Enterprise Account Executive – UK
As the corporate world undergoes a digital transformation, there’s an escalating competition to secure top-tier talent within the software engineering sphere. The demand for skilled developers far exceeds the available workforce.
Our cutting-edge technology represents one of the most formidable applications of artificial intelligence in today’s global landscape. Software developers typically spend between 25% to 50% of their time on the laborious task of crafting unit tests—an activity that few find enjoyable.
Our innovative solution, leverages the power of AI to automatically generate unit tests for Java applications. Remarkably, our solution operates at a staggering 250 times the speed of a human coder. It never tires, never falters, and bestows developers and their leaders with the gift of time, enabling them to focus on advancing their products and gaining a competitive edge.
Founded as an independent venture spun off from the University of Oxford in 2016, we achieved a significant milestone by securing the largest AI Series A funding in Europe in 2017. Following our recent successful funding round and an impressive track record of triple-digit growth, we are currently expanding our sales and marketing teams.
We cultivate an environment that thrives on mutual support and continuous learning. Our strong belief in the value of diversity drives us, as we recognize that the fusion of varying perspectives, backgrounds, and life experiences yields superior outcomes.
Your primary mission is to make a substantial contribution to our ongoing triple-digit annual revenue growth. In this role, you will be tasked with identifying and capitalizing on revenue opportunities within a select portfolio of new corporate accounts, primarily within the financial services and technology sectors. Your expertise in discovery, analysis, and internal feedback will play a pivotal role in refining our product, marketing, and sales strategies, thus establishing a reliable, scalable, and profitable growth engine.
- Take ownership of quarterly and annual revenue targets and devise corresponding business plans for their attainment.
- Manage marketing leads and actively generate new leads when required.
- Conduct qualification calls with key decision-makers and other influential stakeholders.
- Secure new business at or above established quotas.
- Skilfully navigate the sales process, leveraging internal advocates and engaging with multiple stakeholders, including C-level executives and software developers.
- Maintain proactive communication channels with both internal team members and external customers and stakeholders.
- Collaborate closely with our marketing and product teams to ensure quota attainment and the evolution of our go-to-market strategy.
- Skilfully address legal, security, and procurement inquiries and documentation.
- Maintain comprehensive and meticulous CRM records encompassing leads, forecasts, and opportunity details.
Desired Skills, Knowledge, and Expertise
The Experience We Seek:
- A proven track record of exceeding sales quotas within the software industry.
- A results-driven approach with a demonstrable history of consistently surpassing annual quotas exceeding £750k ARR.
- Proficiency in employing a standardized sales methodology (e.g., Miller Heiman, Sandler, Challenger Sale).
- Mastery of the MEDDIC qualification framework.
- Experience in managing complex, consultative sales processes.
- A history of generating leads independently within target accounts.
- Strong presentation and pitch skills, particularly when engaging with C-level technology executives.
- Proven ability to manage monthly and annual sales pipelines with a high degree of forecasting accuracy.
- Familiarity with the Software Development Lifecycle, DevOps, and software testing.
- Experience in selling to software engineering leadership.
- A background in a fast-paced, high-growth technology scale-up environment.
- Agility and Adaptability: Possess the ability to think quickly, creatively solve problems, and read the room effectively.
- Curiosity: Demonstrate a genuine desire and skill for understanding customers through insightful questioning and active listening, creating a conversational atmosphere rather than an interrogation.
- Exceptional communication skills, both internally and with clients.
- Intelligence: Display the capacity to grasp complex concepts swiftly and communicate them in a clear, understandable manner.
- Solution-Oriented: Able to discern customer needs promptly and formulate tailored solutions to meet those needs.
- Structured Approach: Proficient in guiding all internal and external stakeholders through the entire deal process, from ideation and pitching to negotiation, closure, and delivery.
- Meticulous Attention to Detail: Capable of capturing and analysing all pertinent data, leveraging it to drive progress and understanding the implications of contract and commercial considerations.
- Drive and Work Ethic: Take proactive steps towards realizing the company’s mission with unwavering commitment and a high level of daily energy and activity.
Join one of the most exciting start-ups in the deep tech AI sector globally, specializing in cutting-edge program analysis and synthesis technology to address intricate challenges faced by leading companies. Our comprehensive benefits package includes:
- Competitive compensation, inclusive of share options.
- Private health and dental plans, with additional coverage for mental health, cancer care, and access to a 24/7 virtual GP service.
- A non-contributory pension plan with an 8% contribution.
- Life insurance and income protection schemes, complemented by additional support for well-being and medical needs.
- 25 days of annual leave, in addition to bank holidays.
- Enhanced family-friendly benefits.
- Flexible working arrangements.
- Annual eye examinations and contributions toward eyeglasses.
- Participation in the cycle-to-work scheme.
While we anticipate continuing with a hybrid work model, allowing for both remote and in-office work, our Oxford-based headquarters offers an exceptional office environment. It boasts an open-plan layout flooded with natural light, fostering an ideal atmosphere for collaborative work.