Account Executive Mid Market

Are you an experienced sales professional feeling limited by rigid systems, where innovation gets lost in meetings and your impact is buried under layers of process? We get it. And we built Trustpilot to be different.

We're a thriving, profitable FTSE-250 business on a mission to become the universal symbol of trust — and today that mission runs through AI. As consumers increasingly ask AI assistants what to buy, our reviews have become one of the signals those models trust most: in January 2026 Trustpilot was the fifth most cited page on the internet by ChatGPT. More importantly, we're building a place where ambitious people can do the most meaningful work of their careers.

Spain is one of our fast-growing markets, and we're expanding our Mid-Market team to match that ambition. If you're looking for a challenge worth taking on, this is it: get Trustpilot in front of the brands shaping Italian digital commerce, own how we show up in this market, and be the face of Trustpilot on the stages, panels and industry events where it counts. There's a whole market still to win, and you'd be at the front of it.

This is a full-cycle role. You will own your patch Qend to end: research it, plan it, work it, and close it. Our BDR team and inbound engine will support you with qualified opportunities, but the majority of your pipeline will be self-sourced, because the AEs who build their own pipeline are the ones who control their number.

If you want a seat where prospecting is treated as a craft, where methodology is taken seriously, and where you'll be surrounded by people who like to roll up their sleeves together, keep reading.

What you'll be doing:

• Own your territory: Build and maintain a structured territory plan; segment your accounts, prioritise by potential, map the whitespace, and revisit it every quarter. Your patch, your strategy.
• Self-source your pipeline: Generate the majority of your opportunities yourself through multichannel outbound: cold calling, personalised email sequences, LinkedIn, events, referrals, and account-based plays on your top targets.
• Work smart with BDR and inbound: Partner closely with your BDR and Marketing colleagues on inbound and outbound-sourced leads, giving them the context, feedback, and account intelligence that makes those conversations land. This will complement your own pipeline; 
• Run the full sales cycle: From first touch to discovery, business case, pricing, negotiation, and close; you lead the process end to end across mid-market accounts.
• Apply a real methodology: Use MEDDICC to qualify rigorously, identify economic buyers and champions, quantify business pain, and build multithreaded deals. Clean CRM hygiene and honest forecasting are part of the job, not an afterthought.
• Sell value, not features: Diagnose what each prospect is actually trying to fix,  conversion, customer acquisition cost, retention, brand credibility, and articulate the commercial impact of Trustpilot in their language.
• Hit and exceed your numbers: Deliver consistently against monthly and quarterly targets, with pipeline coverage that makes the number predictable.
• Use data to steer: Read your own activity, conversion, and market data to spot what's working, kill what isn't, and adjust your approach fast.
• Play for the team: Share what's working with the rest of the team, contribute to playbooks and call reviews, support new joiners, and collaborate with Customer Success and Account Managers for clean handovers and long-term account growth.
• Be a Trustpilot ambassador: Represent Trustpilot at key industry events, expand our network, and strengthen our brand presence and reputation across the region. 

Who you are:

• Native-level fluency in Spanish, with professional proficiency in English, both written and spoken.
• Direct exposure to the Spanish market, having lived and/or worked in Spain for at least two years.
• Proven experience in B2B SaaS sales, with a track record of carrying and beating a quota in a full-cycle role.
• A genuine hunter: You've built pipeline from scratch before and you're comfortable picking up the phone. Outbound energises you rather than intimidates you.
• Disciplined about territory and account planning — you work a plan, not a to-do list.
• Hands-on knowledge of a structured sales methodology such as MEDDICC, MEDDPICC, or Challenger — and the discipline to actually apply it deal by deal.
• Strong commercial acumen: comfortable running discovery with marketing, e-commerce, and CX industry leaders, and building a business case that stands up to scrutiny.
• Technically curious: you can hold a conversation about integrations, data flows, and implementation
• Charisma and presence: You're the person people want to keep on the call. You build rapport quickly, hold a room, and stay credible under pressure.
• Willing to get your hands dirty: No task is beneath you, from a 60-dial morning to prepping a booth at a trade show.
• A team player above all: You share your best plays, celebrate other people's wins, and raise the level of everyone around you. We have no room for lone wolves.
• Resilient, coachable, and curious — you actively seek feedback and act on it.
• Knowledge of e-commerce, customer experience, or online reputation management is a significant advantage.

What's in it for you?

• A range of flexible working options to dedicate time to what matters to you
• Competitive compensation package + bonus
• 25 days holiday per year, with an extra 5 days holiday allocated after your 1 year anniversary (prorated) 
• Two (paid) volunteering days a year to spend your time giving back to the causes that matter to you and your community
• Rich learning and development opportunities are supported through the Trustpilot Academy and Blinkist
• Comprehensive health package, pension, and full access to Headspace, a popular mindfulness app to promote positive mental health
• Paid parental leave
• Central office with  a laid-back vibe and constant buzz of different languages being spoken everywhere you go It’s complete with a coffee bar, canteen, and table tennis and has a wide variety of refreshments available - you can opt-in for breakfast and lunch at an affordable price
• Regular opportunities to connect and get to know your fellow Trusties, including company-wide celebrations and events, Trustie Community activities, and team socials
• Opportunity to join the Trustpilot Social Club for a small monthly fee and attend regular social and leisure activities like go-karting, cooking classes, and escape rooms 
• Employee discounts to restaurants and shops 

Please note, due to a multinational hiring team we request that your CV is to be submitted in English.

Still not sure?

We want to be a part of creating a more diverse, equitable, and inclusive world of work for all. We're excited to hear about your experiences along with how you will contribute to our working culture. Even if you don't feel you meet all the requirements, we'd still really like to hear from you! #LI-MG1