Enterprise Account Executive & Business Development - UK

About Optiml

Optiml is transforming real estate with Real Estate Decision Intelligence (REDI), an AI-powered decision technology that helps decarbonize buildings while optimizing asset and portfolio financial performance.

Our platform helps investors, owners, and asset managers make clearer capital allocation and decarbonisation decisions by translating complex regulatory, financial, and technical constraints into actionable renovation and investment plans.

Founded as an ETH Zurich spin-off, Optiml launched its first product in April 2024 and is now scaling across Europe and the US, with teams based in Zurich, London, and across Germany. The company is backed by leading US and European investors, including Innovation Endeavors (the fund of former Google CEO Eric Schmidt), Planet A Ventures, KOMPAS, BitStone Capital, and The Bau Ventures. Following an oversubscribed €8M Seed round, we are accelerating product development and go-to-market execution.

About the role

We are looking for an ambitious Enterprise Account Executive to help build and scale Optiml’s UK business.

This is a high-growth, high-upside role for someone who wants more than a conventional sales job. You will combine enterprise sales with strategic business development: creating new pipeline, opening complex organisations, developing trusted senior relationships, building bespoke commercial cases and closing new customers.

Your ownership continues beyond signature. You will help set customers up for successful onboarding and delivery, identify expansion opportunities and support strong renewals. That breadth gives you direct influence over revenue quality, customer outcomes and how Optiml builds its UK go-to-market motion.

The role offers substantial performance-based earning potential. High performers can earn meaningful commission through new business and, depending on the final compensation plan, expansion and renewal outcomes. As the UK team grows, strong performance can create progression into larger strategic accounts, market leadership, partnerships, team leadership or broader commercial responsibility.

We are particularly interested in two profiles: former top-tier consultants who have moved into B2B enterprise, software or commercial roles; and high-performing enterprise software sellers, ideally in real estate, PropTech, finance, data, ESG or adjacent complex markets. In both cases, you must be able to navigate large organisations, diagnose non-standard problems and run bespoke enterprise sales processes.

Key Objectives

✅ Create qualified enterprise pipeline in UK independently by building senior access across asset managers, fund managers, banks, insurers, consultants, large owners, and other institutional real estate stakeholders

✅ Build Optiml's credibility in the UK real estate market as the trusted category leader in Real Estate Decision Intelligence

✅ Run senior commercial conversations and Optiml demos without Product support in standard sales situations, adapting the narrative by persona, asset type, use case, and maturity level

✅ Convert complex, non-standard opportunities into closed ARR by managing discovery, value case, stakeholder alignment, mutual action plans, commercial scope, procurement, and contracting

✅ Own the account until Delivery takeover, ensuring expectations, use case, stakeholder map, success criteria, requirements, risks, and implementation assumptions are clear

✅ Feed UK market insight back into GTM and Product, especially around buyer objections, regulatory drivers, partner routes, pricing, and repeatable use cases

Your Responsibilities

1️⃣ Generate new pipeline and develop the UK market

• Build and own qualified UK enterprise pipeline through targeted outbound, referrals, events, associations, partners, advisors and your own network.
• Develop sharp account theses: why this account, why now, who cares, what commercial outcome matters and how to gain access.
• Create senior conversations independently rather than relying on inbound demand or founder introductions.
• Represent Optiml across the London and UK real estate ecosystem and convert market presence into measurable revenue opportunities.

2️⃣ Run complex enterprise sales and close deals

• Own consultative sales cycles from discovery through tailored demonstration, business case, stakeholder alignment, proposal, procurement, negotiation and close.
• Navigate complex buying committees across asset management, fund management, sustainability, finance, investment, risk, data, IT, procurement and leadership.
• Translate Optiml into the buyer’s language: CapEx efficiency, NAV and IRR impact, refinancing pressure, stranded-asset risk, governance and investment-committee readiness.
• Protect pricing integrity, qualify hard, maintain realistic forecasts and close without excessive founder dependency.

