Account Executive

Account Executive at Ardoq Own a UK territory, win new business, and become the advisor who helps growing organizations turn digital complexity into a clear path forward.

The Ardoq story

Ardoq is the AI-powered Enterprise Architecture platform that turns enterprise complexity into connected intelligence. Built out of Oslo and now genuinely global, we help big companies move like small companies: seeing their enterprise clearly, simulating change before it happens, and making smarter decisions through a living, connected model of their business.

We're a 5x Gartner Magic Quadrant Leader, trusted by more than 400 of the world's most complex organizations, including British Telecom, Marks & Spencer, Carlsberg Group, and Exxon Mobil. We're backed by leading global investors including EQT and One Peak, which gives us the stability of a mature company with the speed and soul of a startup.

Why this role matters

The companies in your territory are all wrestling with a version of the same problem: more systems, more data, more AI projects, and no clear view of how any of it connects. Their IT leaders can't easily say what technology they own. Their teams are buried in spreadsheets that are stale the moment they're saved, and they're being asked to modernize and move faster than their own systems will allow.

That's the gap you help close. As an Account Executive, you own a defined UK territory: finding the right accounts, running consultative, value-based conversations, and helping leaders find signal in the noise and make change with confidence instead of guesswork. You'll carry a number and build the pipeline to hit it, with real ownership over how you win.

What you'll doOwn the full cycle:
Lead and manage the sales cycle from discovery through signed agreement and a clean handover to Customer Success.

Hit your number:
Deliver against your assigned ARR quota and keep a rolling pipeline at four times your quarterly target.

Plan your territory:
Run focused territory and account planning to identify and prioritize high-value target accounts.

Sell on value:
Build clear business cases and value models that show measurable customer benefit, not just features.

Win as a team:
Partner with BDRs, internal teams, and partners to create and convert opportunities.

A typical dayYou start with your territory plan: which accounts are heating up, which need a fresh angle, and where your next quarter of pipeline is coming from. You run a discovery call and listen for the real business goal underneath the stated ask. You sync with a BDR on the accounts you're targeting together and shape the outreach that will actually land.

Later you build a value model with a prospect, turning a vague ambition into a number their leadership will care about. You keep your CRM and forecast honest, because your number is a commitment, not a hope. And you make time to swap notes with a teammate on what worked in your last win, because the whole territory gets stronger when the team does.

Who you areWe're looking for someone who pairs real new-business hunger with a humble, team-first mindset. The behaviours come first; the tools can be learned.

Action-oriented:
You move opportunities forward quickly and clear small obstacles before they grow, adjusting as customer priorities shift.

Collaborative:
You work openly with BDRs, partners, and customers, sharing information and asking for input so everyone can deliver a consistent experience.

Customer-focused and candid:
You build trust by understanding what the customer is trying to achieve, and you'll say the honest thing when it helps them or the business.

Results-driven:
You follow through on commitments, balance quality with urgency, and keep moving deals to the next step.

On the skills side, you bring:

Experience leading enterprise sales engagements with multiple stakeholders through structured discovery and consultative selling.

Strength in account and territory planning that balances quick wins with longer-term growth.

Value-based selling and business case development that connects to measurable outcomes.

Discipline with CRM and forecasting tools to keep pipeline health and forecast accuracy visible.

Comfort…