About the Role
We are expanding our sales team and are looking for an Account Executive to support and grow our EMEA business. This is an inbound-led SaaS sales role focused on SMB and mid-market customers. The first priority of the role is to manage and convert inbound demand from EMEA, including trial signups, general enquiries, quote requests, and RFPs. As lead volume across EMEA can be high, the Account Executive must be strong at qualification, prioritisation, and identifying the opportunities with the highest potential.
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The ideal candidate is a commercially minded SaaS salesperson with 2–3+ years of experience and notable success in a sales or closing role. You should enjoy speaking with prospects, understanding their pain points, recommending suitable solutions, conducting product demos, and following up closely to move deals towards close. We are also open to exceptional candidates from an SDR/BDR background if they have demonstrated closing experience and are ready to take ownership of customer conversations through to close. This is a remote role. Candidates should be based in a time zone that allows meaningful overlap with EMEA prospects and the sales team.
What You’ll Be Doing:
- Manage inbound leads from EMEA, including trial signups, general enquiries, quote requests, and RFPs.
- Qualify leads effectively to understand fit, urgency, use case, buying intent, and commercial potential.
- Prioritise high-potential opportunities while managing a steady volume of inbound demand.
- Speak with prospects over calls, emails, and video meetings to understand their business needs and pain points.
- Recommend suitable solutions based on each prospect’s use case, requirements, and buying context.
- Conduct clear and effective product demos, with enough product understanding to address common technical and workflow-related questions.
- Communicate the company’s value proposition clearly to both technical and non-technical stakeholders.
- Follow up consistently and professionally to maintain deal momentum and move opportunities towards close.
- Manage opportunities in HubSpot, keeping records accurate and up to date.
- Share customer feedback, objections, market trends, and competitive insights with the sales, product, and marketing teams.
- Work closely with the existing sales team to support territory transition, shared learning, and EMEA sales growth.
Requirements:
- 2–3+ years of SaaS sales experience with notable success, preferably in a closing role.
- Experience selling SaaS or cloud-based software products to SMB and/or mid-market customers.
- Excellent lead qualification skills, with the ability to quickly assess fit, urgency, and deal potential.
- Strong commercial judgment and the ability to prioritise effectively in a high-volume inbound environment.
- Excellent communication skills, especially the ability to understand customer pain points and explain product value clearly.
- Ability to build rapport and trust with prospects through calls, emails, and online meetings.
- Confidence conducting product demos and explaining technical concepts in a simple, practical way.
- Ability to make sound and reasonable product recommendations based on customer needs.
- Strong follow-up discipline and the ability to create urgency and maintain deal momentum in a professional, consultative way.
- Strong written and spoken English. Additional European languages, such as German or French, are a plus.
- Comfortable selling across different EMEA markets, with sensitivity to different business cultures, languages, and buying contexts.
- Familiarity with CRM tools, preferably HubSpot.
- Comfortable using AI tools to improve sales productivity, including call preparation, prospect research, follow-up drafting, and CRM updates.
Nice to Have
- Experience selling document security, data room, cybersecurity, legal tech, fintech, investment, M&A, or other B2B software solutions.
- Experience handling inbound trial-led or product-led growth sales motions.
- Familiarity with data protection, document security, due diligence, or compliance-related buyer concerns.
What Success Looks Like
A successful Account Executive in this role will be able to:
- Quickly identify which inbound leads are worth prioritising.
- Understand the prospect’s real business problem, not just respond to surface-level requests.
- Recommend the right solution in a consultative and credible way.
- Deliver effective product demos independently.
- Maintain strong follow-up discipline and keep deals moving.
- Convert qualified EMEA inbound demand into paying customers.
- Build trust with SMB and mid-market prospects across different EMEA markets.
- Contribute useful market and customer insights back to the wider team.
