Unicorn
Senior Account Executive
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About the Role
Our client's mission is to help businesses earn and prove trust. They believe that security should be monitored and verified continuously, and they empower companies to practice better security and prove it with ease. Our client has a kind and talented team, and while some have prior security experience, many have been successful there without it.
Our client is looking for a Sr Account Executive for their Upmarket team to take full ownership of the sales cycle in the UK market — bringing in new upmarket logos and helping shape the commercial sales playbook as they scale their EMEA presence.
Our client is growing quickly, is profitable, and is consistently outpacing growth targets while maintaining exceptionally strong NPS scores. Their Sales team is leading the charge in growing market share as the category leader in compliance automation and trust management — and their EMEA commercial motion is a major part of that story.
As a Sr AE in the UK, the successful candidate will be one of the key contributors to establishing our client's footprint in this market, converting both outbound and inbound pipeline into long-term customers and helping define how they sell to upmarket companies across the region.
What the Account Executive will do:
- Identify high-potential business verticals and execute outbound strategies to engage upmarket prospects across the UK
- Own the full sales cycle — from initial outreach through discovery, demo, negotiation, and close
- Convert inbound demand into closed-won business and long-term customers
- Manage and grow pipeline, contributing to the maturation of the commercial sales process and playbook
- Tailor demos and sales materials to communicate the specific value of the product for each upmarket buyer
- Forecast accurately on a monthly and quarterly basis, maintaining strong pipeline hygiene in Salesforce
- Collaborate cross-functionally with SDRs, Solutions Engineering, GRC specialists, Legal, and Deal Desk throughout the sales process
- Surface prospect insights to inform product roadmap and go-to-market strategy
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How to be successful in this role:
- 5+ years in a full-cycle, quota-carrying closing role, with a consistent track record of meeting or exceeding monthly and quarterly targets
- Proven experience self-sourcing pipeline through outbound prospecting and cold calling into SMB and upmarket accounts
- Strong background in B2B SaaS, with experience across SMB and upmarket segments
- Highly empathetic to customers and skilled at building long-term relationships that drive retention
- Technically fluent enough to understand the software and build credibility with technical stakeholders and decision-makers
- Exceptional problem-solver with a passion for making an impact in a fast-moving, high-growth environment
- Comfortable managing multiple deals simultaneously with varying deal complexity and stakeholder involvement
- Curious, resourceful, and energized by building in ambiguous, fast-paced startup environments
- Open to using AI to amplify their skills and strengthen their work — demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact
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What the candidate can expect:
- Industry-competitive salary and equity
- 100% covered medical, dental, and vision benefits with dependents coverage
- 16 weeks paid Parental Leave for all new parents
- Health & wellness stipend
- Remote workspace, internet, and mobile phone stipend
- Commuter benefits for team members who attend the office
- Pension matching
- 25 days of Annual Leave per year and unlimited sick time
- 8 company-paid holidays
- Virtual team building activities, lunch and learns, and other company-wide events
- Offices in SF, NYC, London, Dublin, Tel Aviv, and Sydney
Our client is committed to hiring diverse talent of different backgrounds and providing an inclusive work environment for all. They do not discriminate on the basis of race, gender identity, age, religion, sexual orientation, veteran or disability status, or any other protected class. As an equal opportunity employer, they encourage and welcome people of all backgrounds to apply.
About our client
Founded in 2018, in the wake of several high-profile data breaches, our client was inspired by a vision to restore trust in internet businesses by enabling companies to improve and prove their security. From early days automating security monitoring for compliance standards like SOC 2, HIPAA and ISO 27001 to creating a leading Trust Management Platform, their vision remains unchanged. Thousands of companies rely on our client to build, maintain and demonstrate their trust — all in a way that's real-time and transparent.
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