Mid-Market Account Executive

Overview

This is a new-logo sales role focused exclusively on private-sector accounts with 500–1,999 employees across the UK, Ireland and South Africa. Operating in a channel-first organisation, you will own a fully indirect sales motion and build a greenfield territory without an inherited customer base. This role does not have dedicated BDR support and is accountable for independently generating sufficient pipeline to achieve its ARR target. You will use account, SKU and industry-growth data to create, own and execute a territory plan that delivers sustainable net new ARR growth.

What will you be doing?

As a Mid-Market Account Executive, you will identify, develop and close new-logo opportunities across the defined territory. You will manage the full sales cycle through partners, from self-sourced pipeline creation and qualification through to commercial close, with an indicative fully ramped net new ARR target of approximately USD 700,000.

Your responsibilities will include: 

• Creating, validating, owning and executing a data-led territory plan that clearly shows how you will achieve your net new ARR target, including the priority accounts, sales plays, partner routes to market and supporting resources required.
• Developing new prospects solely through new-logo acquisition across private-sector accounts with 500–1,999 employees in the UK, Ireland and South Africa, without an inherited customer base.
• Managing complex, fully indirect sales cycles through channel partners using a consultative, platform-led rather than point-solution approach, engaging business and technical stakeholders throughout the buying journey.
• Planning and delivering presentations that give prospective insights into how our solutions solve their challenges 
• Working in direct partnership with the Partner Account Manager as a core part of territory planning, partner activation, pipeline creation and deal execution. The AE and PAM will jointly develop and execute partner-led routes to market, supported by Solution Engineers and Marketing to progress and close business. Customer Success support becomes available once the customer reaches the appropriate qualifying ARR threshold.
• Communicating new product developments to prospective clients 
• Attending remote and on-site meetings with clients (note this is a field role thus in person customer and partner collaboration emphasized)  
• Collaborating with teams in different territories and offices 
• Using available account, SKU and industry-growth data to identify whitespace, prioritise opportunities and execute effective sales campaigns across the private-sector territory; this role is not aligned to a single industry vertical.
• Self-sourcing and qualifying your own pipeline without BDR support. PAM, SE and Marketing resources are expected to complement—not replace—your personal prospecting and pipeline-generation activity.
• Maintaining an accurate and current pipeline of opportunities within the CRM system 

OK, I'm interested... is this the job for me?

We look for people who value agility, passion and teamwork; those who can bring fresh ideas to the table and want the opportunity to learn, grow, and expand their careers. Bring your aptitude and build upon what you do best for our customers, partners, team, and you.  

In this role, you are accountable for building a greenfield territory and delivering new business solely through new-logo acquisition. You will use available account, SKU and industry-growth data to identify opportunities across the private sector rather than specialising in a single vertical. Success requires an entrepreneurial, self-motivated approach: you will create your own pipeline, coordinate the resources around you and own execution from territory strategy through to net new ARR delivery. All opportunities will be progressed through partners in line with our channel-first model.

Other qualities you’ll need to be a fit for this role include: 

• 3–5 years of previous B2B sales experience, with a demonstrable record of winning new-logo business and delivering against ARR or recurring-revenue targets.
• Experience in the software/technology industry is preferred, but not essential 
• Experience with executive selling, both business and technical 
• Excellent communication and listening skills 
• Determination to surpass performance goals 
• Willingness to learn and bring new ideas  
• Ability to work individually and within a highly collaborative team environment 
• Plenty of initiative 
• Familiarity with an ARR-based compensation plan and quota, with the ability to build and manage sufficient self-generated pipeline to support an indicative fully ramped net new ARR target of approximately USD 700,000.
• Proven ability to operate in a 100% indirect sales model, building strong, highly collaborative relationship selling through channel partners and work closely with Partner Account Managers and jointly owning partner strategy, pipeline development and opportunity execution.

Benefits we offer:

• Market-competitive compensation including bonus scheme 
• Career progression and internal mobility opportunities
• 30 days of annual leave, in addition to public holidays
• GBP 1.000,00/Year towards our Tuition Reimbursement Program 
• Company pension scheme
• Private medical insurance
• Employee Referral Program 
• Corporate Donation Matching Program
• Maternity policy
• Company sponsored events / regular team building events  
• Extra paid perk days - Birthday off, Family/Life Event Day, Volunteering...

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