Senior Sales Account Executive

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Senior Sales Account Executive

Department: Sales

Employment Type: Full Time

Location: United Kingdom

Reporting To: Global Sales Manager

Description

Hey I'm George- Global Sales Manager at Pinpoint.

We're a high-growth, HR-tech start-up building and selling software that helps in-house recruitment teams attract, hire, and onboard the right talent. Today, we have a strong foundation in place, with a mature product, strong product-market fit, and happy customers.

We're experiencing rapid, sustainable growth. Last year, we exceeded our target by 120%, with all AEs achieving over 80% of quota. Q2 2024 saw the team at 113% of quota. This year, we've won 4 of our 10 largest customers, with Q2 ACV up 93% year-over-year. To that end, we are looking for a Senior Account Executive to join our team.

You'll have the chance to significantly impact our evolving team. We seek bar-raisers with proven experience consistently winning enterprise deals (accounts > 1,000 employees) in competitive markets. You'll need to hit the ground running and continually set new win rate records in this segment.

A few things to note before applying:

• This role is primarily remote, with the team meeting once a week at our London office. You are welcome to join these weekly meetings, with occasional attendance being required.
• The majority of pipeline is marketing-sourced but you will play an important role supporting that by attending events, and following up leads. Pipeline is expensive to generate so we care as much about win rate as we do quota attainment. You should expect to self-source at least 25% of your new business.
• We don't have dedicated Sales Engineers or Enablement teams, so you'll need to proactively seek knowledge, leverage external resources, and collaborate with team members to stay informed and effective.
• Our product has strong market fit and an established pricing strategy.
• We are a horizontal product, serving a wide range organization sizes. You'll need to quickly understand every part of our product and comprehend the varying challenges faced by different prospects.
• Our champion often struggles to tie their challenges and goals to business impact / the economic buyer's priorities. You'll need to become an expert in helping them.
• You'll need to manage a high-volume workload efficiently, maintaining quality. You'll be expected to excel in thorough meeting preparation and deliver swift, high-quality prospect follow-ups.
• Our headquarters is in Jersey, UK, and we have a dispersed team across the UK and the US. Our customer base is evenly split between the US and UK.
• You can learn more about working at Pinpoint here.

About the Role

• Manage the entire sales cycle for your leads-from initial outreach to contract signing.
• Contribute to RFPs and create proposals.
• Customize product demos for each client.
• Keep our CRM system updated to provide timely and accurate forecasts and clear visibility on performance.
• Document and share your tests and learnings to benefit the entire team.
• Participate in team projects to improve our sales process.
• Occasionally travel to complete on-site demos.

About You

• 3+ years of work experience in a full-cycle AE role at a growth stage B2B SaaS business. Experience in HR Tech or an ATS is a big plus.
• Consistently exceeds quotas, ideally more than GBP 400k annually.
• Can quickly learn a complex product and conduct technical demos.
• Communicates effectively with C-level executives, pays great attention to detail, and listens exceptionally well to quickly assess information and ensure clear communication.
• Is driven by financial success and a desire to excel.
• Handles difficult situations with resilience, is open to feedback, eager to learn, proactive in seeking improvement, and takes ownership of their trajectory while admitting to mistakes.
• Understands our market, knows their numbers, and is always learning.
• Responds quickly, pursues updates, and sets high expectations for themselves and the team.

FAQs

What will my quota be?
GBP 576k / year = GBP 48k / month

How fast will I be expected to ramp?
You'll have a 3-month ramp period.

How am I paid during ramp?
Base + 20% commission on anything sold

Can I do my own prospecting?
Yes, we have lots of inbound leads but you're always welcome to bolster those with your own prospecting. You'll be expected to self-source c. 25% of your pipeline.

How many of your current reps hit quota?
In Q2 24' our team's individual quota attainment was:

• 179%
• 130%
• 94%
• 61%

What deal sizes will I be selling?

Initially, you will handle SMB and MM deals up to GBP /$50k. Depending on your performance and interest, you may later work on deals up to GBP /$250k

How is commission calculated?

10% of new ARR, uncapped.

When is commission paid?
At the end of the month following the month in which the deal closes (i.e. if a deal closes in January, you'll get commission in February).

What We Offer

We're committed to being an exceptional workplace and company you are proud to work for. To that end, we offer some great benefits, including:

• Gold-plated healthcare: Enjoy the best medical, dental, and optical coverage money can buy. We've got you and your family covered for all eventualities
• Unlimited holidays: Everyone needs a healthy, happy, and productive life without restrictive holiday limits
• Mental health support: Unlimited and immediate access to counseling for any employees via Spill.
• Retirement matching: Competitive retirement plan with a generous matching contribution to help you achieve your long-term financial goals.
• Flexible, remote working: We want you to work when and where you're most productive, whether you're an early bird or a night owl
• Meaningful equity: You'll contribute to the team's success and deserve to share in it. To that end, everyone on our team gets a meaningful equity allocation
• Generous paid parental leave: To help support new parents in the workplace, we offer up to 16 weeks of paid leave
• Learning budget: Annual funds are made available to support both your personal and professional development
• Top-of-the-line equipment: We'll set you up with the right tools to do your best work-starting with a MacBook Pro, 4K monitors, and the right software to get the job done
• A team that cares: You'll be joining a team of intelligent, capable, and helpful people that want you to win, our clients to be wowed, and our business to grow