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For Companies At a Glance
- Tasks: Manage and grow existing accounts while exploring new business opportunities.
- Company: Join a dynamic SaaS company focused on process mining and automation.
- Benefits: Enjoy a hybrid work model and competitive salary with OTE potential.
- Why this job: Shape the UK market with a supportive team and robust training resources.
- Qualifications: 6+ years in SaaS account management with a consultative sales approach required.
- Other info: Be part of a restructured team with a clear growth trajectory.
The predicted salary is between 72000 - 108000 £ per year.
Job Description
Role: 1x Key Account Manager & 1x Enterprise Account Executive
Location: London, UK
: English
WFH policy: Hybrid; 1 day per week in the office
Industry: SaaS
Product: Process mining and business process management
Size and functions of local team: Small and rebuilding post-2023 organisational changes; part of a global sales team.
Role description:
- Key focus: Managing and growing existing accounts with greenfield opportunities.
- Buyer personas: Business leaders; consultative, value-driven sales approach required.
- Sales cycles: Mid to long cycles.
- Sales methodology: Heavy emphasis on MEDDIC & consultative sales.
- Requirements: Candidates must cross-sell and upsell into existing accounts while delivering measurable value to clients. The Account Executive will also get a book of new business.
Unique about the company:
- Transitioned to a private company
- Have gone through significant changes with the integration of their AI platform, resulting in a sharper focus on this business units growth going forward.
- Well-resourced sales infrastructure, including a detailed “sales book” and training for ICP, competitive positioning, and sales methodologies.
Growth perspective:
- Opportunity to shape the UK market as part of a restructured and focused team.
- Clear growth trajectory supported by robust training and resources.
Must haves:
- Minimum 6 years of experience in SaaS key account management.
- Proven success in consultative and value-driven sales methodologies (e.g., MEDDIC).
- Process-oriented background (e.g., process mining, business process automation).
- Stability in career history (no frequent short tenures).
- Ability to build and contribute to a collaborative team environment.
- Positive, tenacious, and coachable personality.
Nice to haves:
- Coming from consultancy background like EY, KPMG etc.
- Familiarity with cross-sell/upsell strategies in SaaS environments.
Salary range & secondary benefits:
- £115K base salary; £230K OTE (50/50 split).
Hiring process:
- Introductory 15-20 minute call with hiring manager.
- 45-minute in-depth interview with hiring manager.
- Panel interview with pre-sales director, peer AE, and/or other stakeholders.
- Final interview with the general manager
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Key Account Manager | Enterprise Account Executive | SaaS | Process Automation | Process Manageme... employer: ZipRecruiter
Contact Detail:
ZipRecruiter Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Key Account Manager | Enterprise Account Executive | SaaS | Process Automation | Process Manageme...
✨Tip Number 1
Familiarize yourself with the MEDDIC sales methodology, as it's heavily emphasized in this role. Understanding how to apply this framework in your sales approach will demonstrate your alignment with the company's values and expectations.
✨Tip Number 2
Research the company's recent transition to a private entity and their integration of AI into their processes. Being able to discuss these changes and how they impact the business will show your genuine interest and understanding of their current direction.
✨Tip Number 3
Prepare to discuss your experience with consultative and value-driven sales. Highlight specific examples where you've successfully cross-sold or upsold in previous roles, as this is crucial for managing and growing existing accounts.
✨Tip Number 4
Emphasize your ability to work collaboratively within a team. Given that the local team is small and rebuilding, showcasing your team-oriented mindset and past experiences in similar environments will be beneficial.
We think you need these skills to ace Key Account Manager | Enterprise Account Executive | SaaS | Process Automation | Process Manageme...
Some tips for your application 🫡
Understand the Role: Make sure you fully understand the responsibilities and requirements of the Key Account Manager and Enterprise Account Executive positions. Tailor your application to highlight your experience in consultative and value-driven sales methodologies, especially MEDDIC.
Highlight Relevant Experience: Emphasize your minimum 6 years of experience in SaaS key account management. Provide specific examples of how you've successfully cross-sold and upsold in previous roles, showcasing measurable value delivered to clients.
Showcase Your Process-Oriented Background: Since the role requires a process-oriented background, detail your experience with process mining and business process automation. Mention any relevant projects or achievements that demonstrate your expertise in these areas.
Prepare for Interviews: Anticipate the interview process by preparing for both the introductory call and the in-depth interviews. Be ready to discuss your career stability, collaborative team contributions, and how your positive and coachable personality aligns with the company's culture.
How to prepare for a job interview at ZipRecruiter
✨Understand the Sales Methodology
Familiarize yourself with the MEDDIC sales methodology, as it is heavily emphasized in this role. Be prepared to discuss how you've successfully applied consultative and value-driven sales techniques in your previous positions.
✨Showcase Your Process-Oriented Background
Highlight your experience in process mining and business process automation. Prepare specific examples of how you've improved processes or delivered measurable value to clients in your past roles.
✨Demonstrate Stability and Team Collaboration
Be ready to discuss your career history and how it reflects stability. Emphasize your ability to work collaboratively within a team, especially in a rebuilding environment, and share examples of how you've contributed to team success.
✨Prepare for Different Interview Stages
Since the hiring process includes multiple stages, prepare for each one. Practice concise yet impactful responses for the introductory call, detailed discussions for the in-depth interview, and collaborative scenarios for the panel interview.
