Airful on cord

Airful

Commercial Account Executive

External position
Hiring internally for Airful?
Consultancy
Helping startups and SMES build better tech products and get more value from their marketing efforts
Posted
2 weeks ago
Checked
cord regularly checks that external positions are still open
20 hours ago

Skills & Experience

Job roles: Account Executive
Experience level: Senior
Core skills considered: Account Management, Business development, Customer service, Customer support, Sales automation tools
Other skills considered: Salesforce, Slack, LinkedIn, Outreach io

Logistics

Base salary: £50K - £75K
Employment type: Permanent
Remote working: Hybrid (up to 2 remote days p/w)
Visa sponsorship: Not available

Job Description

As an Account Executive working remotely in the UK and focused on the UK region, you manage target-accounts and an existing book of business that has companies with 501 - 2,500 employees based in the United Kingdom. Your primary focus is hunting new business opportunities, building sales pipeline, and driving growth within the Commercial sector. You are also responsible for upselling into the existing account base, leveraging our Extended Access Management Identity.

This is a hybrid role with a regular travel component. You will be expected to work from 1Password's London office 3 days per week, with the flexibility to work from the office up to 5 days per week based on business needs. You will also regularly engage in customer-facing activities, including in-person meetings, events, and other travel required to effectively support your territory. Travel within your assigned territory, and occasionally outside of it, will be a part of your job, and you are responsible for managing your schedule in a way that works for the company and you.


Requirements

  • 4+ years of SaaS sales experience, preferably in security with a focus on Commercial accounts OR top performance in SMB and ready to step up.
  • Demonstrated success in owning and growing a geographical territory or country within EMEA.
  • Proven track record of meeting or exceeding sales quotas and KPIs, including consistent experience closing deals with $50k+ ARR and the ability to clearly articulate deal strategy, execution, and outcomes.
  • Demonstrated success in upselling & cross-selling to both new customers and across a book of business, and in uncovering customer pain points beyond what's initially shared.
  • Proven track record of leveraging executive stakeholders throughout deal cycles, effectively multi-threading opportunities, and securing in-person meetings with key decision-makers.
  • Experience conducting regular in-person customer engagement multiple times per month, with a willingness and ability to travel within your region for client meetings and industry events.
  • Proficient skills in:
    • Outbound prospecting, pipeline building, strategic account planning, value-based selling, and territory management, with meticulous operating rigor in pipeline management, forecasting, and pacing to target.
    • Business acumen, relationship building, solution selling, negotiation, & presenting to C-Suite.
    • Written and verbal communication skills across email and communication tools such as Slack and Zoom, with the demonstrated ability to make technical concepts accessible to non-technical parties.
  • Demonstrated ability to understand and articulate complex cybersecurity concepts, particularly in Identity and Access Management.
  • Resilient, self-motivated, and committed to achieving targets while thriving in a remote and fast-paced environment where products and value propositions evolve rapidly, including comfort selling against future vision while products are still in development.
  • Demonstrated success managing high workloads and competing priorities without sacrificing quality of execution.
  • A proven team player, eager to collaborate and achieve shared goals rather than working in isolation.
  • Curious and coachable, with a proven ability to apply feedback, adapt, and continuously improve.
  • Demonstrated experience partnering with channel resellers (enabling, account mapping, relationship building).
  • Experience with the MEDDPPICC sales methodology or other rigorous qualification frameworks preferred.
  • Preferred: Proficiency with Salesforce, Slack, Zoom, LinkedIn Sales Navigator & Outreach.
  • Willingness to travel within your region for client meetings and industry events.

What you can expect

  • Own Your Territory: Manage and grow your designated territory in the UK region, focusing on acquiring new Commercial clients and expanding existing accounts.
  • Manage Pipeline: Build and maintain a healthy sales pipeline through proactive prospecting, inbound leads, cold calling, and networking, utilizing our formalized sales process (MEDPICC preferred).
  • Drive New Business Growth: Design and implement effective sales strategies to meet or exceed sales targets by:
    • Consistently meeting or exceeding quarterly sales quotas.
    • Maintaining a high volume of outbound activity, including calls, emails, and meetings.
    • Identifying and engaging key decision-makers within target accounts.
    • Developing and closing new business opportunities within your territory.
  • Drive Organic Growth: Identify opportunities to upsell and cross-sell 1Password's solutions within existing accounts, leveraging your understanding of Extended Access Management.
  • Close Multi-Product Deals: Identify opportunities and close large value deals with multiple product SKUs.
  • Engage the Industry: Attend industry events, trade shows, and conferences to represent 1Password, build brand presence and build relationships with potential customers. Interact with CISOs, CIOs, and other VP level-contacts, demonstrating excellent executive presence and knowledge of the cybersecurity industry.
  • Stay Informed: Stay up to date on cybersecurity trends and developments, particularly in Identity and Access Management, to provide valuable insights to clients and position 1Password as an industry leader.
  • Collaborate Cross-Functionally:
    • Build collaborative relationships with internal teams (e.g. BDR, Solutions, Channels, Onboarding, Customer Success) to develop tailored solutions that meet client needs and drive satisfaction, optimize client engagement, and identify growth opportunities.
    • Cultivate multi-threaded relationships within client organizations to enhance overall account health and long-term success.
    • Strategically leverage Partner, Alliance, and MSP relationships to create and close opportunities.
  • Focus on Solution Selling:
    • Implement selling strategies to align our solutions with client needs and objectives, focusing on their pain points and positioning our solutions as essential, strategic tools.
    • Demonstrate a deep understanding of client pain points and position our offerings as strategic solutions.
  • Present and Negotiate:
    • Confidently present to C-suite executives, using a consultative approach while articulating the value proposition of our products and services.
    • Create mutual action plans to align the sales team and prospects on responsibilities, steps and timelines for closing deals.
    • Lead high-stakes negotiations with a focus on driving mutually beneficial outcomes.
Commercial Account Executive at Airful
Position posted 2 weeks ago

