Account Executive

Location

While our company operates exclusively on a remote basis, you must reside and have the legal right to work in one of the following countries: the United Kingdom, Latvia, or Spain.

* This is a full-time, remote position. Please note that we do not engage on a B2B or contractor basis. 

* We do not partner with search firms.

About The Role

We are looking for an Account Executive to join our EMEA sales team and help drive Lokalise's growth across one of our most commercially significant segments.

The customers you'll engage span a broad range of industries across EMEA — from high-growth tech companies and digital-native brands to more established businesses undergoing meaningful transformation. These are companies at genuine inflection points: some are taking their first structured steps into localisation, moving away from fragmented, agency-reliant processes; others are further along, looking to consolidate tooling, automate workflows end-to-end, and unlock the full potential of AI-assisted translation at scale.

AI is increasingly at the centre of these conversations. Prospects want to understand how intelligent automation can accelerate time-to-market, reduce manual review cycles, and enable their teams to scale content globally without scaling headcount — and you'll be equipped to lead those conversations with real credibility, backed by a platform that is purpose-built for this moment in the industry.

Reporting into EMEA Sales leadership, you'll own the full sales cycle from prospecting to close, collaborating closely with Sales Development, Marketing, and Customer Success to position Lokalise as a trusted, long-term partner for growth.

What You Will Do

• Manage the full sales cycle: From prospecting and identifying qualified leads to delivering compelling product demonstrations, navigating proof-of-concept processes, and negotiating contracts.
• Engage and sell to a variety of senior stakeholders across Marketing, Product, and Engineering teams, translating technical capabilities into compelling, business-relevant use cases tailored to each audience.
• Build a robust pipeline: Commit to daily targeted outbound prospecting to consistently maintain a strong pipeline of opportunities.
• Collaborate with internal teams: Partner with Product, Customer Success, and Marketing to ensure a seamless customer journey and tailor solutions to prospect needs.
• Exceed sales targets: Consistently achieve or exceed monthly and quarterly revenue quotas while driving long-term relationships with customers.
• Track and report sales activities: Maintain up-to-date records in Salesforce and provide accurate forecasting and account planning.
• Stay informed: Continuously educate yourself on Lokalise’s products, the localisation industry, and competitive landscape to effectively position our solutions.

What You Must Have

• Proven sales experience: 3+ years of B2B SaaS sales experience, preferably managing complex sales cycles with mid-market and enterprise clients.
• Track record of success: Demonstrable history of meeting or exceeding quotas and closing new business.
• Outbound prospecting and pipeline generation: Proven ability to proactively identify and engage target accounts, generate your own pipeline through outbound outreach, and turn cold prospects into qualified opportunities. You're comfortable taking ownership of prospecting rather than relying primarily on inbound leads or SDR-generated pipeline.
• Experience selling to senior stakeholders in at least one of the following functions — Marketing, Product, or Engineering — with Marketing experience strongly preferred.
• Sales methodology expertise: Familiarity with methodologies like SPICED, MEDDIC, or similar frameworks.
• Strong communication skills: Excellent verbal and written communication abilities, with the capability to engage and influence multiple stakeholders.
• Technical aptitude: Comfortable with tools like Salesforce, Gong, and LinkedIn Sales Navigator, and able to quickly learn new technologies.
• Resilient and proactive mindset: A self-starter who thrives in a fast-paced, target-driven environment and is motivated to drive urgency and outcomes.

It’s a Plus If You Have

• Experience selling localisation or translation management solutions.
• Knowledge of the SaaS market and a strong grasp of B2B sales processes.
• Familiarity with outbound sales tools such as Outreach or Salesloft.
• Experience working with distributed or remote teams.

Our Benefits

💰 Competitive salary and employee stock options.
🌍 Fully remote setup with flexible working hours.
🏢 Co-working budget — for those days you want a change from your home office.
🌴 Flexible vacation policy to recharge when you need to.
🖥️ Home office setup budget — monitor, desk, ergonomics, whatever helps you do your best work.
📚 Learning & development budget to grow your skills and career.
🏥 Health insurance to keep you covered.
🧘 Wellness allowance to support your mental and physical well-being.
🤝 Great startup culture — remote but close-knit, with regular retreats and social events to stay connected.