Account Executive, Spain

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.