Account Executive

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

📋 Description

• Take ownership of SQLs provided by the BDR team and guide them through the entire sales cycle until closure.

• Develop and implement account strategies — identifying upsell, cross-sell, and new pipeline opportunities within your portfolio, while creating targeted outreach initiatives in partnership with the SDR/BDR team.

• Manage complete sales processes — from initial discovery to negotiation, closure, and post-close transition.

• Establish and nurture robust relationships with key stakeholders, including technical leads and business decision-makers.

• Accurately and consistently manage CRM (pipeline, forecasting, account records).

• Acquire a comprehensive understanding of Soracom's platform to build technical credibility in customer dialogues, clearly articulate value, and connect customer challenges to the appropriate internal resources — escalating to Solutions Architects when deeper technical insight is required.

• Work collaboratively with internal teams (Marketing, Legal, Business Development) to advance deals and ensure a seamless customer journey.

• Collect customer insights and relay feedback to Product and Go-to-Market teams.

• Represent Soracom at industry events, exhibitions, and conferences as necessary.

⛳️ Requirements

• Over 5 years of experience in B2B sales, particularly in selling SaaS, IoT, or connectivity solutions.

• Experience overseeing the complete sales lifecycle for Small and Medium Enterprises (SMEs), including pipeline management, forecasting, CRM-based account tracking, and closure.

• Demonstrated success in converting Sales Qualified Leads (SQLs) into closed-won business with speed, discipline, and precision.

• Proven experience in developing account plans, crafting sales scenarios, and independently generating new pipelines while driving upsell and cross-sell opportunities.

• Track record of serving as the primary contact for technical stakeholders during initial discussions, comprehending customer challenges at a functional level, and effectively partnering with Solutions Architects when necessary.

• Experience selling into various European markets — understanding customer behavior and purchasing dynamics across the UK and mainland Europe.

• Proficient in presenting to corporate cross-functional decision-makers, with the ability to deliver impactful pitches and clearly convey business value.

• Strong discipline in utilizing enterprise CRM platforms (such as Salesforce) to maintain accurate pipeline data and forecasts.

• Business-level proficiency in English.

• **Preferred Requirements**

• Experience in Mobile Network Operator (MNO) or Mobile Virtual Network Operator (MVNO) focusing on connectivity and IoT sales.

• Background in at least one of the following sectors: Industrial IoT (Smart Factory, Predictive Maintenance), Consumer/Smart Living (HVAC, BEMS, Smart Appliances), Smart Mobility (EV charging, Fleet Management), and Transactional Systems (Payment solutions, Vending).

• Experience cooperating with SDR/BDR and marketing teams to build pipelines through coordinated outreach.

• A "just do it" mindset — proactive, adaptable, and willing to extend beyond defined responsibilities to contribute to team success.

• Business-level proficiency in other major European languages (e.g., French, German, Spanish, Dutch, etc.).

• Experience working remotely in an international setting.

🏝️ Benefits

• Flexible work environment - work from anywhere you choose, provided you have a reliable internet connection.

• Flexible work hours - choose your most productive hours to maintain a healthy work-life balance.

• Technology budget - access the latest tools and technologies available.

• Skills-based promotion - receive promotions based on your contributions.

• A genuinely rewarding culture - collaborate with top-tier professionals from around the globe.