Commercial Account Executive UKI
Owns a UK commercial territory by hunting new SaaS business, expanding existing accounts, and closing multi-product cybersecurity deals. The role requires 4+ years of SaaS sales experience, strong quota performance, executive selling, channel partnership experience, and willingness to travel within the UK.
About the job
Responsibilities
- Own and grow a designated UK territory, acquiring new Commercial clients and expanding existing accounts.
- Build and maintain pipeline through outbound prospecting, inbound leads, cold calling, networking, and strategic account planning.
- Meet or exceed quarterly sales quotas and maintain high outbound activity across calls, emails, and meetings.
- Identify and engage key decision-makers within target accounts.
- Develop and close new business opportunities, including large-value, multi-product deals.
- Upsell and cross-sell solutions within existing accounts, leveraging Extended Access Management.
- Attend industry events, trade shows, and conferences to build relationships with potential customers.
- Engage CISOs, CIOs, and VP-level contacts with strong executive presence and cybersecurity knowledge.
- Stay informed on cybersecurity trends, especially Identity and Access Management.
- Collaborate with BDR, Solutions, Channels, Onboarding, and Customer Success teams.
- Cultivate multi-threaded relationships within client organizations.
- Leverage partner, alliance, reseller, and MSP relationships to create and close opportunities.
- Align solutions with client needs through consultative and value-based selling.
- Present to C-suite executives, create mutual action plans, and lead high-stakes negotiations.
- Travel within the UK for client meetings and industry events.
Requirements
- 4+ years of SaaS sales experience, preferably in cybersecurity and Commercial accounts, or top performance in SMB sales with readiness to advance.
- Success owning and growing a geographic territory or country within EMEA.
- Consistent quota and KPI attainment, including closing deals with $50k+ ARR.
- Experience upselling and cross-selling to new customers and existing accounts.
- Experience engaging executive stakeholders, multi-threading opportunities, and securing meetings with decision-makers.
- Proficiency in outbound prospecting, pipeline building, strategic account planning, value-based selling, territory management, forecasting, and pipeline pacing.
- Business acumen and experience with relationship building, solution selling, negotiation, and C-suite presentations.
- Strong written and verbal communication skills, including the ability to explain technical concepts to non-technical audiences.
- Ability to understand and articulate cybersecurity concepts, particularly Identity and Access Management.
- Experience managing high workloads and competing priorities in a remote, fast-paced environment.
- Demonstrated collaboration, resilience, self-motivation, coachability, and adaptability.
- Experience partnering with channel resellers through enablement, account mapping, and relationship building.
- Willingness to travel within the region.
Nice to have
- Experience with the MEDDPPICC methodology or another rigorous qualification framework.
- Proficiency with Salesforce, Slack, Zoom, LinkedIn Sales Navigator, and Outreach.
Compensation and benefits
- Annual base salary of £53,000–£74,000 GBP.
- Commission eligible.
- Benefits include health, dental, pension, and other benefits.
Skills
SaaS Sales, Cybersecurity, Identity And Access Management, Outbound Prospecting, Pipeline Management, Strategic Account Planning, Value-Based Selling, Territory Management, Salesforce, Meddppicc, Slack, Zoom, LinkedIn Sales Navigator, Outreach, Solution Selling
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