Account Executive

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

📋 Description

• Develop and manage a targeted list of key accounts within the UK warehousing, logistics, and industrial real estate sectors.

• Create a sales pipeline through proactive outreach, industry connections, events, partnerships, and relationships with existing clients.

• Engage with C-suite executives and operational leaders.

• Oversee the entire sales process from initial discovery to business case development, evaluation, negotiation, and contract signing.

• Replace existing CAFM/IWMS platforms, in-house systems, and spreadsheet-based methodologies.

• Navigate through buying groups, procurement procedures, IT security, and legal requirements.

• Assess opportunities utilizing MEDDICC and mutual action plans.

• Structure pricing, multi-year agreements, phased implementations, and land-and-expand strategies.

• Develop business cases that emphasize operating costs, compliance risks, portfolio efficiency, and overall risk management.

• Collaborate with Presales, Product teams, and executive sponsors on relevant deals.

• Ensure an accurate and defensible sales forecast and maintain the CRM system.

• Disqualify unpromising leads at an early stage.

• Provide competitive and market insights to product, marketing, and pricing teams.

• Transition active accounts to Customer Success following implementation.

⛳️ Requirements

• Minimum of 5 years in B2B software sales.

• Experience with a reputable and established software company.

• Proven track record of closing complex six-figure enterprise sales involving multiple stakeholders, including procurement and IT security evaluations.

• Sector expertise in warehousing, logistics, industrial or supply chain, or facilities management software.

• Strong sales performance, particularly for candidates from the commercial real estate sector.

• Proven history of acquiring new logos in sales.

• Capability to construct and defend a business case to finance stakeholders.

• Practical knowledge of MEDDICC or a similar qualification methodology.

• Understanding of the UK market landscape.

• Eligibility to work in the UK; preference for candidates based in England or Wales.

• Proficient in English.

🏝️ Benefits

• Unlimited commission potential and accelerators.

• Dedicated support from the Solution Consulting team.

• Assistance in business development efforts.

• Marketing initiatives tailored to the segment.

• Opportunity for advancement into enterprise sales leadership as the team expands.

• Flexibility to work remotely.

• Approximately monthly gatherings in London or Birmingham.