VAI
Account Executive
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Account Executive – B2B SaaS | AI & Workplace Intelligence
VAI - London, United Kingdom | Office-Based | US/UK Market
About VAI
VAI is building the future of workplace intelligence. Our AI-powered behavioral intelligence platforms — VAI and PulseIQ — help organizations understand employee behavior, identify risks early, and build healthier, higher-performing workplaces. By turning workforce data into actionable intelligence, we enable leadership teams to make smarter decisions around people, performance, culture, employee experience, and organizational risk. We work with organizations across international markets and are now expanding our commercial presence in the United States while increasing our presence in the UK/European Market.
The Opportunity
We are looking for a high-performing Account Executive (AE) to join our London commercial team and drive new business growth, with a primary focus on the US market and opportunities across the UK where relevant. This is an office-based role in London, working closely with our sales, marketing, and leadership teams. As an AE, you will own the full sales cycle, from discovery and qualification through product demonstration, stakeholder management, negotiation, and contract signature. You will work closely with senior decision-makers including CHROs, Chief People Officers, HR Directors, People & Culture leaders, Employee Experience leaders, Risk leaders, and C-suite executives, helping them understand how VAI's AI-powered workplace intelligence solutions can address critical organizational challenges. You will receive qualified opportunities from our SDR team while also being expected to build and develop your own pipeline through strategic prospecting, account expansion, referrals, and multi-threaded engagement. This role is ideal for a high-performing B2B SaaS closer who is commercially driven, comfortable selling to executives, and excited by the opportunity to sell an innovative AI solution into a growing US market.
Key Responsibilities
Full-Cycle Sales
- Own the complete sales process from discovery to contract signature
- Convert qualified opportunities into new business revenue
- Manage multiple opportunities simultaneously while maintaining strong deal velocity
- Develop and execute account-specific strategies to progress opportunities through the sales cycle
Discovery & Consultative Selling
- Conduct high-quality discovery conversations to understand business challenges, priorities, and organizational needs
- Identify pain points related to employee engagement, workplace risk, wellbeing, performance, culture, and organizational intelligence
- Position VAI's solutions around measurable business outcomes and ROI
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Product Demonstrations
- Deliver compelling product demonstrations, presentations, and executive-level pitches
- Tailor demonstrations to different stakeholders and business requirements
- Clearly communicate the value of AI-powered workplace intelligence to both technical and non-technical audiences
Executive & Stakeholder Engagement
- Build relationships with C-suite executives, HR leaders, People & Culture teams, Employee Experience leaders, and Risk stakeholders
- Multi-thread opportunities and build relationships across buying committees
- Navigate complex decision-making processes and enterprise buying environments
Pipeline & Forecast Management
- Maintain accurate pipeline data, opportunity stages, activities, and next steps in HubSpot CRM
- Own accurate sales forecasting and provide regular visibility into pipeline health
- Maintain disciplined follow-up throughout the sales cycle
- Identify and address pipeline gaps proactively
Commercial Negotiation & Closing
- Lead commercial discussions, pricing negotiations, procurement, and contract processes
- Handle objections and navigate complex negotiations
- Build compelling business cases that demonstrate value and ROI
- Drive opportunities to successful close while protecting commercial value
Pipeline Generation
- Work closely with the SDR team to maximize conversion from qualified meetings to closed revenue
- Develop your own outbound and account-based prospecting strategies where required
- Leverage referrals, networking, LinkedIn, and targeted account engagement to create additional opportunities
Market Intelligence
- Stay informed on trends across AI, HR technology, workplace intelligence, employee experience, behavioral analytics, and organizational risk
- Provide feedback to leadership on market trends, buyer needs, objections, and competitive positioning
- Help continuously improve sales messaging and go-to-market strategy for the US market
Account-Based & Intent-Led Selling
- Leverage account-based selling (ABS/ABM) strategies to identify and prioritize high-value target accounts
- Use intent data and buyer signals from platforms such as Demandbase to identify accounts actively researching relevant solutions
- Build and execute automated multi-channel prospecting sequences across email, LinkedIn, and other outbound channels
- Create targeted lead-generation campaigns based on intent signals, ICP criteria, engagement data, and buying behavior
- Monitor campaign and account engagement to identify opportunities and determine the right time to engage prospects
- Work closely with SDRs and Marketing to turn intent signals into qualified opportunities and pipeline
- Continuously test and optimize targeting, messaging, sequences, and account prioritization based on performance data
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What We're Looking For
- 3+ years of B2B SaaS sales experience
- 2+ years of full-cycle closing experience
- Proven track record of meeting or exceeding sales quotas
- Demonstrated success closing new business
- Experience managing the full sales cycle from discovery through contract signature
- Strong experience conducting product demonstrations and executive presentations
- Proven ability to sell to senior decision-makers and C-suite stakeholders
- Experience selling to HR, People & Culture, Employee Experience, Risk, or similar business functions is strongly preferred
- Experience selling into the US market is strongly preferred
- Experience selling SaaS, AI, HR Tech, analytics, workplace technology, or enterprise software is a strong advantage
- Strong consultative selling and discovery skills
- Excellent objection handling, negotiation, and closing skills
- Experience managing complex sales cycles and multiple stakeholders
- Strong pipeline management and forecasting discipline
- Hands-on experience with HubSpot CRM
- Familiarity with modern sales tools such as Apollo, Aircall, Surfe, LinkedIn Sales Navigator, and similar platforms
- Excellent written and verbal English
- Highly organized, self-motivated, and results-driven
- Entrepreneurial mindset and ability to thrive in a fast-growing company
- Willingness to take ownership of results and contribute to building our US sales motion
- Hands-on experience with account-based selling, intent data, and automated prospecting sequences
- Ability to combine intent data, CRM data, prospect research, and engagement signals to identify and prioritize sales opportunities
Compensation
Competitive base salary + uncapped commission / performance-based compensation We operate a pay-for-performance culture, rewarding individuals who directly contribute to pipeline growth and revenue.
Why Join VAI?
You'll be joining a company operating at the intersection of: 🧠 AI & Behavioral Intelligence 📊 Workplace Data & Insights 🏢 HR & Employee Experience Technology 🌍 Global Markets 🚀 High-Growth SaaS This is an opportunity to join VAI during an exciting stage of international expansion and play a key role in building our US commercial presence. If you're a high-performing SaaS sales professional who loves winning new business, selling to executives, and building relationships around complex business problems, we'd love to hear from you. Apply now and help us build the future of workplace intelligence.
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