Enterprise Account Executive

THE OPPORTUNITY

This is a foundational sales role at a pivotal inflection point in Kaya’s growth — one that carries real influence over how we scale, how we sell, and which enterprise customers we win across the UK and EMEA. We’re hiring a high-calibre, hunter-minded Enterprise Account Executive to drive net-new client acquisition for the Kaya platform.

Kaya already has live enterprise customers, an active pipeline, and reference accounts in regulated industries. The Enterprise Account Executive joins a growing UK and EMEA commercial team led by an experienced sales leader, with the mandate to expand into FTSE 100, FTSE 250, and Global 2000 enterprises. You will own the full sales cycle end-to-end, from outbound prospecting and demand creation through to discovery, proof of value, and commercial close. You will engage both technical buyers (CIOs, CTOs, CDOs, AI CoEs) and business leaders (COOs, VPs of Operations, CFOs), and you will work closely with the regional sales leader, pre-sales, and solution architects to shape how Kaya’s platform is positioned in your accounts.

As an early member of the sales team, you will also play a hands-on role in refining our sales motion, contributing market and buyer insights that feed directly into product and go-to-market strategy. The right candidate will be energised by that opportunity — not frustrated by it.

This section describes the profile, not just the requirements. We are as focused on who this person is and how they operate as we are on what they have done.

• A Hunter Who Leads From the Front. Personally credible in front of senior enterprise buyers — in the room, earning trust, navigating complex stakeholder landscapes, and demonstrating the consultative selling approach that wins in this category. Sets their own tempo, generates their own pipeline, and treats ownership of the number as a personal commitment.

• A Consultative, Problem-First Seller. Kaya’s sales conversation is not a feature sell or a tool replacement pitch. It is a strategic conversation about how an enterprise operationalises AI. The candidate must be able to sit with a CIO, CDO, or COO, deeply understand their business context, AI ambitions, and blockers, and articulate a credible path from where they are today to where they want to be — with Kaya as the enabling platform. Leads with the customer’s problem, not the product.

• Comfortable in Ambiguity, Energised by Building. This is not a role for someone who expects a fully formed sales motion on day one. The right candidate finds this exciting, not limiting. Brings rigour without requiring everything to be in place first, and actively shapes the sales process as Kaya scales.

• Adaptive and Resilient in a Founder-Led Environment. Kaya’s leadership is customer-centric and responsive to market signals. The right candidate is comfortable with pace, change, and the natural creative tension of a fast-growing technology company. Influences through the quality of their thinking, not through positional authority.

• A Network That Opens Doors. Brings established senior relationships across UK and European enterprises in one or more of Kaya’s target verticals, with a track record of converting those relationships into qualified pipeline.

• Customer-First Instinct. Leads with the customer’s problem. Brings the voice of the customer back into product, marketing, and strategy conversations. Builds trust through genuine understanding of client outcomes.

• Executive Presence and Credibility. Communicates with authority and authenticity at the highest levels — with C-suite buyers, partners, and within Kaya’s leadership team. Builds and presents value-based business cases with clarity and conviction.

• Commercial Discipline. Manages a qualification-driven pipeline with accurate forecasting, disciplined deal progression, and a builder’s mindset for repeatability.

• Own net-new logo acquisition. Identify, qualify, and pursue Tier-1 enterprise accounts across the UK and EMEA — driving deals from first conversation through discovery, proof of value, and commercial close.

• Build and manage a healthy pipeline. Execute disciplined outbound prospecting alongside inbound lead management, maintaining a qualification-driven pipeline with accurate CRM reporting and forecasting.

• Lead consultative, problem-first conversations. Understand the customer’s environment, challenges, and goals — then translate those into agentic AI use cases that demonstrate clear, measurable business value.

• Navigate complex buying committees. Engage and build relationships across multi-stakeholder groups including CIO / CTO / CDO, business VPs, Transformation and AI CoEs, and Security, Compliance, and Procurement.

• Tailor the commercial narrative. Build compelling ROI and business cases, adapting messaging by industry, buyer persona, and AI maturity level.

• Collaborate cross-functionally. Partner with founders, product, pre-sales, and marketing to ensure seamless customer engagement and to surface market insights that sharpen Kaya’s go-to-market approach.

EXPERIENCE AND BACKGROUND

• 5–10+ years of enterprise B2B sales experience in the UK and/or EMEA, with a consistent track record of new-logo acquisition in complex, multi-stakeholder deals.

• Experience selling enterprise technology platforms — AI/ML, data, automation, workflow, or enterprise SaaS — into large organisations.

• Industry familiarity in at least one of: Financial Services / BFS, Insurance, Healthcare and Life Sciences, Automotive, Energy & Utilities, Telecoms, or Media.

• Comfort selling platforms and capabilities, not just products — able to explain agentic AI concepts including autonomous workflows, human-in-the-loop orchestration, and governed execution in a way that resonates with both technical and business buyers.

• Strong discovery and qualification discipline — MEDDICC or MEDDPICC methodology preferred.

• Right to work in the UK without sponsorship.

COMPENSATION

Competitive base salary and uncapped commission with no ceiling, so earnings scale with wins. The package also includes a comprehensive benefits programme (private medical, dental, and vision cover; pension scheme; and annual leave that respects the pace of startup life) and performance-based equity participation, reflecting your contribution to Kaya’s long-term value creation.