Account Executive (Fully Remote)

Key Responsibilities

Own SQLs passed from the BDR team and drive them through the full sales cycle to close Build and execute account plans — identifying upsell, cross-sell, and new pipeline opportunities within your book of business, and designing targeted outreach scenarios in collaboration with the SDR/BDR team Execute full-cycle sales — from initial discovery through to negotiation, closing, and post-close handover Build and maintain strong relationships with key stakeholders, including technical leads and business decision-makers Manage CRM (pipeline, forecasting, account records) accurately and consistently Develop a solid understanding of Soracom's platform to establish technical credibility in customer conversations, articulate value clearly, and connect customer challenges to the right internal resources — escalating to Solutions Architects when deeper technical expertise is needed Collaborate closely with internal teams (Marketing, Legal, Business Development) to drive deals forward and ensure a seamless customer experience Gather customer insights and share feedback with Product and Go-to-Market teams Represent Soracom at industry events, exhibitions, and conferences as needed

Requirements

Key Requirements

5+ years of experience in B2B sales, selling SaaS, IoT, or connectivity solutions Experience managing the complete end-to-end sales lifecycle for Small and Medium Enterprises (SMEs), including pipeline management, forecasting, CRM-based account tracking, and closing Proven track record of converting Sales Qualified Leads (SQLs) into closed-won business with speed, discipline, and accuracy Experience developing account plans, designing sales scenarios, and independently generating new pipelines alongside driving upsell and cross-sell opportunities Proven track record of acting as the primary point of contact for technical stakeholders during early-stage conversations, understanding customer challenges at a functional level, and partnering effectively with Solutions Architects when necessary Experience selling into diverse European markets — familiarity with customer behaviour and buying dynamics across the UK and mainland Europe Experience presenting to corporate cross-functional decision-makers, with the ability to deliver compelling pitches and articulate business value clearly Strong discipline utilising enterprise CRM suites (such as Salesforce) to maintain accurate pipeline data and forecasts Business-level proficiency in English

Preferred Requirements

Work experience in Mobile Network Operator (MNO) or Mobile Virtual Network Operator (MVNO) with a focus on connectivity and IoT sales. Work experience in at least one of the following sectors: Industrial IoT (Smart Factory, Predictive Maintenance), Consumer/Smart Living (HVAC, BEMS, Smart Appliances), Smart Mobility (EV charging, Fleet Management), and Transactional Systems (Payment solutions, Vending) Experience collaborating with SDR/BDR and marketing teams to build pipelines through coordinated outreach "Just do it" attitude — proactive, flexible, and ready to step outside of defined responsibilities to help the team succeed Business-level proficiency in other major European languages (e.g., French, German, Spanish, Dutch, etc.) Experience working remotely in an international environment

Location

Fully remote, with base in the UK preferred.

Benefits

Flexible work environment - work from wherever you want - as long as you have a great internet connection Flexible work hours - work when you're the most productive and when it is best for you to achieve a work-life balance Technology budget - work with the most up-to-date tools available Skills-based promotion - be promoted based on your contributions A truly rewarding culture - work with individuals from across the world who are at the very top of their game