3️⃣ Support onboarding and delivery

• Carry the account into a structured handover with clear use case, scope, stakeholders, success criteria, assumptions, risks and timeline.
• Stay close during onboarding where needed to protect trust and ensure what was sold can be delivered successfully.
• Coordinate effectively with Delivery, Customer Success, Product and technical stakeholders without overpromising or becoming the project manager.

4️⃣ Expand and renew

• Identify broader use cases, portfolios, teams and geographies that can expand the customer relationship.
• Build expansion hypotheses from the first sale and capture the right stakeholder and value evidence during delivery.
• Support renewal readiness by monitoring customer value, stakeholder coverage and commercial risk—not only contract dates.

5️⃣ Help build the commercial function

• Feed UK market insight into ICP, messaging, pricing, packaging, demos, product priorities and partner strategy.
• Build reusable account plans, talk tracks, objection handling, business-case examples and handover templates.
• Use AI responsibly to accelerate account research, stakeholder mapping, meeting preparation, follow-up and CRM quality.
• Contribute beyond a narrow AE remit as the team and market grow.

Must have

• Approximately 5–10 years of relevant experience in enterprise software sales, strategic business development, top-tier consulting with commercial ownership, institutional real estate, capital markets, advisory, PropTech, data, ESG or another complex B2B environment.
• Proven ability to generate enterprise pipeline independently—not only manage inbound, founder-led or inherited opportunities.
• Evidence of owning complex, bespoke sales processes involving senior stakeholders, multiple functions, procurement and negotiation.
• Strong commercial judgment and the ability to diagnose business problems before presenting a product.
• Credibility with senior institutional buyers and confidence in committee-style environments.
• High performance orientation and comfort with meaningful variable compensation.
• Strong written and spoken English, UK work authorisation, and ability to work in London on a hybrid basis with client travel.
• High ownership, low ego and comfort operating in a fast-growing team where responsibilities evolve.

Particularly strong profiles

• Former consultants from top-tier strategy or management consulting firms who have moved into enterprise software, commercial, business development or revenue roles and can prove pipeline and closing ownership.
• Top-performing enterprise software sellers with experience navigating complex organisations and selling non-standard solutions.
• Enterprise sellers from real estate software / PropTech, or software sold into asset managers, fund managers, banks, insurers, consultancies, owners or other institutional buyers.
• Commercial real estate or capital-markets professionals with strong business-development instincts and the discipline to learn enterprise software sales quickly.

Strongly beneficial

• Institutional real estate, real estate finance, sustainability, portfolio strategy, CapEx planning, valuation or refinancing exposure.
• Existing London / UK real estate network and participation in relevant associations or market communities.
• Experience in early-stage or scale-up environments where the product, category and sales playbook were still evolving.
• Experience supporting onboarding, expansion and renewals after initial sale.
• Practical use of AI in a commercial workflow.

You may not be a fit if

• You need SDRs, strong inbound demand or founder introductions to build pipeline.
• You are only interested in closing opportunities created by others and do not enjoy business development.
• You prefer standard, repetitive and highly product-led sales motions.
• You are uncomfortable challenging senior buyers or navigating complex internal politics.
• You view your responsibility as ending when the contract is signed.
• You prefer a high fixed salary with limited performance accountability over meaningful upside.
• You need a narrow role and mature infrastructure before taking action.

What we offer

• High earning potential: competitive base salary plus meaningful performance-based commission, with substantial upside for strong results.
• High-growth scope: help build the UK commercial motion and influence how Optiml scales.
• Career progression: successful performance can lead to larger strategic accounts, market or team leadership, partnerships, or broader commercial ownership.
• End-to-end impact: create pipeline, close revenue, shape onboarding quality, and grow customer relationships.
• Direct exposure: work closely with founders, Product, Delivery, Marketing and senior institutional real estate leaders.
• Category-building opportunity: help establish Real Estate Decision Intelligence in one of Europe’s most important real estate markets.
• Potential equity / VSOP participation where applicable, plus a flexible hybrid setup and regular client / event engagement.

Please apply with your CV and a short note explaining why you are excited about Optiml.