Account Executive

About the Role

Via is collaborating with a growing software company to hire an Account Executive responsible for acquiring new enterprise clients. This role entails managing the end-to-end SaaS sales process from initial discovery, product demos, business case presentation, negotiation, to closure. Without a separate presales team, you will have substantial control over opportunity progression.

You will engage with enterprise clients, typically handling deals between £50,000 and £100,000 involving multiple decision-makers and sales cycles lasting 60 to 120 days. Approximately 80% of leads will be driven by BDR and marketing efforts, while you will generate the remaining 20% of your pipeline independently. The product operates within the MarTech, AdTech, and paid search sectors, assisting major brands in optimizing performance amidst evolving Google and AI-powered search technologies.

Key Responsibilities

• Manage the full enterprise sales cycle from discovery through deal closure
• Secure new customers within assigned sectors
• Interact with senior-level stakeholders, from C-suite to other decision makers
• Conduct discovery calls to assess commercial challenges and quantify impacts
• Perform product demonstrations independently
• Develop ROI-focused commercial business cases
• Identify and cultivate internal advocates within potential clients
• Navigate complex buying committees with multi-threaded opportunities
• Prepare proposals and conduct commercial negotiations
• Oversee contract execution
• Handle deals typically valued between £50,000 and £100,000
• Generate about 20% of your own sales pipeline through targeted prospecting
• Collaborate closely with BDR and marketing teams on additional sales opportunities
• Maintain accurate sales pipeline and forecasting information
• Build in-depth knowledge of Google Ads, paid search, and digital advertising landscape

Candidate Requirements

• Minimum of 3 years’ experience closing SaaS or software deals
• Proven track record selling to enterprise-level organizations
• Experience managing deals ranging from £50,000 to £100,000
• Skilled at navigating multi-stakeholder buying procedures
• Comfortable managing sales cycles lasting between 60 and 120 days
• Consistent achievement of quota, ideally 100%+ attainment in at least two of the last three years
• Proven success in new business development and closing new accounts
• Experience owning the full sales lifecycle
• Ability to deliver product demos confidently
• Strong commercial discovery and business case formulation skills
• Experience identifying and developing internal champions at client companies
• Excellent negotiation and closing capabilities
• Familiarity with structured sales methodologies such as MEDDPICC, Sandler, or Command of the Message
• Ability to be present in the London office at least two days a week
• Background in MarTech, AdTech, paid search, performance marketing, or related sectors along with software sales experience
• Understanding of digital marketing teams and ability to quickly gain credible knowledge of Google Ads and paid search

Compensation and Working Conditions

• Base salary between £70,000 and £80,000 with On-Target Earnings (OTE) of £100,000
• Hybrid work arrangement requiring minimum two days per week in London office (E14)
• Permanent, full-time role with immediate start preferred
• Opportunity to work within a dynamic software sector shaped by AI and evolving search technologies
• Potential to build deep expertise in MarTech, AdTech, and paid search industries
• Long-term client relationships within the business