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. Using proven sales methodologies and creativity in the sales process, you'll be responsible for generating and closing large deals with £1bn+ turnover companies. With support from a cross-functional team, you will own the end to end sales cycle within complex, highly matrixed enterprise environments.

Key Responsibilities:
Pipeline Development & Management:

You’ll play a pivotal role in driving growth by building and managing a high-value pipeline of opportunities. Partnering with SDRs, you’ll take a strategic approach to outbound prospecting- pinpointing and engaging the right accounts to open doors with decision-makers. Using proven qualification frameworks like BANT and MEDDIC, you’ll ensure every lead is of good quality and forecasting is on point. With smart territory planning and detailed account mapping, you’ll maximise market penetration and set yourself up for consistent success.

Sales Cycle Management:

You’ll take full ownership of the end-to-end sales cycle for complex, sometimes multi-million-pound enterprise deals, driving success through a consultative, solution-selling approach. From engaging directly with C-suite leaders (CEOs, CSOs, Compliance Officers, ESG Heads, and Risk Directors), to shaping strategies that protect brands, reputations, people, and the planet, you’ll be at the forefront of high-stakes decision-making. Leading and orchestrating diverse deal teams across technical, legal, procurement, and implementation, you’ll bring together the right expertise to close transformative partnerships that make a real impact.

Forecasting & Performance Management:

You’ll be the driver of predictable growth, delivering accurate quarterly forecasts backed by sharp pipeline analysis and disciplined opportunity management. By progressing deals with precision, you’ll not only hit but exceed ambitious sales targets. Regular pipeline reviews and detailed deal analysis will keep leadership aligned, while your close tracking of key sales metrics (pipeline velocity, conversion rates, and deal size progression) will sharpen strategy and execution. With a constant eye on the competitive landscape and win/loss trends, you’ll shape smarter plays that give you a winning edge.

Client Engagement & Relationship Building:

You’ll bring solutions to life for prospects by delivering compelling presentations, proposals, and demos that speak directly to the needs of diverse stakeholders. Throughout the sales journey, you’ll build and nurture strong relationships with key decision-makers and influencers, positioning yourself as a trusted partner. Acting as the main point of contact during evaluation and negotiation, you’ll guide prospects with clarity and confidence, while collaborating closely with Account Management and Service Delivery teams internally to ensure a seamless handover and set the stage for long-term client success.

Market Development & Representation:

You’ll be the face of Oritain at key conferences, industry events, and networking forums, generating new leads while building brand awareness in the market. By feeding back valuable market intelligence and competitive insights, you’ll help shape product development and refine go-to-market strategies. With disciplined CRM management (capturing every lead, opportunity, and account activity) you’ll help to keep the business running on accurate, actionable data. And at the core, you’ll drive growth across EMEA by developing new business opportunities and introducing prospective clients to Oritain’s innovative solutions.

Skills & Experience
Sales Experience:

• Proven B2B new business sales experience, selling into enterprise-level clients with revenues exceeding £1bn
• Ideally a 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 Heiman, SPIN, Challenger 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%)

What we offer:

• Competitive base salary with triple digit OTE, uncapped
• 35 days annual leave (inclusive of public holidays)
• Your birthday off
• Health Cash Plan
• Life insurance
• Monthly wellbeing allowance