Job Description
Account Executive for Farillio – JD
About Farillio
Farillio is an ambitious legal and business SaaS tech company helping SMEs, landlords and individuals navigate everyday challenges and major life events through smart technology and expert-led content. With over 3.3 million licences, strong user satisfaction and exciting growth plans, we’re building a platform designed to make trusted support more accessible when people need it most.
We are now looking for an experienced Account Executive to join our team and help us continue delivering exceptional service to our partners (corporate clients) and their customers (Farillio’s users).
Farillio’s business model is designed so every business and individual can get free access to our platform via our channel partners, who include the annual licence fee for their customers within their own propositions. We’re proud to work with household brand partners such as Tesco Mobile, Aviva, Intact and Admiral, but we need more enterprise partners to reach all small businesses, landlords and individual users in the UK.
About the role
This is a chance to help a fast-growing business targeting large enterprise customers. Reporting into our VP of Sales and working closely with our Customer Success team, you will sell Farillio across different sectors with a focus on Insurance, owning the full sales cycle from prospect to closed-won. You will run discovery and commercial conversations with senior stakeholders, build compelling business cases, and negotiate and close ARR contracts — using both MEDDICC and Challenger methodologies, leading with partner benefits and keeping our CRM (HubSpot) up to date so the team can forecast with confidence.
You will:
• Own a personal revenue target across new business and land-and-expand, contracted and signed as ARR
• Manage the full sales cycle for new partners — from qualified opportunity through discovery, commercial negotiation and close
• Prioritise progressing and closing your existing pipeline, documenting clear next steps and blockers for every active deal
• Run high-value discovery and commercial meetings, translating partner objectives and pains into compelling, evidence-led proposals using our 5Rs framework
• Lead every interaction with partner benefits (not just end-user benefits), supported by success case studies and partner evidence
• Maintain accurate, complete and timely data in our CRM (HubSpot), with realistic deal values, close dates, contact roles and next steps
• Collaborate with Customer Success to unblock and accelerate stuck expansion opportunities
• Contribute to sales enablement assets (case studies, testimonials, website and collateral) and represent Farillio at key industry events (e.g. BIBA, MGAA, London Insurance Week)
• Know our product intimately — including its technical scope, content roadmap and limitations
About you
• Experienced Closer: You have 2–3 years’ experience as an Account Executive, owning a quota and managing the full sales cycle through to signature.
• Sector Knowledge: You have sold into the insurance sector, or you come from a SaaS background — ideally both. You understand how to sell to and through enterprise partners.
• Partner-Focused: You start with the partner and work backwards, investing time to understand their objectives and focusing on solving their problems.
• Commercially Sharp: You build strong business cases, negotiate confidently and lead with value, not discount.
• Pipeline Disciplined: You keep an immaculate CRM, forecast accurately and treat pipeline hygiene as a core part of the job.
• Action-Oriented: You thrive as a self-starter who proactively senses and responds to problems.
• An Effective Communicator: You write and speak clearly and concisely, with strong attention to detail.
• Accountable: You’re comfortable being measured on revenue, pipeline and forecast accuracy, and you’re motivated by a commission plan based on attainment of targets.