Senior Account Executive, New Business
Skills
About the Role
You will own the full new business sales cycle, from prospecting and discovery through negotiation and close. You will lead with outbound cold outreach to build your own pipeline, while making the most of inbound interest. You will sell to developers, architects, and engineering leaders, building genuine credibility with CTOs and speaking their language. You will run complex, multi-stakeholder deals end to end, covering technical evaluation, proof of concept, negotiation, and procurement. You will qualify early using MEDDICC, introduce pricing conversations from the start, and keep your CRM pipeline accurate. You will also help define sales processes and playbooks in a small, growing 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
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 end to end 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
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
