文和业务影响时，能够有意识地应用 AI 工具的能力。
你将负责
- 负责指定 EMEA 潜在客户和战略客户的整个企业销售流程，从外部拓展到合同签署。
- 通过识别并接触合规、人力资源、法律、伦理、调查、安全和采购部门的高级决策者来创建销售线索。
- 进行高质量的初步调研，了解每个潜在客户的风控、合规、运营和业务重点，然后将 Case IQ 与有意义的成果进行对比。
- 主导涉及执行发起人、终端用户、技术评估者、采购、法律等多方参与的复杂销售流程。
查看英文原文
Case IQ is a leading B2B SaaS company in the governance, risk, and compliance (GRC) space, helping organizations build safer, more accountable workplaces. We offer a comprehensive suite of solutions that enable organizations to move from reactive approaches to proactive risk management. Our software helps teams across compliance, HR, legal, and investigations report, manage, investigate, and prevent workplace risk - including ethics violations, fraud, harassment, discrimination, security incidents, and third-party issues - so they can better protect their people, culture, and business.
Backed by over 25 years of domain expertise and trusted by Fortune 500 companies, Case IQ has supported the management of millions of cases and helped mitigate billions in financial and reputational risk.
Role Summary
The Enterprise Account Executive is responsible for winning complex, strategic new business across the EMEA market. This is a full-cycle enterprise sales role for a consultative seller who can create demand, navigate multi-stakeholder buying groups, and build compelling business cases for Case IQ. You will lead opportunities from prospecting and discovery through commercial negotiation and close, partnering closely with Sales Development, Solutions Engineering, Product, Marketing, and Customer teams to deliver a thoughtful, high-quality buyer experience. While the role is EMEA-focused, you may support opportunities outside the region as business needs evolve.
AI-Forward Ways of Working
At Case IQ, AI is part of how we work. We value people who are curious, adaptable, and open to using AI responsibly to improve efficiency, quality, and decision-making. Across all roles, we look for strong human judgment, problem-solving, collaboration, and the ability to thoughtfully apply AI tools while reviewing outputs for accuracy, context, and business impact.
What You’ll Do
- Own the full enterprise sales cycle for assigned EMEA prospects and strategic accounts, from outbound prospecting through contract signature.
- Create pipeline by identifying and engaging senior decision-makers across compliance, HR, legal, ethics, investigations, security, and procurement functions.
- Run high-quality discovery to understand each prospect's risk, compliance, operational, and business priorities, then position Case IQ against meaningful outcomes.
- Lead complex, multi-threaded sales processes involving executive sponsors, end users, technical evaluators, procurement, legal, and other stakeholders.
- Build and deliver compelling product demonstrations, tailored value narratives, and executive-level presentations in partnership with Solutions Engineering.
- Develop clear account strategies, mutual action plans, and close plans that create momentum and maintain alignment across internal and customer teams.
- Maintain accurate opportunity data, next steps, forecasts, and account activity in Salesforce, using pipeline hygiene to support reliable forecasting.
- Achieve quarterly and annual revenue targets while balancing strategic account planning with consistent day-to-day sales execution.
- Maintain strong knowledge of Case IQ's products, market position, customers, sales methodology, and the EMEA regulatory and buying landscape relevant to enterprise prospects.
What Success Looks Like
- 30 Days: Complete onboarding, build a strong understanding of Case IQ's products, customers, target buyer personas, sales process, and EMEA go-to-market strategy.
- 60 Days: Build a focused EMEA territory plan, establish priority accounts and buying personas, and begin creating qualified pipeline through outbound activity and partner-led opportunities.
- 90 Days: Independently lead discovery, product demonstrations, and opportunity strategy for active enterprise deals, with clear next steps and accurate forecasting.
- 6 Months: Consistently progress a healthy enterprise pipeline, manage multi-stakeholder opportunities with confidence, and demonstrate strong commercial judgment through negotiations and deal execution.
- 1 Year: Be a trusted enterprise seller who consistently delivers against revenue expectations, closes strategic EMEA business, and contributes market insight that strengthens Case IQ's regional growth strategy.
Who You Are
- 7+ years of B2B SaaS sales experience, including a demonstrated track record of closing complex enterprise opportunities.
- Experience selling into large, multi-stakeholder organizations, ideally within governance, risk, compliance, HR technology, investigations, ethics, security, or adjacent enterprise software markets.
- A proven history of achieving or exceeding revenue targets through consultative, value-based solution selling.
- Strong outbound prospecting and account-planning skills, with the ability to create demand rather than relying solely on inbound opportunities.
- Confidence engaging executive-level buyers and navigating complex buying committees across business, technical, legal, and procurement functions.
- Excellent discovery, presentation, product demonstration, negotiation, and closing skills.
- Strong commercial acumen and the ability to connect product capabilities to business outcomes, risk reduction, and operational value.
- Clear written and verbal communication skills, with the ability to tailor messages for both technical and non-technical audiences.
- Experience using CRM tools, ideally Salesforce, to manage pipeline, forecast accurately, and maintain disciplined opportunity records.
- Self-directed, resilient, collaborative, and comfortable operating in a fast-moving environment with evolving priorities.
Perks and Benefits
- Work remotely within a flexible work environment (We have employees spanning 7 countries!)
- Benefits Plan through our EOR
- Generous professional development budget
- Half-day Fridays in the summer
Selected candidates will be contacted through BambooHR (please check your junk mail).
Case IQ is an equal opportunity employer. All qualified applicants are given consideration regardless of race, religion, color, gender, sex, age, sexual orientation, gender identity, national origin, marital status, citizenship status, disability, veteran status, or any other protected class as provided in applicable employment laws. If you have a disability or special need that requires accommodation, please contact us at [hr@caseiq.com](mailto:hr@caseiq.com).