Senior Account Executive – New Logo Acquisition (Industrial, Engineering & Defence)

Job Description

Senior Account Executive – New Logo Acquisition

Industrial | Engineering | Defence | Infrastructure

📍 UK-hybrid working available

Why this role exists

Ultimo builds enterprise asset management software for organisations where physical assets sit at the heart of operations.

This patch focuses on some of the UK's most complex industrial environments - including engineering-led organisations, critical infrastructure providers, advanced manufacturing businesses, defence-related organisations, energy operators, and large industrial enterprises.

These are organisations where operational uptime, asset performance, compliance, maintenance effectiveness, and long-term lifecycle management are business-critical.

The product is proven. The customer base is established. The opportunity now is to expand how the business wins in these strategically important sectors.

We're hiring a Senior Account Executive to own a high-value, net-new territory focused on opening enterprise accounts across industrial and engineering-led markets.

This is not a plug-and-play role. It is a role for someone who enjoys creating opportunities, navigating complexity, and building strategic customer relationships from the ground up.

Why join Ultimo now

Ultimo is moving from legacy success to intentional growth. Leadership is deliberately investing in a more proactive enterprise sales motion, with greater focus on executive engagement, strategic account development, and industry-led growth.

For experienced enterprise sellers, this creates a compelling opportunity:

• A recognised product with strong market credibility
• Access to large, complex industrial organisations
• Executive sponsorship for growth initiatives
• The opportunity to help shape how Ultimo expands within industrial and engineering sectors
• A territory with genuine whitespace and long-term potential

This is an opportunity to build, not maintain.

What you'll own

As a Senior Account Executive, you will:

• Own new logo acquisition across a defined industrial territory
• Build and execute strategic account plans
• Create pipeline through targeted outbound activity and market engagement
• Lead complex enterprise sales cycles from first conversation to close
• Engage senior operational, engineering, technical, commercial, and executive stakeholders
• Run consultative, value-led sales conversations
• Position Ultimo's solutions against operational, maintenance, compliance, and asset performance challenges
• Collaborate closely with BDRs, Pre-Sales, Product, and Customer teams
• Influence how Ultimo develops its go-to-market approach across industrial sectors

How you'll operate

Ultimo operates like a scale-up inside a serious enterprise software business:

• High autonomy and accountability
• Direct access to leadership
• Fast decision-making and short lines to power
• Clear expectations around pipeline creation and execution
• Genuine opportunity to influence how things are done

You'll be trusted to operate with independence, judgement, and commercial discipline.

Qualifications – What we're looking for

This role will suit someone who can demonstrate:

• Proven success in enterprise SaaS new business sales
• Experience selling into industrial, engineering, manufacturing, defence, infrastructure, energy, or similarly complex sectors
• Strong prospecting and pipeline creation capability
• Ability to navigate large, multi-stakeholder buying environments
• Confidence engaging technical and executive audiences
• Strong discovery, qualification, and value-based selling skills
• Commercial resilience and sound sales judgement
• Ownership mindset and comfort operating autonomously

Industry expertise is valuable, but sales craft and the ability to operate in complex enterprise environments matter most.

Why Ultimo

• Proven, mission-critical SaaS product
• Strong reputation within asset-intensive industries
• Executive-backed growth strategy
• Part of IFS, combining global scale with entrepreneurial agility
• Opportunity to build relationships with some of the UK's most sophisticated industrial organisations
• Genuine opportunity to shape the future growth of the business

Interested?

If you're motivated by ownership, complexity, and the opportunity to win strategic industrial accounts in a business with strong foundations and clear growth ambition — we'd love to hear from you.

Additional Information