Our client is a market leading solution providing a SaaS intelligence platform, marketing and consultancy services into high-tech industries such as Quantum, Space and Climate verticals.
With proven success in selling into the Quantum vertical, the business is now looking to replicate the success by bringing in an entrepreneurial Account Executive to spear-heard their latest vertical – Climate.
Key Highlights:
- Strong value proposition being one of the only solutions on the market providing the most up-to-date and accurate information on businesses operating in the Climate market.
- Large and global TAM which includes businesses looking to be more sustainable (typically in their supply chain), institutional investors looking to invest in climate business and players in the space looking for competitor intelligence.
- The first vertical-focused sales hire – lots of opportunities to build the sales function alongside the Chief Revenue Officer earning promotions into management positions as you grow.
- Strong growth, currently performing at over 7 figure revenue – 100% YoY growth with substantial runway in the bank. Also thinking about an investment round to accelerate growth.
- Opportunities for cross-sell and upsell into accounts held by the wider business to build traction quickly. OTE is very achievable!
- £80k – £90k base x 2 OTE.
- Fully remote working and other benefits to be discussed.
The Role:
- Closing 5-to-6 figure deals with department heads in mid and enterprise size organisations with the economic buyer depending on individual useases and solutions sold.
- Prospecting activities to build the pipeline through outbound activities including market research, mapping, phone calls, LinkedIn emails and events. There are also inbounds and existing customers which will support in pipeline creation.
- Running the full sales process from discovery to demo to close using a known sales framework such as MEDDICC, SPIN or Challenger.
- Using a consultative approach to understand the specific challenge and ROI for a single department within an industry. This will involve developing a technical understanding of the product to appreciate where the value could be for a customer.
- Consistently hitting and achieving targets set by the senior management team.
- Close working with the wider commercial and senior team to contribute insights that will eventually lead to the creation of a robust GTM function.
- Keeping records in the CRM up to date and accurate – reporting is important to the client so they can get the insight required to further develop the sales function. This will also help with accurate forecasting and developing an understanding of where new resources should be deployed.
- Catch-ups and strategy sessions with the incoming SDR team to ensure everyone is successful.
Requirements:
- At least 3 years of strong closing experience in a complex deal environment carrying a quota of £500k+ – some technical understanding of complex technologies.
- A strong track record of performance against quota, including selling £60k+ opportunities with a 3 month + deal cycle.
- High aptitude for learning and have experience in a technical sales environment – this could demonstrated either through education or previous experience.
- Self-starter and proven track record in an early stage start-up. You will need to lead deals from the front and bring in the relevant internal teams where necessary.
- Good written and verbal communication is essential, you will be liaising with top executives.
- Are professionally trained in known sales frameworks such as MEDDICC, Challenger or SPIN.
- Experienced in running complex deal processes, including the requirement for multi-stakeholder engagement.
- Excited by a fast-paced, dynamic environment that is transforming information security.
Benefits:
- £80k – £90k base x 2 OTE
- Fully remote working
- Quick progression
- Other benefits to be discussed