Overview
As a Corporate Account Executive, you will own new-logo ARR growth across private-sector organisations with 2,000–7,499 employees in the UK, Ireland and South Africa. This is a pure acquisition and self-sourcing role with no inherited customer base or ongoing account-management responsibility. While you will have access to BDR, Solution Engineering, Partner Account Management and Marketing support, you remain personally accountable for building sufficient pipeline, creating your own qualified opportunities and achieving the ARR target. Once fully ramped, the role will carry an annual net-new ARR quota in the region of US $900,000.
What will you be doing?
You will build, own and execute a territory and pipeline-generation plan that creates sustainable pipeline and converts opportunities into net-new ARR. The territory is not verticalized, so you will use available account intelligence, SKU performance, industry growth and market data to determine where to focus. You will personally self-source qualified opportunities while using internal and partner resources to extend your reach and accelerate results. You will manage the full sales cycle, from account prioritisation and prospecting through discovery, solution alignment, commercial negotiation and close.
Your responsibilities will include:
- Building, owning and executing a data-led territory and pipeline-generation plan that explains how you will achieve your net-new ARR quota, where you will focus, how you will personally create qualified opportunities and which resources you will engage.
- Generating business exclusively through new-logo acquisition across the defined private-sector segment; the role will not inherit existing customers.
- Using account, industry, SKU-growth and market data to prioritise opportunities and continually refine your territory strategy.
- Personally self-sourcing qualified opportunities through disciplined prospecting and account development, while effectively using BDR, Marketing and partner resources to complement—not replace—your own pipeline creation. Building pipeline through a balanced combination of self-sourced activity, BDR support, marketing programmes and partner-led engagement.
- Working closely with the Partner Account Manager to identify the right partners, develop joint account plans, create pipeline and progress opportunities. As a channel-first organisation, effective partner engagement is fundamental to success in this role.
- Leading consultative, value-based sales cycles across business, technical and executive stakeholders, positioning a platform outcome rather than relying on a single-product sale.
- Partnering with Solution Engineering to shape discovery, demonstrate relevant capabilities and build credible business and technical solutions.
- Planning and delivering compelling presentations, proposals and business cases that connect customer challenges to measurable outcomes, value and return on investment.
- Maintaining strong deal control throughout complex sales cycles, including stakeholder mapping, qualification, mutual action planning, commercial negotiation and accurate forecasting.
- Maintaining complete, accurate and current account, opportunity, pipeline and forecast information in the CRM system.
- Attending customer and partner meetings remotely and in person across the territory; this is a field-based role in which face-to-face collaboration is expected.
- Coordinating with Customer Success when a new customer reaches the applicable ARR threshold, ensuring an effective transition and appropriate post-sale engagement.
The Team Behind Your Territory
You will retain clear ownership of the territory plan, pipeline creation and ARR result while working as part of a collaborative go-to-market team. The supporting teams provide expertise, reach and leverage, but do not replace the Account Executive’s responsibility to self-source opportunities and create sufficient pipeline. Support available includes:
- Business Development Representative: support with targeted prospecting, account engagement and meeting creation.
- Solution Engineer: technical discovery, demonstrations, solution design and technical validation.
- Partner Account Manager: partner strategy, account alignment, introductions, joint pipeline creation and channel-led deal execution.
- Marketing: campaigns, events, content, intent signals and account-based support.
- Customer Success: post-sale engagement for customers that meet the applicable ARR threshold.
Is this the role for you?
We are looking for an entrepreneurial, commercially focused sales professional who is comfortable creating a market rather than inheriting one. You will be confident making evidence-based choices about where to invest your time, mobilising internal and partner resources, and remaining accountable for the execution of your plan and the ARR outcome.
To be successful in this role, you will bring:
- A strong track record of winning net-new business and meeting or exceeding ARR or ACV-based quotas in a complex B2B sales environment.
- Experience managing full-cycle software or technology sales into medium-to-large private-sector organisations.
- Demonstrated ability to build productive channel relationships and create and close partner-led opportunities in a channel-first model.
- Experience developing and executing territory and account plans using market, industry, product and account data, with a proven ability to self-source qualified pipeline.
- Confidence selling to business, technical and executive stakeholders and translating complex requirements into clear commercial value.
- Strong pipeline creation, qualification, forecasting, negotiation and closing discipline.
- Excellent communication, presentation, listening and stakeholder-management skills.
- The initiative, resilience and accountability to operate independently while bringing the right cross-functional resources together.
A collaborative, curious and adaptable approach, with the willingness to test new ideas and continuously improve.
Benefits we offer:
- Market-competitive compensation including uncapped commission structure with accelerators
- 30 days of annual leave, in addition to public holidays
- Company pension scheme
- Private medical insurance
- Career progression and internal mobility opportunities
- GBP 1.000,00/Year towards our Tuition Reimbursement Program
- 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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