Xpofairs
Account Executive (B2B Events & SaaS Platform)
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📍 Wimbledon, London | £45–60k + uncapped commission | Immediate Start
About the job
At XpoFairs, we are building an evolving digital trade show solution that is modernising how businesses exhibit, connect, and trade — globally, efficiently, and at scale. Our approach combines smart technology with a practical, commercial focus: reducing friction, cost, and waste from traditional events, while helping exhibitors and visitors achieve better outcomes.
Following strong growth in the UK and USA, we are looking for an ambitious Account Executive to help accelerate our expansion across multiple industries and international markets.
This is an opportunity for an experienced B2B salesperson who is confident managing opportunities from discovery through to close and wants to play a meaningful role in the growth of an early-stage business.
The Role
This is primarily a closing role.
Our SDR team generates qualified meetings with business owners, sales directors and marketing managers. Your responsibility is to run consultative discovery calls, demonstrate the platform, overcome objections and close new business.
This is not a high-volume transactional sales role. Success comes from understanding a prospect's objectives, building a compelling business case and confidently asking for the sale.
Key Responsibilities
- Conduct discovery calls with qualified prospects to understand their commercial objectives, challenges and priorities.
- Deliver engaging online demonstrations and clearly communicate the XpoFairs value proposition.
- Build ROI-focused business cases tailored to each prospect.
- Manage opportunities through the sales pipeline with pace, discipline and consistent follow-up.
- Negotiate and close new exhibitor contracts.
- Follow up opportunities and re-engage stalled prospects.
- Handle objections confidently and professionally, adapting your approach to different decision-makers.
- Maintain accurate CRM records, including activity, outcomes, notes, next steps and pipeline stages.
- Work closely with SDRs and management to improve conversion rates and continuously refine our sales approach.
- Build strong relationships with prospects and customers to support repeat participation and long-term commercial opportunities.
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How performance will be measured
This is a commercial role with clear revenue and conversion expectations. You will be measured on:
- Revenue: new business generated and individual sales targets achieved.
- Conversions: qualified opportunities converted into confirmed exhibitors.
- Pipeline management: consistent progression of opportunities and effective follow-up.
- Demo performance: quality of discovery, demonstrations and demo-to-sale conversion.
- CRM quality: accuracy, completeness and timeliness of logging and pipeline updates.
What We're Looking For
Essential
- 3+ years of B2B sales experience.
- Proven track record of meeting or exceeding sales targets.
- Experience managing a full sales cycle from discovery to close.
- Strong objection-handling and negotiation skills.
- Excellent communication and presentation skills.
- Confidence speaking with senior decision-makers.
- Highly organised and self-motivated.
- Strong commercial judgement and the ability to understand a prospect's objectives and translate them into a compelling proposition.
- Excellent CRM discipline — you will be expected to maintain accurate records of all activity, outcomes, notes and next steps.
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Highly Desirable
- SaaS sales experience.
- Event, exhibition, media or advertising sales experience.
- Experience selling £1,000–£10,000 solutions.
- Familiarity with CRM systems such as Odoo, Salesforce or HubSpot.
- Experience selling into SMEs and founder-led businesses.
What Success Looks Like
Within your first 90 days you will:
- Become an expert in the XpoFairs platform and our different event propositions.
- Consistently deliver high-quality discovery calls and demos.
- Build and manage a healthy pipeline of qualified opportunities.
- Work towards a 30–40% demo-to-sale conversion rate.
- Contribute directly to revenue growth across our UK and US events.
Why consider us?
We are driven by solving the rising personal, financial, and environmental costs of traditional trade shows — and making international trade more accessible, efficient, and scalable.
You can expect a high-energy culture, significant commercial responsibility and the opportunity to work with businesses across multiple industries and international markets.
Offices in Wimbledon, London.
Competitive package: £45,000–£60,000 basic depending on experience + uncapped commission.
Clear progression opportunities as the company scales.
Opportunity to travel.
Small, agile team where your impact is visible.
Direct access to founders and decision-makers.
Genuine opportunity to influence sales strategy and growth.
If you are a proven closer who enjoys consultative selling and wants to join a growing business with ambitious plans, we'd love to hear from you.
Please apply with your CV and a short cover letter/note including the word “opportunity” to confirm you have read the full advert.
Please apply to: people@xpofairs.com
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