Enterprise Account Executive (Hydrocarbon Vertical)

Job description
TL;DR

Imubit is redefining operational optimization for the hydrocarbon industry. From Upstream to LNG, we need an elite Enterprise AE who knows how to command the room, own complexity, and drive enterprise-scale transformation. These are multi-year, multi-million-dollar deals that require navigating multiple departments, technical validations, compliance gauntlets, and budgeting hurdles. You will need to master our AI solutions, uncover and build champions across operational, financial, and digital domains, and orchestrate internal and partner resources toward a single, hard-fought decision. This is not a run-rate quota game. It’s a strategic campaign to embed AI into the nervous system of the hydrocarbon supply chain.

This role requires travel to client sites around Europe, and candidates are preferably located in North or Western Europe. This role is open to remote candidates.

About us:

At Imubit, we’re not just optimizing industrial processes—we’re redefining how entire industries operate. As the pioneer of Closed Loop AI Optimization (AIO), we are leading the charge in transforming refining, chemical, cement, and mineral mining plants with AI-driven automation. Our Optimizing Brain™ Solution puts the power of AI directly into the hands of engineers, enabling them to build and deploy their own multipurpose models to unlock new levels of efficiency, profitability, and sustainability.

Seven of the top ten U.S. refiners trust Imubit, with our solution deployed in over 90 high-value applications, delivering real-time process optimization that drives margins, reduces emissions, and builds the AI-savvy workforce of the future. Co-founded by a Google Fellow and award-winning data scientist, Imubit brings together domain experts from industry leaders like Exxon, Shell, Holcim, and FLSmidth. Backed by tier-1 venture capital firms such as Insight Partners and Alpha Wave, we are setting a new standard for industrial AI.

Our mission is simple but bold: helping the world’s leading industrial companies solve their most complex challenges, maximize long-term profitability, and future-proof their operations in an era of rapid change. If you’re ready to push boundaries and shape the future of industrial intelligence, now’s the time to join us.

We are looking for:

You, a proven Enterprise AE to drive transformational change in Upstream, Midstream, LNG, Refining, BioFuels, and Chemicals. You thrive in ambiguity and complexity. You balance curiosity with control, and relentless pursuit with ruthless prioritization. You live and breathe enterprise sales motion—from MEDDPIC rigor to multi-threaded champion building to 7-figure pricing models. You're not looking for the next logo. You're looking to shift paradigms.

In this position, you will:
• Own the full enterprise sales cycle: prospecting, strategy, execution, and post-close growth.
• Map and influence sprawling buyer ecosystems from Operations to ESG to Digital Transformation.
• Lead strategic value engagements using our AI optimization platform to build conviction at the executive level.
• Build multi-threaded relationships and tailor messaging to technical, operational, and business leaders.
• Align internal resources to drive urgency and win consensus.
• Master our AI optimization platform to drive high-stakes consultative selling and value realization.
• Build MEDDPIC-based deal strategies and rigorously forecast progress.
• Maintain precise pipeline hygiene and forecast rigor in Salesforce.
• Lead high-impact engagements including pilots, workshops, executive briefings, and joint value assessments.
• Represent Imubit at industry events and conferences.

Character Traits and Execution Standards:
• Intellect: Learns rapidly, sees patterns, connects the dots.
• Persistence: Tenacious and iterative through long sales cycles.
• Coachability: Highly receptive to feedback and growth-driven.
• Integrity: Operates transparently, honors commitments.
• Situational Awareness: Reads people, context, and timing with precision.
• Drive motion. Lead the deal. Don't wait to be told.
• Operate with shared language and frameworks.
• Listen actively. Speak intentionally. Execute relentlessly.

Must have qualifications and experience:
• Bachelor’s Degree required. STEM or Business disciplines preferred.
• 8+ years of quota-carrying ($1M+ deals) enterprise SaaS or industrial solutions sales experience, especially around AI and/or Big Data.
• Track record of consistently exceeding quota in complex, multi-stakeholder sales environments.
• Experience with 7- and 8-figure enterprise deals and long-cycle sales motions.
• Experience selling into capital-intensive, asset-heavy industries is strongly preferred.
• Prior use of structured sales methodologies like MEDDPIC, Challenger Sale, or SPIN.
• Experience with AI, optimization, or digital transformation solutions is a plus.
• Willingness to travel up to 50%

Skills and Abilities:
• Strategic, analytical, and systems thinker with a strong commercial acumen.
• Ability to quickly understand and articulate complex technical solutions.
• Exceptional communication and interpersonal skills, especially with VP and C-level executives.
• Ability to manage persona-specific messaging, multi-department stakeholder alignment, cost justification, strategic ROI modeling, and political or organizational blockers
• Competency in CRM tools (Salesforce) and sales planning software.
• Strong collaborator who thrives in a cross-functional, high-accountability environment.
• Demonstrated curiosity and intellectual agility in new technologies and business models.

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