Job Title: Mid-Market Account Executive (AE)
Salary: Competitive Salary, with commission available for this role
Reports To: Commercial Director
Location: Hybrid / Remote Working with occasional travel to Vantage House, Sheffield and customer sites.
- Pension: Auto-enrolment in accordance with the Company’s pension scheme.
- Holiday Entitlement: 31 days per annum (made up of 23 days annual holiday and 8 public/bank holidays).
- BUPA: Private medical insurance following Probation Period.
- Sick Pay: Company sick pay at full salary for up to 10 days per year.
Closing Date: 18th September
Interviews: To commence 21st September
About the Role
We are looking for a commercially driven and consultative Mid-Market Account Executive to support the continued growth of Vantage Technologies by converting qualified opportunities into long-term customers.
The successful candidate will combine the curiosity of a consultant, the resilience of a hunter and the discipline of a structured sales professional. They will be responsible for managing the full sales cycle from discovery through to contract signature, helping prospective customers solve complex challenges through Vantage’s connected platform and core capabilities.
Working closely with SDRs, Marketing, Customer Success and Product teams, the Account Executive will build trusted relationships, uncover business challenges, position value-led solutions and consistently deliver against ambitious revenue targets.
This role is ideally suited to an individual with a minimum of 18 months’ experience in a software or SaaS sales environment who has a proven track record of exceeding targets and closing new business opportunities.
Success within this role will be measured through Annual Recurring Revenue (ARR), pipeline progression, conversion rates, forecasting accuracy and customer acquisition.
Work Relationships
Reporting to the Commercial Director
Engaging with:
- Prospective customers and key decision makers.
- Internal stakeholders across Commercial, Customer Success, Product and Support teams.
- SDRs to support opportunity qualification and progression.
- Marketing to support campaigns, events and lead generation activities.
- Customer Success teams to ensure a successful customer handover and long-term customer outcomes.
Responsibilities
Consultative Discovery & Qualification
- Conduct structured discovery meetings to understand customer objectives, challenges and priorities.
- Qualify opportunities using BANT and MEDDICC methodologies.
- Build value-led business cases aligned to customer outcomes.
- Develop relationships with multiple stakeholders throughout the buying process.
- Identify customer pain points and position relevant solutions.
Connected Platform Selling
- Position Vantage as a connected platform rather than a collection of standalone modules.
- Demonstrate how multiple core capabilities work together to deliver greater organisational value.
- Identify opportunities to broaden customer requirements and maximise platform adoption.
- Promote long-term partnership rather than point-solution purchasing.
- Support customers in understanding the wider value available across the Vantage platform.
Sales Cycle Management
- Manage opportunities from qualification through to Closed Won.
- Deliver compelling demonstrations, presentations and commercial proposals.
- Create and execute strategic deal plans.
- Negotiate commercial agreements within company guidelines.
- Manage procurement and contracting processes where required.
- Drive opportunities through each stage of the sales cycle.
Pipeline Development
- Progress qualified opportunities generated through SDR and Marketing activity.
- Generate additional opportunities through proactive prospecting and account development.
- Maintain a healthy pipeline with sufficient coverage against targets.
- Develop account plans to maximise revenue opportunities.
- Identify risks and actions required to progress opportunities successfully.
CRM & Forecasting
- Maintain accurate customer and opportunity records within HubSpot.
- Record all activity, notes and qualification information.
- Ensure accurate pipeline management and forecasting.
- Participate in weekly deal reviews and forecasting meetings.
- Maintain CRM compliance standards.
Market Awareness
- Develop a strong understanding of Vantage products, solutions and target markets.
- Maintain awareness of competitor offerings and market trends.
- Understand the challenges facing Healthcare, Social Care, Charity and Not-for-Profit organisations.
- Share customer and market intelligence with the wider business.
- Support continuous improvement of sales processes and messaging.
Key Performance Indicators (KPIs)
The Account Executive will be accountable for:
Revenue Metrics
- Closed Won ARR.
- Quarterly Revenue Performance.
- Annual Revenue Performance.
- Average Contract Value.
Pipeline Metrics
- Qualified Pipeline Value.
- Pipeline Coverage Ratio.
- Opportunity Progression Rates.
- Self-Generated Pipeline Contribution.
Sales Effectiveness Metrics
- Win Rate.
- Proposal-to-Win Conversion Rate.
- Sales Cycle Length.
- Multi-Capability Sales.
Forecasting Metrics
- Forecast Accuracy.
- Opportunity Stage Compliance.
- Pipeline Hygiene.
- Opportunity Ageing.
Commercial Metrics
- Contribution to revenue growth.
- New Customer Acquisition.
- Platform Penetration.
- Long-Term Customer Value.
Experience & Skills
Essential
- Minimum 18 months’ experience closing B2B software or SaaS solutions.
- Proven track record of achieving or exceeding sales targets.
- Experience managing a full sales cycle from discovery through to close.
- Strong working knowledge of BANT and MEDDICC qualification methodologies.
- Consultative and value-led sales approach.
- Excellent communication, presentation and negotiation skills.
- Experience engaging senior stakeholders and decision makers.
- Strong CRM discipline and forecasting capability.
- Ability to manage multiple opportunities simultaneously.
- Commercially focused and target driven.
- Willingness to travel where required.
Desirable
- Experience working within a SaaS or software organisation.
- Experience using HubSpot.
- Experience selling into Healthcare, Social Care, Charity or Public Sector organisations.
- Experience selling software platforms rather than standalone solutions.
- Understanding of value-based selling methodologies.
Personality
- Winner’s mentality with a strong desire to succeed.
- Hunter mindset and motivated by acquiring new business.
- Commercially ambitious and target driven.
- Naturally curious and consultative.
- Confident and credible with senior stakeholders.
- Resilient and determined when navigating complex sales cycles.
- Proactive and highly organised.
- Professional and customer focused.
- Passionate about helping customers achieve meaningful outcomes.
- Driven to sell long-term partnerships and the full Vantage connected platform.
