Account Executive, Spain
Omilia · Remote
About the company
Omilia is a leader in Conversational AI. Our cloud platform powers natural, human-like customer conversations over voice and chat for some of the largest enterprises in banking, insurance, telecommunications and hospitality, handling hundreds of millions of interactions a year. We build our own deep tech across the stack, from speech recognition and natural language understanding to dialog management, and we integrate natively with the major CCaaS platforms. We are a company of roughly 500 people, distributed across Europe and North America, in the middle of an ambitious platform modernization program: Kubernetes everywhere, autoscaling for every service, a next generation observability stack, and AI woven through our own engineering lifecycle.
Role Purpose
The Account Executive – Spain is a senior individual contributor responsible for driving new logo and expansion revenue across enterprise accounts in Spain. The role owns the full sales cycle, from prospecting and qualification through to commercial close, targeting large Spanish organisations across priority verticals deploying contact centre AI and conversational automation. Success is measured by new logo ARR, pipeline coverage, win rate, and the quality of strategic relationships built across the Spanish enterprise market.
Accountabilities
- Own and deliver new logo ARR and expansion revenue targets for the Spanish enterprise market, driving the full sales cycle from prospecting and qualification through to contract signature.
- Build and maintain a healthy, accurately forecasted pipeline, providing the Executive VP of Growth, Ibero-America with reliable revenue projections and transparent deal status on a weekly cadence.
- Develop and execute a territory plan across priority Spanish enterprise verticals, mapping decision-making structures and aligning Solution Consulting and internal resources to the highest-value opportunities.
- Serve as Omilia's senior commercial representative and trusted advisor for Spanish enterprise accounts, building executive-level relationships and positioning Omilia as the platform of choice for contact centre AI transformation in the Spanish market.
- Protect Omilia's commercial interests by rigorously qualifying opportunities, avoiding engagements where technical challenges, integration complexity, or compliance constraints outweigh realistic partnership potential.
- Act as the primary source of Spanish market intelligence, feeding structured feedback on buyer priorities, competitive dynamics, regulatory context, and product requirements to Sales leadership, Product, and Marketing.
Key Responsibilities
- Develop and execute a structured territory plan across priority Spanish enterprise verticals, including financial services, insurance, telecommunications, utilities, retail, tourism, and public sector, defining target account lists, building a multi-channel pipeline development strategy, and applying rigorous qualification methodology (MEDDIC/MEDDPICC) before committing internal resources.
- Lead the full enterprise sales cycle for Spanish opportunities, from discovery and business case development through solution scoping, commercial negotiation, legal review, and contract signature.
- Lead the preparation and delivery of proposals, RFP responses, technical presentations, and product demonstrations in Spanish, accurately mapping Omilia's capabilities to each prospect's business requirements and acting as a trusted advisor on their contact centre challenges and CX transformation objectives.
- Build compelling business cases that address objections related to integration complexity, GDPR and AEPD data protection requirements, Spanish language NLU performance across regional variants, and total cost of ownership.
- Partner with Solution Consultants to scope and position technically credible solutions, contributing to POC qualification, RFP response strategy, and proposals that map Omilia's platform portfolio (OCP, miniApps, Pathfinder, CoPilot, TalkGuard, OptimizeIQ) to each prospect's business outcomes.
- Manage complex, multi-stakeholder deal cycles, engaging economic buyers, IT decision-makers, procurement, legal counsel, data protection and compliance teams, and executive sponsors to advance deals to closure.
- Facilitate a seamless pre-sales to implementation transition, providing knowledge transfer to Professional Services and Customer Success on project scope, contractual obligations, and customer expectations at contract signature.
- Build and sustain long-term, multi-threaded relationships with executive, financial, technical, and operational stakeholders at target Spanish accounts.
- Represent Omilia at key Spanish industry events and forums, such as ExpoContact and relevant sector-specific conferences, building market presence and sourcing pipeline.
- Maintain current awareness of the Spanish and EU regulatory landscape for enterprise AI and contact centre deployments, including GDPR, AEPD guidelines, the EU AI Act, and sector-specific regulation in banking (Banco de España, EBA), insurance (DGSFP), and telecommunications (CNMC), and use it to position Omilia compliantly and credibly.
- Gather and relay customer feedback and field data to Product Management on unmet requirements, Spanish language and regional localisation gaps, integration needs, and competitive observations, and share Spanish market knowledge with the wider Sales team.
- Maintain Salesforce as the system of record, keeping opportunity stages, ARR values, close dates, and next steps current at all times.
- Travel within Spain and occasionally across EMEA and LATAM, up to 20% of the time, to support prospect meetings, executive engagements, and industry events.
Requirements
Required:
- Minimum 6 years of enterprise software sales experience, with at least 3 years selling SaaS, CCaaS, conversational AI, or adjacent technology into large Spanish enterprise accounts.
- Demonstrated track record of achieving or exceeding new logo ARR targets in the Spanish enterprise market, with experience closing complex, multi-stakeholder deals through Spanish procurement and legal processes.
- Deep familiarity with the Spanish enterprise sales environment, including the procurement culture, decision-making structures, and technology buying patterns of large Spanish corporations across financial services, insurance, telecommunications, utilities, and the public sector.
- Ability to assess technical feasibility and business value independently, with the commercial judgement to qualify out engagements where technical or compliance complexity outweighs realistic partnership potential.
- Working knowledge of GDPR, AEPD guidelines, and the EU AI Act as they apply to enterprise voice AI and contact centre deployments, sufficient to engage credibly with compliance and legal stakeholders during the sales process.
- Proficiency in leading proposals, RFP responses, technical presentations, and product demonstrations in Spanish without relying solely on Solutions Engineering support.
- Strong commercial acumen: able to structure, negotiate, and close multi-year enterprise SaaS agreements and navigate Spanish procurement and legal processes independently.
- Native or business-level fluency in Spanish and English, essential for all customer-facing engagements, RFP responses, and executive-level commercial conversations.
- Proficiency with Salesforce CRM and structured sales methodologies (MEDDIC/MEDDPICC or equivalent).
- Willingness to travel up to 20%, including overnight travel.
- Bachelor's degree in Business, Engineering, Computer Science, or a related discipline.
Nice to have:
- Direct experience selling contact centre, conversational AI, or voice AI platforms into large Spanish enterprise accounts.
- Established network of CX, IT, or digital transformation decision-makers within Spanish financial services, insurance, telecommunications, or utilities organisations.
- Familiarity with Omilia's platform: OCP, miniApps, Pathfinder, CoPilot, TalkGuard, or OptimizeIQ.
- Experience with competitive displacement of Nuance/Microsoft, Genesys, or Google CCAI within large Spanish enterprise accounts.
Benefits
- Fixed compensation;
- Long-term employment with the working days vacation;
- Development in professional growth (courses, training, etc);
- Being part of successful cutting-edge technology products that are making a global impact in the service industry;
- Proficient and fun-to-work-with colleagues;
- Apple gear.
Omilia is proud to be an equal opportunity employer and is dedicated to fostering a diverse and inclusive workplace. We believe that embracing diversity in all its forms enriches our workplace and drives our collective success. We are committed to creating an environment where everyone feels welcomed, valued, and empowered to contribute their unique perspectives without regard to factors such as race, color, religion, gender, gender identity or expression, sexual orientation, national origin, heredity, disability, age, or veteran status, all eligible candidates will be given consideration for employment.