Account Executive

This is a fully remote position, open to applicants in United Kingdom.

📋 Description

• Take ownership of a specific territory and designated accounts, managing the pipeline generated within it and the commercial results of each transaction from the initial conversation to contract signature.

• Generate pipeline through business development efforts, marketing initiatives, partnerships, and self-initiated activities.

• Engage in diagnostic discussions focused on operational costs, compliance, and risk management.

• Evaluate opportunities in accordance with MEDDICC standards, ensuring quantified business cases and access to economic decision-makers.

• Navigate significant deals across multiple stakeholders.

• Negotiate strategically to enhance value and safeguard pricing.

• Make prompt decisions on opportunities that lack a credible business case, defined buying process, or clear decision-making route.

• Identify initial victories for expansion across various sites, countries, and use cases.

• Transition customers to Customer Success with a documented expansion strategy.

• Keep accurate forecasts with integrity in stages, next steps, and reliable close dates.

• Identify risks proactively and contribute insights regarding objections, competitive intelligence, and replicable use cases to the playbook.

• Achieve new-logo ARR, generate pipeline, ensure territory coverage, maintain win rates, enhance deal values, and secure strategic logos.

• Adhere to operational standards for forecast accuracy, MEDDICC quality, price protection, CRM integrity, and process discipline.

• Complete onboarding, develop territory and account strategies, ensure pipeline coverage, and create qualified opportunities.

• Advance multi-threaded opportunities and either close or significantly progress an initial customer win.

• Meet ramped quotas and establish a repeatable pipeline creation process with potential for expansion.

⛳️ Requirements

• Generally, five or more years of experience in B2B software or complex technology sales.

• Proven track record of consistently meeting a new business quota.

• Demonstrated history of exceeding expectations in new business sales, including quota achievements, team rankings, personally generated pipelines, and successful deals closed.

• Capability to articulate significant deals comprehensively, covering opportunity creation, buying-group development, changes, and outcomes.

• Proficient in English at a business level.

• Methodical selling approach utilizing MEDDICC or a similar methodology in practice.

• Strong performance paired with discipline in forecasting and CRM usage.

• Experience in CAFM, IWMS, FM, PropTech, or multi-site operations is a plus.

🏝️ Benefits

• Unlimited earning potential with substantial accelerators for over-achievement.

• Support for business development, including Pre-Sales, marketing, and enablement.

• Comprehensive onboarding process.

• Training in methodology and deal coaching.

• Reasonably ramped quotas.

• Direct access to the CRO for deal strategies, coaching, and prompt commercial decisions.

• Reliable pathways into strategic or global accounts and sales leadership roles.

• Opportunities for advancement into global accounts or sales leadership.