We are working exclusively with our client to find an Account Executive.
About:
Our client is a market-leading contract database platform helping businesses unlock critical information instantly. By removing manual work, their platform organises, summarises and retrieves agreements in seconds - saving clients thousands of hours and helping them reduce commercial risk.
Having tripled revenue over the past two years, the business is now performing at £2.6m ARR. With a profitable business, proven product-market fit and significant market opportunity ahead, they are now investing heavily in their commercial function.
With a team of 4 SDRs firing on all cylinders, an established market with clear PMF and a Senior Account Executive with too many leads to manage, it’s now time to bring in another Senior Account Executive to help scale new business revenue, improve deal execution and support the transition from leadership-led selling to a more scalable commercial organisation.
Key Highlights:
* Currently performing at £2.6m ARR and on track to reach approximately £2.9m ARR by the end of the current quarter.
* Profitable business with proven product-market fit and significant headroom for future growth.
* 24 qualified opportunities are generated every month by the SDR team, creating a consistent flow of new business pipeline.
* Joining at a pivotal stage where demand is outpacing sales capacity, with the current Account Executive stretched across a growing number of opportunities.
* Over 70 live opportunities are currently sitting within the sales pipeline.
* Average contract values of £20k - £30k, with a clear opportunity to increase deal sizes through stronger deal execution and enterprise selling techniques.
* £800k ARR target, equating to approximately 30-40 closed deals per year based on current ACVs.
* Accelerators of 20%-25% available for overachievement, creating significant upside for top performers.
* Selling into organisations of 200-1,000 employees, typically engaging Legal, Procurement, Finance and senior business stakeholders.
* Strong product-market fit, solving costly contract management challenges including auto-renewals, missed commercial obligations and poor contract visibility.
* Opportunity to help build a more scalable commercial function and reduce founder dependency as the business enters its next phase of growth.
* £100k base x 2 OTE, equity and other benefits to be discussed.
The Role:
* Owning the full sales cycle from qualification through to close, converting qualified opportunities into new ARR.
* Managing a healthy pipeline of SDR-generated opportunities while building strong relationships with Legal, Procurement, Finance and senior business stakeholders.
* Driving multi-threaded sales processes, ensuring opportunities maintain momentum and progress efficiently through the pipeline.
* Running structured discovery processes to uncover customer pain points, quantify value and improve qualification quality.
* Working closely with SDRs, Product and Leadership to improve conversion rates, refine messaging and strengthen go-to-market execution.
* Actively coaching SDRs to help improve later funnel metrics by improving top-of-funnel opportunities.
* Improving win rates through stronger deal planning, stakeholder mapping and opportunity management.
* Helping build a more scalable sales function by contributing ideas, best practices and process improvements.
* Delivering against an annual target of approximately £800k ARR while consistently exceeding customer expectations throughout the buying journey.
Requirements:
* Minimum 4 years of closing experience within a B2B SaaS environment.
* Proven track record of consistently achieving and exceeding quota in a new business sales role.
* Experience managing full sales cycles, from discovery through to negotiation and close.
* Strong multi-threading skills, with the ability to engage multiple stakeholders throughout a sales process.
* Experience selling into mid-market organisations, ideally between 200-1,000 employees.
* Commercially minded with strong discovery skills and the ability to build compelling business cases.
* Comfortable operating in a scaling environment where processes continue to evolve.
* Highly motivated, competitive and driven by achieving exceptional results.
* Excited by working in a high-performance, collaborative environment and being in the London office at least 3 days per week.
Benefits:
* £100k base
* £200k OTE
* Stock options