The role
Run a team of four enterprise Account Executives selling £100k to £200k ARR deals to CTOs and CFOs across the UK and EMEA, and make sure every number they forecast is one you'd stand behind.
What you'll actually do
- Run the weekly forecast. You own the call, you challenge every commit, and you know which deals are real because you've been in them.
- Inspect deals against MEDDPICC in HubSpot every week. Economic buyer, champion, paper process and close date are evidenced or the deal comes out of commit.
- Hold the team to the operating cadence: pipeline hygiene, next steps, deal reviews and 1:1s. You enforce process because you know it's what makes the number predictable.
- Get into the deals. Joint calls, executive meetings, negotiation and procurement. You can hold a technical conversation with a VP Engineering without needing a solutions engineer in the room.
- Coach a team with a mix of experience, including AEs early in their closing careers. Your coaching happens on live deals, not in workshops.
- Work with SDR leadership on the quality of meetings coming into the team, and with Customer Success on expansion inside the install base.
What you need
- At least three years leading enterprise SaaS sales teams closing £100k+ ARR deals with multi-stakeholder buying groups.
- Direct experience selling into software engineering organisations: developer tooling, engineering analytics, observability, SDLC or DevOps platforms, or similar. You understand how software gets built.
- A track record of forecast accuracy you can talk through with numbers.
- Real fluency with MEDDPICC or an equivalent qualification framework, used as an inspection tool, not a training slide.
- Comfort in HubSpot or Salesforce at the level of building your own views and reports.
This role is not for you if
You want to lead through other managers, you haven't sold a technical product to engineering buyers, or you see process and forecasting as admin. This is a hands-on role in a sales organisation that is still being built.
What success looks like
Within 90 days the forecast you submit holds. Within six months every deal in commit is fully qualified in HubSpot and the team's pipeline is inspected weekly without the CRO in the room. Within a year the team is hitting its number and the newer AEs are closing on their own.
Where this leads
As the sales organisation grows, this role grows with it into wider regional leadership, based on results.
Benefits
🏢 London HQ, 3 days in office, 2 remote
🏖️ 32 days holiday including bank holidays
👶 12 weeks paid maternity and paternity leave
🌍 4 weeks per year flexible remote working from anywhere
🗓️ Annual leave purchase of up to 10 extra days
🖥️ Work from home equipment allowance
📚 Sponsored learning opportunities
🚲 Cycle to work scheme, 🐾 pet friendly office, and 🎉 team socials
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