Enterprise Account Executive

About this role

Sales sells the hiring platform to the organisations that will run their recruiting on it — from mid-market teams to enterprises with a buying committee spanning HR, IT, security, procurement and legal.

Own new enterprise business end to end, from first conversation to signature, selling to talent leaders who have been sold to a great deal.

We are selling recruiting software to recruiters, which sets an obvious bar: a sloppy process in our own sales cycle is a product argument against us. Discovery matters more than demonstration here, because a hiring process is specific to a company and a generic pitch lands nowhere.

Primary responsibilities

• Own the full sales cycle for enterprise accounts, from first conversation to signature
• Sell into an organisation where the buying committee is HR leadership, IT, security, procurement and legal, each with a different objection
• Run discovery properly — understand the customer's hiring process before proposing anything
• Coordinate the deal team: solutions engineering for the technical proof, security for the questionnaire, legal for the contract
• Negotiate commercial terms and hold price where the value supports it
• Forecast accurately, including calling a deal that will not close
• Stay with the account through implementation rather than disappearing at signature

Skills required

Day to day this role works with Enterprise Sales, Negotiation and Pipeline Management.

• Five or more years closing enterprise SaaS
• Have carried and hit a seven-figure number
• Five or more years selling B2B software, with enterprise deals closed