Account Executive

About the role

Zone & Co. is looking for a high-velocity Account Executive to sell finance automation solutions to the Office of the CFO. We move fast, set ambitious goals, and expect our team to deliver. Our targets are designed to be achievable, and we're looking for disciplined, driven sellers who know how to manage a pipeline, maintain deal momentum, and consistently convert opportunities into closed business.

You'll own pipeline generation through strategic outbound prospecting, complemented by additional opportunities from our partner ecosystem and marketing team.

If you thrive in a fast-paced sales environment, are comfortable navigating short sales cycles, bring rigor to your MEDDPICC process, and enjoy building relationships face-to-face with partners and customers, this could be the opportunity for you. You'll also have the chance to develop deep expertise across a broad and growing product portfolio in a dynamic, expanding market.

What you'll do:

• Own a net new number. Win new logos across a defined EMEA territory against an annual ARR target, measured monthly and quarterly.
• Build your own pipeline. Outbound is part of the job, every week: calls, sequences, LinkedIn, and your own network. Partner and marketing leads are a bonus, not the plan.
• Get out there. Travel to partner offices, industry events, and customer meetings. Face time with partners and clients is key.
• Work the partner ecosystem. Build trusted relationships with our implementation and referral partners so they bring you in early and back you to close.
• Run a high-velocity motion. Manage 30 + active opportunities at once and close 10–15 deals a month, from first call through pricing, paper process and signature.
• Sell with discipline. Use MEDDPICC on every deal: find the pain, the metrics and the economic buyer, build a champion, and run a clear close plan with a next step every time.
• Sell the whole journey. We are positioning the complete end-to-end story. We want to connect the customer pain with how to solve finance challenges, and turn that vision into bigger, multi-product wins.
• Partner with Solution Consulting. Bring in SCs at the right moment for sharp, tailored demos on larger deals.
• Forecast accurately. Keep Salesforce clean and call your number with confidence every week.

What success looks like:

• You consistently hit, and regularly beat, your monthly and quarterly ARR targets.
• Your pipeline is a good mix of self-sourced and partner-sourced from relationships you've built.
• Partners know you by name and bring you into their deals early.
• Your deals are MEDDPICC-complete, your forecast is reliable, and your average deal size grows as you sell more of the platform.

What you'll bring:

• 5+ years closing net new SaaS business, with a track record of hitting and overachieving ARR targets in a fast-paced, transactional or mid-market motion.
• A real outbound habit: you prospect daily and you're proud of the pipeline you create yourself.
• Strong MEDDPICC (or MEDDIC) skills, applied for real, not just known.
• Commercial acumen: you understand ROI, pricing and negotiation, and you're comfortable talking value with finance leaders and CFOs.
• Experience selling to the Office of the CFO AP Automation, Procure-to-Pay, billing, payments or order-to-cash, is a big plus. NetSuite ecosystem experience is a bonus.
• A diligent, organised approach: you manage a busy pipeline without dropping the detail.
• A keen eye to learn. Our product set grows through innovation and acquisition, and you'll want to master new products fast.
• Happy on the road: comfortable travelling to partner sites, events and client meetings across the UK and EMEA.
• Confident with Salesforce, Gong and modern sales tools. As well as AI tools such as Clay and Claude.