Edge Tech
Software Account Executive
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Account Executive (Mid-Market)
AI platform for client service teams
Location: Tottenham Court Road, London (office based, 5 days per week)
Salary: £75,000 basic, £150,000 OTE, uncapped commission
Equity: Included
Quota: £600,000 new business
Average deal size: Circa £50,000 ARR
Sales cycle: 2 to 3 months
Reporting to: CRO
The business
A London AI software company that helps client-led businesses retain and grow their existing accounts. It has recently raised £2.5 million in seed funding.
The platform sits on top of the existing CRM. It reads emails, meetings, calls and performance data, scores the health of every client relationship, flags accounts that are drifting, and surfaces expansion opportunities as they come up. Its AI also handles the follow-ups, reports and client updates that account managers usually spend their week on, written in the account manager's own voice.
Customers see 21% average revenue growth per client, and around £350,000 net annual gain per client, roughly a 5x return.
The founders and the CRO have all built and exited technology companies before.
The market
You will sell to organisations that manage large portfolios of important client relationships, mostly marketing agencies, media businesses, communications firms and professional services firms.
Your buyers are the people who own client services revenue:
- Client services directors and heads of account management
- Customer success leaders
- CROs and commercial directors
- Agency and professional services founders
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What they care about is retention, churn, account growth and the hours their teams lose to admin. You will sell a measurable commercial outcome, not an AI feature set.
The role
You are the third Account Executive. The sales playbook is still being built, and you will help build it while carrying a number.
- Own the full cycle, from first conversation through to close
- Self-source the majority of your pipeline. You will have a BDR, but this is not an inbound role
- Run structured, commercial discovery with senior client services and revenue leaders
- Build multi-threaded relationships across each account, covering users, budget holders and blockers
- Build the business case using retention, revenue growth and time saved
- Run £50,000 deals through a 2 to 3 month cycle, keeping control of next steps and the decision process
- Negotiate and close new ARR against a £600,000 annual quota
- Work with the BDR on target account selection and outbound messaging
- Feed objections, requirements and market signal back to product and leadership
- Help develop the qualification criteria, messaging, sales plays and collateral that the wider team will use
What you need
- A track record of selling B2B SaaS into mid-market accounts
- Consistent quota attainment above 100%, with numbers you can talk through
- Full-cycle ownership, not booking meetings or supporting a senior seller
- Genuine multi-stakeholder deals at a similar contract value
- Proven ability to create your own pipeline through outbound and account-based activity
- Commercial discovery and ROI-led selling rather than feature demos
- Confidence selling without a finished playbook or an established brand
- Willingness to work from the Tottenham Court Road office five days a week at this stage
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You do not need to have sold AI software, and you do not need previous startup experience. Strong SaaS sales performance and the ability to learn a new category matter more.
Useful, but not required
- Selling to agencies, marketing, media or professional services firms
- Selling to client services, account management or customer success teams
- Selling CRM, customer success, revenue intelligence or conversation intelligence software
- Selling a product prospects do not already have a budget line for
What is on offer
- £75,000 basic and £150,000 OTE, with uncapped commission and no cap on earnings above target
- A quota of £600,000, which is 12 deals a year at the average contract value. Both current AEs are above 100% of target year to date
- Equity in a seed-funded business
- Direct access to the CRO, CEO and founders
- Influence over how the company sells, ahead of further commercial hiring this year
- A product with a clear, quantified ROI story in a market that is actively buying
The company is looking to move quickly and would like someone in place as soon as possible.
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