Major Account Executive

In order to extend our customer base in the UK and Northern Europe, we are now looking for a remote based Major Account Executive (m/f/x). You are a part of the “Enterprise Sales” team and work with our Northern Europe Sales Director, VP Sales, our Pre-Sales Engineers and your colleagues from Business Development in order to build up your customer base in the UK and Northern Europe.

You proactively look for potential new clients in the enterprise segment (companies with more than 1000 employees), approach them and present our innovative testing solutions to their decision makers. You, along with support from the business development team, are responsible for the entire sales process - from the initial contact with the prospects all the way up to the negotiation and the successful closing of the deal. You are the first person of contact for your customers and work with our internal Solution Delivery Managers to make sure we deliver the best possible testing solution. You represent our company at international exhibitions and online events.

Benefits

• Work/Life Balance: Applause offers in-office, hybrid and remote work opportunities across all of our global locations. For those in office, we have a casual environment with plenty of drinks and snacks. We are also proud to extend generous paid time off and paid parental leave to every Applause employee.
• Employee Recognition: celebrate wins big and small with monthly, quarterly, annual and on-the-spot awards – cash, gift cards, points to spend in the company store and more.
• Learning & Development: Applause employees have access to a major learning platform catalog. We encourage professional development through Applause-curated curriculum and personal development through any courses that interest you. We also conduct online diversity training for every employee.
• Applause Fun: Through our company stores, employees may receive Applause-branded swag for new hire gifts, anniversaries and recognition awards. We also sponsor company events locally and globally, in person and virtually.
• Giving Back: Applause takes great pride in giving back to the community. We support charitable organizations like dream.org, National Society of Black Engineers, GLAAD, United Way and Cradles to Crayons through financial donations and volunteer work. Got something specific you’re passionate about? Let us know.

Requirements

• You know how to identify and qualify a lead, find the right people to speak to in the organization, show them the benefits of working with Applause and establish a long-lasting customer-relationship.
• You have an exceptionally strong track‑record of consistently meeting or exceeding annual quota and performance targets.
• You are familiar with consultative selling methodologies; experience of MEDDICC or Sandler sales methodology or similar would be an advantage.
• You have demonstrated strong negotiation, strategic account planning and communication skills at client’s C‑level in your past positions.
• You are driven, motivated and interested in the latest developments in the digital industry.
• You have gained a minimum of 6 years of professional experience in B2B‑sales of products/solutions in the digital industry, at a SaaS provider or in the IT‑industry.
• You have excellent communication skills in written and spoken English and have proven them in managing multiple stakeholders.
• You possess a high degree of customer orientation and are able to respond specifically to the needs of others.