We are working exclusively with our clients to find 2 Remote Account Executives.
About:
Our client is a market-leading SaaS solution challenging the property-management industry through their technology which is helping maintenance, essential and other workers gain access to buildings without physical keys. Instead, they now gain access through their mobile phone with remote access granted by the user! They are only providing the software, all hardware already exists with clients or fulfilled by partners.
With their initial client base in the Nordics, they are proving the ROI by reducing time spent transiting keys, lowering transportation costs and eliminating the fees associated with lost keys.
Following enormous growth through an initial sales team in the Nordics and a pivotal enterprise deal closed in the UK - it’s now time to grow the team with 2 UK-based Account Executives.
Key Highlights:
* Founded in 2017 and currently has 16 people - this includes a commercial team of 6, composed of SDRs, AEs, CSMs and the CCO.
* Proven ROI is calculated by looking into a property manager's PNL - this includes metrics around transport costs, replacement keys, time spent on maintenance callouts etc…
* Operating at $2.3m USD from 200 customers and looking to grow substantially this year!
* Deal cycles range from $3k - $400k ARR with a 4-month deal cycle on average.
* Closed 2 key customers in the UK, including a pivotal logo with an annual spend of $400k ARR - the type of deal that can be referenced in case studies to open new doors.
* Clear market to target who are residential property managers - champions are typically Head of Operations / Operations Managers, while economic buyers are CCOs or CEOs (depending on size).
* A number of leads were generated through events and direct introductions made through their chairman and wider advisory board.
* Merit-based progression - they are a start-up and looking to grow people’s careers as the business grows.
* Currently profitable and have recently finalised a fundraise to fuel commercial growth.
* £75k - £90k base x 2 OTE, stock options, remote working and other benefits to be discussed.
The Role:
* Closing 5-6 figures deals with new mid-market and enterprise customers in the UK. You will focus on property managers and owner-managers in growing residential cities like Manchester, London, Newcastle, Leeds etc…
* Prospecting activities to build the pipeline via outbound including market research, mapping, phone calls, LinkedIn and emails.
* Running the full sales process from discovery to demo to close using a known sales framework like MEDDPICC. This will include in-person and on-site meetings - there is an expectation to go and meet potential customers in person. They are selling into brick-and-mortar businesses with some element of a physical product - in-person meet-ups are essential.
* Consistently hitting and achieving targets set by the company.
* Close working with the broader team to contribute insights that will continue building on the success of the GTM function.
* Keeping records in the CRM up to date and accurate - reporting is important to the client so they can get the insight required to develop the sales function further. This will also help with accurate forecasting and developing an understanding of where new resources should be deployed.
Requirements:
* At least 2 years experience selling complex solutions to senior stakeholders with a 5-6 figure ACV ARR. Looking for value-based salespeople! Bonus if you have previous experience selling prop-tech solutions.
* Worked in a role where you have been responsible for your outbound prospecting. This includes account mapping territories and high-activity outreach.
* Self-starter and proven track record in an early-stage start-up. You must lead deals from the front and bring in the relevant internal teams where necessary. They are looking for someone entrepreneurial.
* Confidence in your ability - they are looking for people that are focused and structured.
* Good written and verbal communication is essential, you will be liaising with top executives.
* Are professionally trained in known sales frameworks such as MEDDPICC.
* Able and willing to work fully remotely with travel to attend events and meet clients.
* Excited by a fast-paced and dynamic startup environment.
Benefits:
* £75k - £90k base x 2 OTE.
* Stock options.
* Other benefits to be discussed.