Senior Account Executive, New Business
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Own the full new business sales cycle from prospecting and discovery through negotiation and close. Build outbound pipeline, sell to developers, architects, and engineering leaders, run complex multi-stakeholder deals, qualify with MEDDICC, lead pricing conversations, maintain CRM accuracy, and help define sales processes and playbooks.
Responsibilities
- Own the full new business sales cycle from prospecting to close
- Build self-sourced pipeline through outbound cold outreach
- Sell to developers, CTOs, and engineering leaders
- Run complex multi-stakeholder deals including technical evaluation, proof of concept, negotiation, and procurement
- Qualify pipeline early and accurately using MEDDICC
- Lead pricing and commercial qualification conversations early in the cycle
- Maintain CRM hygiene and pipeline accuracy
- Build sales processes and playbooks for the team
Requirements
- 4+ years of AE experience in a technical, high-growth environment, ideally within developer tooling
- Consistent track record of hitting or exceeding target
- Demonstrated ability to generate own pipeline
- Comfort engaging CTOs in technical and commercial conversations
- Comfort building relationships across engineering and other teams in a scale-up environment
- Consultative, customer-first sales approach
- Genuine use of AI tools in daily workflow for research, outreach, or pipeline management
- Coachability and self-awareness
- Bonus: experience with consumption-based or usage-based pricing models
- Bonus: experience selling within a founder-led or small commercial team
Benefits
- Remote-first and flexible work environment
- Equity through EMI share options programme
- 28 days of paid annual leave plus birthday day off
- Enhanced parental leave package
- Home workstation budget of £500 on joining and £150 annually
- Personal learning and development budget of £1000 annually with 5% L&D time
- Private healthcare with BUPA
- Medical cash plan for medical and dental costs
- Mental wellbeing coaching and counselling
- Monthly wellbeing budget via Juno
- Life assurance and income protection
- Tech and Cycle to Work schemes
- Weekly snack allowance
- Fully-paid one-month sabbatical after five years