Mid Market Account Executive - EMEA (UKI)

About this Role

We are seeking a Mid-Market Account Executive to help us win Mid-Market accounts (100-1k employees) in the UKI region by managing the full sales cycle from pipeline generation through to closed-won.

In this role, you'll focus on new logo acquisition. Our emphasis is on your raw ability to excel in the areas listed below and your appetite for continuous growth & improvement.

You could be a great fit if

• 📣 You demonstrate mastery of clear communication. You ask questions with precision and can explain complex concepts in simple terms.
• 💰 You have strong track record in Mid Market SaaS sales, having closed many $50k+ deals consistently. You have won competitive rip-and-replace opportunities of core/platform technologies.
• 🎯 You are proactive in identifying and pursuing new business opportunities, and are comfortable sourcing >50% of your own pipeline. You're both resourceful and innovative in finding new business opportunities.
• 🤓 You love becoming a product and industry expert. You're adept at delivering a quick demo to showcase how your solution meets a unique need.
• ⚔️ You're adept at competitive or evangelical selling in new or established markets.
• 🎧 You're naturally curious about business problems and take pride in positioning specific & creative solutions that solve those problems.
• 🏔️ You skillfully guide prospects through the evaluation & buying process—engaging the right stakeholders to create consensus for a strategic technology decision.
• ⚡️ Your peers describe you as action-oriented and persistent. You're always on the leaderboard for outbound effort and pipeline created.
• ⏱️ You leverage tools to maximize the impact of your prospecting and selling time. You believe in research and personalization to spark a conversation.
• ⚙️ You are at home managing a pipeline of a dozen or more active opportunities concurrently. You take pride in internal operations, including real-time CRM updates.
• ✈️ You are willing to travel at least 25% of the time for customer engagements and events.

Requirements

• 🤝 You have 2+ years of full-cycle closing experience and have closed many >$50,000 ACV opportunities
• 📢 You have experience selling complex platform technologies in a sales-led GTM motion
• 📈 You are a new business hunter and are confident in your abilities to self-source >50% of your own pipeline
• 🌍 You have sold to multiple regions within EMEA and have strong written and verbal fluency in English

Bonus Points

• 🤝 You have sold to Talent or HR personas
• ☎️ Prior B/SDR experience

You shouldn't apply if

• 💼 You're more of a relationship builder who focuses on selling into the install base and aren't excited about a new business focused role.
• 🎯 You expect Marketing or BDRs to source all of your pipeline for you. This is a hunting role.
• 💻 You believe that "tech stuff" is the SE's job. Our AEs all develop product acumen while SEs are a partner in our team selling motion.
• 📊 You prefer to run established playbooks in well defined environments. This role requires creativity and a growth mindset.
• 🐺 You're a lone wolf. You prefer to go it alone in your pursuit of new business. We believe in a team-selling sales model.

Our PhilosophyHere are a few key points (relevant to the go-to-market side) that should give you an idea of what it is like to work with us:

• We spend a lot of time building best-in-class products since we believe a highly differentiated product is easier to sell.
• We aim to offer deep product expertise whenever we interact with prospects and customers. AEs are no exception to this.
• We strongly believe that small teams with very talented people (and the right work environment) deliver much better performance than teams with large headcount. We hire and compensate accordingly.
• We value a strong sense of ownership, principled thinking over experience, and thoughtful communication.

Interview Process

Our interview process is designed so you can showcase your achievements and points of learning and apply those in a practical exercise. We'll provide you with Mid Market Account Executive info so you can develop a well informed perspective on our customer / sales motion. You’ll have opportunities to ask questions of our team throughout.

• Intro Call (30 min) - You'll meet with a Recruiter to discuss your fit for the role and address questions about our market and solution.
• Written Exercise - You'll complete a short take home assignment to showcase your outbound muscle.
• Experience Deep Dive (60 min) - You'll walk the Hiring Manager [Casper Bergmans] through your career journey in some detail to highlight your experience, achievements, and points of learning to understand how you've developed into the professional you are today.
• Challenge Interview (90 min) - This will be made up of two parts:
• Discovery and Demo Role Play (60 min)
• Deal Strategy Discussion (30 min)