Role Overview

The Sales Executive is responsible for driving net‑new customer acquisition and revenue growth for TraceLink’s MINT (Multi‑Enterprise Information Network Tower) across the EMEA region. This role owns the full sales lifecycle, from prospecting and discovery through close, and operates using TraceLink’s value‑based sales methodology, defined sales stages, and disciplined pipeline management practices.

You will engage senior business and technical stakeholders, lead consultative discovery, and articulate TraceLink’s differentiated value in the customer’s language. Success requires strong new‑logo hunting skills, executive presence, and close collaboration with Marketing, Solutions Consulting, and partner teams.

Core Responsibilities

New Logo Acquisition & Territory Strategy

• Own a defined EMEA territory with accountability for net‑new ARR growth

• Build and execute territory and account plans aligned to TraceLink’s regional go‑to‑market strategy

• Proactively engage multiple stakeholders top‑down (C‑suite to functional leaders) within target accounts

• Identify and develop strategic prospects capable of six‑figure enterprise ARR transactions

Sales Methodology & Process Execution

• Execute TraceLink’s value‑driven enterprise sales methodology across all opportunities

• Lead consultative discovery to uncover customer business objectives, pain points, value drivers, and “north‑star” outcomes

• Qualify opportunities rigorously and manage progression through defined sales stages

• Own and drive all aspects of the close process, including deal strategy, negotiation, and contracting

• Maintain accurate pipeline, forecasting, and opportunity documentation in Salesforce

Value‑Based Engagement & Solution Selling

• Conduct customer‑centric meetings, presentations, and demonstrations (virtual and in‑person)

• Partner closely with Solutions Consultants to deliver value‑led demonstrations and technical validation

• Curate and lead value engineering exercises, translating TraceLink capabilities into measurable customer business value

• Develop high‑impact proposals that clearly articulate:

  • Customer‑specific value drivers and outcomes

  • TraceLink’s market leadership and differentiation

  • The ROI and strategic impact of partnering with TraceLink

Demand Generation & Partner Collaboration

• Collaborate with Marketing to execute targeted demand generation activities within the territory

• Actively prospect via phone, email, web, events, and in‑person meetings

• Work with Alliances & Channels (A&C) leadership to develop and leverage partner relationships to scale pipeline and accelerate deal cycles

• Share market, partner, and competitive insights to inform regional strategy

Collaboration & Continuous Improvement

• Work cross‑functionally with Sales, Marketing, Solutions Consulting, and Partner teams

• Share best practices, deal learnings, and market feedback with peers and leadership

• Contribute to continuous improvement of TraceLink’s sales playbooks and execution standards

What Success Looks Like

• Consistent achievement of quarterly and annual net‑new ARR targets

• Healthy, well‑qualified pipeline aligned to target account strategy

• Strong executive‑level engagement and deal sponsorship

• Predictable deal progression and forecast accuracy

• Demonstrated ability to articulate and sell business value, not just product

Experience

• 4- 6+ years of enterprise B2B sales experience

• Proven success selling SaaS / Cloud‑based enterprise solutions

• Experience selling integration‑centric platforms such as iPaaS, ERP, WMS, MRP, or related technologies

• Prior exposure to Life Sciences, Healthcare, Supply Chain, or Contract Manufacturing strongly preferred

• Demonstrated success across the full sales lifecycle: prospecting, qualification, objection handling, and closing

• Strong consultative and value‑based selling capabilities

• Ability to engage credibly with senior business and technical stakeholders

• Outstanding verbal, written, organizational, and interpersonal skills

• Highly self‑directed with the ability to work independently and as part of a team

• Comfortable operating in a fast‑paced, evolving environment

• Strong collaboration mindset and coachability

Position Overview

TraceLink has built the world's largest cloud-based network dedicated to protecting patients, ensuring compliance and growing profits across global life sciences. Over 1,200 businesses across the globe, from the largest drug manufacturers to small pharmacies, trust TraceLink to help them manufacture and deliver safe, secure medicines to the patients who need them, anywhere in the world.

As a key member of the Global Solution Consultants team, you will focus primarily on EMEA-based opportunities, balancing independent initiative with collaborative team efforts. You will lead solution-based sales cycles, taking a consultative approach to articulate the business value impact that transforms our customers’ supply chains into modern competitive advantages. In this role, you will directly impact revenue growth and deal size by leveraging the full suite of TraceLink applications.

Responsibilities

• Diagnose Business Needs: Conduct deep-dive discovery sessions to assess client business needs and technical requirements, defining appropriate strategic solutions that address specific supply chain challenges.

• Articulate Business Value: Build and present compelling business cases—including ROI analysis and Total Cost of Ownership (TCO) models—to clearly articulate the financial and operational impact of the TraceLink suite.

• Lead Consultative Sales Cycles: Partner with the Sales team to drive the customer journey, acting as a trusted advisor to build relationships and guide prospects toward a modern supply chain transformation.

• Deliver Tailored Demonstrations: Manage and deliver persuasive product demonstrations and presentations tailored to specific audience personas, ranging from technical architects to C-level executives.

• Execute Solution Workshops: Prepare materials for and lead interactive solutioning workshops to validate customer requirements and map TraceLink capabilities to tangible business outcomes.

• Subject Matter Expertise: Serve as the primary Subject Matter Expert (SME) for TraceLink’s solutions, maintaining deep knowledge of the platform to handle complex objections and technical inquiries.

• Cross-Functional Collaboration: Collaborate with Product Management, Internal Services, and external partners to relay market feedback and ensure the proposed solution optimizes long-term client value.

• Technical Sales Support: drive technical accuracy and excellence during the sales process, including providing high-quality inputs for RFPs and RFIs when required.

Skills and Qualifications

• Experience: 5+ years of experience in a Client-Facing role (Solution Consulting, Sales Engineering, or Business Consulting), ideally within an Enterprise SaaS environment.

• Value Selling: Demonstrated expertise in consultative and value-based selling methodologies, with specific experience building business cases and proving ROI to prospective buyers.

• Communication: Superior verbal and written communication skills, with the ability to articulate complex business and technical topics to audiences ranging from end-users to C-level executives.

• Track Record: A proven history of securing the "technical win" in complex sales cycles, driving revenue targets, and maintaining high levels of customer satisfaction.

• Problem Solving: Strong analytical and problem-solving mindset, capable of translating abstract customer pain points into concrete technical solutions.

• Collaboration: A collaborative team player who can lead cross-functional efforts while maintaining the ability to work autonomously on assigned opportunities.

• Technical Acumen: Solid understanding of supply chain systems and integration patterns (ERP, WMS, etc.).

• Domain Knowledge (Highly Desirable): Deep familiarity with the Life Sciences, Pharma, or Medical Device industries, as well as experience with Manufacturing or Supply Chain operations.

• Languages: German speaking is a plus

• Education: Bachelor’s degree or equivalent professional experience required.

• Travel: Ability to travel up to 40% as required by business needs.

Location: Barcelona office based position