Kudan develops spatial intelligence technologies that enable machines and digital systems to understand, navigate and interact with the physical world. Our solutions support robotics, digital twins and real-time location systems (RTLS), helping industrial and enterprise customers make their environments visible, measurable and increasingly autonomous.
Founded in the UK and listed in Japan, Kudan brings together teams across Japan, the UK, Germany and the US. We are strengthening our European commercial team to turn advanced technology into measurable customer value and sustainable growth.
About the Role
We are looking for an Enterprise Account Executive to develop and close complex B2B opportunities across Europe.
This is a senior individual contributor role combining proactive pipeline development with ownership of the commercial sales cycle - from qualification and discovery through proposal, negotiation, contract signature and account expansion.
You will work closely with customers, partners and Kudan's technical teams to understand operational challenges, build compelling business cases and secure agreements with clear scope and achievable delivery commitments. You will also help shape our European sales approach, partner engagement and sales playbooks.
Key Responsibilities
- Build qualified pipeline: Identify and develop opportunities through direct prospecting, partners, agencies and relevant industry networks.
- Lead customer discovery: Understand business challenges, priorities, urgency and purchasing requirements, and assess whether Kudan's solutions are a strong fit.
- Demonstrate business value: Develop quantified business cases that connect technical capabilities to operational improvements, return on investment and the cost of delay.
- Manage complex buying processes: Build relationships with decision-makers, budget owners and internal champions, and establish clear milestones towards a purchasing decision.
- Own commercial execution: Lead proposals, pricing discussions, negotiation, procurement and contract signature while protecting scope, margin and delivery feasibility.
- Coordinate technical validation: Work with Technical Pre-Sales, Product and Engineering to align demonstrations, trials and technical assessments with customer decision criteria.
- Develop partner-led opportunities: Create joint account plans with clear responsibilities, customer ownership and commercial arrangements.
- Support handover and expansion: Ensure a clear transition to delivery and support teams, and identify opportunities for broader adoption.
- Maintain sales discipline: Keep CRM records, forecasts, opportunity assessments and next steps accurate and current.
- Improve the sales approach: Turn customer feedback, wins and losses into stronger positioning, qualification practices and repeatable sales playbooks.
Your Profile
- At least five years of experience in enterprise B2B technology sales, complex solution selling or enterprise account management with responsibility for closing new business.
- A proven record of navigating multi-stakeholder sales processes, demonstrating business value, negotiating and closing agreements.
- A proactive approach to prospecting and pipeline creation.
- The ability to translate complex technology into clear commercial and operational benefits.
- Strong opportunity management, forecasting and CRM discipline, including the judgement to discontinue poorly qualified opportunities.
- Confidence working across commercial, technical and delivery teams.
- Professional proficiency in English and German.
- Willingness to travel across Europe.
Additional strengths include:
- Experience or networks in logistics, industrial operations, facility management, robotics or enterprise software.
- Familiarity with digital twins, RTLS, IoT or spatial intelligence.
- Experience with MEDDPICC or similar structured sales methodologies.
- Experience developing business through partners and industry ecosystems.
What You Can Expect
- The opportunity to shape Kudan's European sales approach and partner model.
- Meaningful autonomy, direct access to leadership and a collaborative international team.
- Exposure to advanced technologies in physical AI, robotics and spatial intelligence.
- A working environment that values customer progress, sound judgement and commercial quality.
- The agility of a small team supported by listed-company governance.
What Success Looks Like
Success will be measured through qualified pipeline development, conversion rates, bookings, recurring revenue where applicable, margin, forecast accuracy and account expansion. You will help improve sales velocity, working towards sales cycles of six months or less, and develop repeatable approaches that support future growth.
Kudan values depth, honesty and a willingness to learn. You do not need to know every Kudan technology on day one - you should bring curiosity, commercial judgement and ownership.
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