Shiptheory
Sales Executive
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About us
We're a leading SaaS ecommerce shipping platform helping retailers streamline fulfilment through intelligent, automation-first software. We've become one of the biggest shipping platforms in the UK by being the best - in customer service, carrier selection, and functionality. Now we're scaling further, with US operations underway, and we need experienced sales professionals to drive that growth.
Our culture
We operate in a results-driven, democratic environment where data wins arguments and your voice genuinely shapes the product. We're honest about our weaknesses, deliberate about our strengths, and we move fast. If you want autonomy and real commercial impact, you'll fit right in.
The role
This role is based full-time out of our Bristol, United Kingdom HQ. We're looking for an experienced sales executive who can work both sides of the pipeline - converting inbound trial leads and building outbound pipeline from scratch. You'll be the first human touchpoint for prospective customers, responsible for qualifying inbound leads quickly and moving them efficiently through a defined process: initial conversation, intro demo, handoff to an Account Executive for a deeper platform walkthrough, commercial send, close, and handover to onboarding.
You won't be winging it. You'll follow a clear, proven sales process and execute it consistently and at pace. The AE handles the in-depth demo and onboarding - your job is to qualify well, build trust early, keep deals moving, and get agreements signed.
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On top of inbound, you'll be expected to prospect proactively and build your own pipeline - so you need to know how to generate interest, not just respond to it.
The sales process you'll own
- Inbound qualification - Contact trial leads promptly, understand their business and assess fit
- Intro demo - Walk prospects through the platform at a high level and generate excitement
- AE handoff - Brief the Account Executive and join a deeper-dive demo to answer commercial questions
- Commercials - Send agreements, handle objections, and drive the deal to signature
- Closed/won handover - Pass signed customers to an AE for onboarding
- Outbound prospecting - Proactively build pipeline alongside inbound through calls, email and LinkedIn
Day to day
- Working inbound trial leads quickly and converting them into qualified opportunities
- Running intro demos confidently and tailoring the narrative to each prospect's business
- Coordinating with AEs to ensure smooth, well-briefed handoffs
- Sending commercials and following up persistently and professionally to get deals over the line
- Prospecting outbound to generate your own pipeline on top of inbound volume
- Keeping the CRM accurate and your pipeline well-managed at all stages
- Hitting and exceeding activity and revenue targets
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What we're looking for
- 2+ years in a B2B sales role with experience following a structured sales process end-to-end
- Comfortable running demos and early-stage discovery conversations independently
- Knows how to prospect - you can build pipeline through outbound, not just work warm leads
- CRM disciplined - pipeline hygiene and accurate forecasting are second nature
- Strong communicator with high EQ - you adapt your style to different buyers and know when to push and when to listen
- Organised and able to manage multiple deals at different stages without dropping the ball
- Coachable - you take feedback, apply it, and keep improving
- A university degree or equivalent professional experience
Benefits
- Uncapped commission
- Up to 30 days holiday + bank holidays
- Opportunity for international travel
- Close collaboration with the founding team and leadership
- A real voice in how the company grows
- Strong career progression as we scale into new markets
Job Type
Full-time
Work Location
In person, Bristol United Kingdom
Application question(s)
Give a brief overview of your B2B SaaS Sales experience
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