Senior Account Executive

We are looking for an experienced Senior Account Executive to join our team as the key person responsible for sourcing and closing deals with scaled startups, SMEs and corporates. You will have a demonstrative track record of success in selling complex, disruptive SaaS solutions, ideally in ML, giving you an understanding of the kinds of questions that we can be commonly asked. The short-term goal is to own the end-to-end sales process and over the longer term there is the opportunity to grow into the VP of Sales role.

Ideally, you have worked in a B2B software company for 5+ years and had experience with closing enterprise deals for +2 years. You are experienced in sourcing deals and as deals progress you are comfortable with gathering information like budget, needs, priority, etc. that will lead to strong conversion rates and give information to our development team. You have led complex negotiations with procurement teams and can edit legal agreements (with our legal counsel and CEO) before signing. Once a deal is signed you will follow up on pilots and onboarding with clear, concise and speedy communications.

Since we often ship new features and aim to stay at the forefront of multi-sensor labeling and ML, you would enjoy learning about these to inform prospects about them. Companies frequently say that our great customer service makes us stand out, so you would ensure that we maintain this reputation with our leads and customers and even find areas to improve this. You are looking for the opportunity to grow the sales team from as it is today where you manage the end-to-end sales process with the CEO and Growth Marketeer, including post sales activities and renewals, to one day leading the sales team that you have helped to build.

Responsibilities:

• Deal creation through to closing
• Source deals from online outbound and business development activities
• Take up leads that arrive via our inbound marketing activities
• Discover prospect requirements, establish relationships with internal prospect champions and identify prospect stakeholders and budget
• Qualify leads and guide them through the sales process including following up when they start platform trials, and checking their more complex needs with our development team
• Submitting responses to RFQs and RFIs
• Negotiate the necessary legal agreements, working with our legal counsel and CEO
• Onboard new customers once new contracts have closed and prospects onto our pilots
• Follow up with customers to prepare the way for a good renewal and upsell of contracts
• Analyse customer feedback and identify opportunities to improve processes or the product

Technical account management

• Respond to more technical questions in the pre-sales and renewals stages together with the engineering team, - define expectations and feasibility of requests, and estimate the effort to prioritise responses
• Communicate well with our teams (particularly development team) to make sure that we fulfil more technical requests within set time periods
• Document lead and customer feedback in a clear way to support product development.

Sales materials management

• Ensure that sales presentations, one-pagers and other sales materials communicate the best and most up-to-date messages, with the support of the marketing team
• Write templates to reply to frequently asked questions, and improve these over time
• Update legal documents from time to time with the support of our legal counsel

What it takes:

• Bachelor's degree in Engineering, Computer Science, Information Technology, or related field
• Demonstrative track record of success in selling software and service deals, regularly hitting six-figures, predominantly platform licenses with multi-year terms
• Passion for business development and driven by closing great deals
• Familiarity, awareness, or working knowledge of technologies surrounding Python tech stacks to respond to more technical questions,
• Highly experienced in negotiating with procurement and/ or legal teams
• Exceptional interpersonal communication skills in English - both oral and written
• Focus on goals with an ability to prioritize and thrive in a fast-paced, remote environment
• Continuous drive to learn, from technical matters to sales techniques
• Entrepreneurial attitude and eagerness to take initiative
• Definite plus: STEM background, previous startup experience, and working in EU time zones

A bit more about us:

We're the first Belgian startup to have participated in YCombinator, a prestigious US startup accelerator. We've subsequently secured funding from well-known investors worldwide.

We're still a small team, but we are growing fast. We are a remote-first company and we hire the best people, independent of where they live. We work in a way that empowers independent action and where ownership of work is appreciated and encouraged.

Benefits of working with us:

• We care about your financial wellbeing today and in the future
• Unlimited holiday allowance and enable flexible working hours, given modern lives are complicated and people need flexibility
• Stock options for all employees
• Private health cover and dental insurance
• Flexible hardware budget
• Frequent team trips