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Starling Bank on cord

Starling Bank

Full Stack Engineer (ML Ops)

London, UK
FinTech · Banking · Finance
A better bank for everyone
Active
over 6 months ago
Responds to
0% of requests
Responds in
1h 55m
Requests
7 pending

Skills & Experience

Job roles: Full Stack
Experience level: Mid, Senior
Core skills considered: Java, React, Redux, AWS, JavaScript

Logistics

Base salary: £70K - £110K
Employment type: Permanent
Remote working: Hybrid (up to 2 remote days p/w)
Visa sponsorship: Not available

Job Description

Starling is the UK’s first and leading digital bank on a mission to fix banking! Our vision is fast technology, fair service, and honest values. All at the tap of a phone, all the time.

Starling is the UK’s first and leading digital bank on a mission to fix banking! We built a new kind of bank because we knew technology had the power to help people save, spend and manage their money in a new and transformative way.

We’re a fully licensed UK bank with the culture and spirit of a fast-moving, disruptive tech company. We’re a bank, but better: fairer, easier to use and designed to demystify money for everyone. We employ more than 3,000 people across our London, Southampton, Cardiff and Manchester offices.

Our technologists are at the very heart of Starling and enjoy working in a fast-paced environment that is all about building things, creating new stuff, and disruptive technology that keeps us on the cutting edge of fintech. We operate a flat structure to empower you to make decisions regardless of what your primary responsibilities may be, innovation and collaboration will be at the core of everything you do. Help is never far away in our open culture, you will find support in your team and from across the business, we are in this together!

The way to thrive and shine within Starling is to be a self-driven individual and be able to take full ownership of everything around you: From building things, designing, discovering, to sharing knowledge with your colleagues and making sure all processes are efficient and productive to deliver the best possible results for our customers. Our purpose is underpinned by five Starling values: Listen, Keep It Simple, Do The Right Thing, Own It, and Aim For Greatness.

Hybrid Working

We have a Hybrid approach to working here at Starling - our preference is that you're located within a commutable distance of one of our offices so that we're able to interact and collaborate in person. We don't like to mandate how much you visit the office and work from home, that's to be agreed upon between you and your manager.

Our Data Environment

Our Data teams are excited about the value of data within the business, powers our product decisions to improve things for our customers and enhance effective and agile decision making, regardless of what their primary tech stack may be. Hear from the team in our latest blogs or our case studies with Women in Tech.

We are looking for talented data professionals at all levels to join the team. We value people being engaged and caring about customers, caring about the code they write and the contribution they make to Starling. People with a broad ability to apply themselves to a multitude of problems and challenges, who can work across teams do great things here at Starling, to continue changing banking for good.

Requirements

We have built our entire banking platform in house and mostly in Java. We are looking for people who want to work on building the tooling that is used by our engineers on a daily basis.

We are looking for people who are truly full stack, and are as comfortable polishing their javascript front end as they are debugging the innards of their java applications database interactions, or standing up infrastructure with terraform. We are looking for people who can:

  • Design REST apis.
  • Code backend services, ideally using Java, or another other server side compiled language.
  • Develop modern front ends, ideally using React and Redux.
  • Get their code into the cloud and support it there, ideally on AWS.
  • Believe in clean coding, simple solutions, automated testing and continuous deployment.
  • Like to take ownership of a feature from the original idea through to live.
  • Think (like us) that a small number of empowered developers is the right way to deliver software.

Company Benefits

  • 33 days holiday (including flexible bank holidays)
  • An extra day’s holiday for your birthday
  • 16 hours paid volunteering time a year
  • Part-time and/or flexible hours available for most roles
  • Salary sacrifice, company enhanced pension scheme
  • Life insurance at 4x your salary
  • Hybrid/remote working
  • Private Medical Insurance with VitalityHealth including mental health support and cancer care. Partner benefits include discounts with Waitrose, Mr&Mrs Smith and Peloton
  • Generous family-friendly policies
  • Varied social groups set up and run by our employees
  • Perkbox membership giving access to retail discounts, a wellness platform for physical and mental health, and weekly free and boosted perks
  • Access to initiatives like Cycle to Work, Salary Sacrificed Gym partnerships and Electric Vehicle (EV) leasing

Full details are available on our careers site

Interview Process

Interviewing is a two way process and we want you to have the time and opportunity to get to know us, as much as we are getting to know you! Our interviews are conversational and we want to get the best from you, so come with questions and be curious. In general you can expect the below, following a chat with one of our Talent Team:

  • Stage 1 - 30 mins with one of the team
  • Stage 2 - Take home challenge
  • Stage 3 - 90 mins technical interview with two team members
  • Stage 3 - 45 min final with an executive and a member of the people team
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