Board Intelligence is a technology and advisory firm on a mission to make boards more effective — and through them, build better businesses and benefit society.
We do this through a suite of AI powered software tools, evaluation frameworks, and advisory services, built on twenty years of boardroom experience. Our work improves how boards operate and how leaders make decisions at the highest level.
We work with over 80,000 leaders and 3,000 organisations globally, including clients across the Fortune 500, FTSE 100, and OMX 30. In 2024 we received substantial backing from K1 Investment Management, the leading B2B Enterprise SaaS investor, marking the start of a significant new chapter for the business.
We are growing and growing fast. That means real opportunities for the people who join us now — to shape how we scale, to work at the intersection of AI and governance, and to do some of the most commercially and intellectually interesting work in their careers.
We are also deliberate about how we grow. Our founders and leadership team are deeply invested in keeping the culture that got us here: thoughtful, high calibre, and genuinely human. We are a company where ambition and balance are not in competition.
If that sounds like the right environment for you, we would love to hear from you.
Our Mission
We unleash the potential of organisations through the science of board effectiveness, building better businesses and benefiting society.
The Role
This is a rare opportunity for someone earlier in their sales career who is genuinely exceptional; sharp, curious, and ready to grow fast in an environment that will invest in them properly.
As an Account Executive, Mid-Market Customer Growth, you will be a hunter focused on identifying and closing expansion opportunities within our existing customer base. You will prospect within our client accounts, uncover new use cases and new stakeholders, build trusted relationships, and run full sales cycles to close expansion deals. Selling at Board Intelligence is genuinely consultative. Our buyers are Company Secretaries, General Counsel, CFOs, and Heads of Governance; senior, commercially astute people who care about outcomes, not features. You will need to earn their trust, understand their world, and bring them solutions that make a measurable difference to how their boards operate.
You will own the responsibility for uncovering expansion opportunities within our existing mid-market client base. This means prospecting inside those accounts like you would prospecting new companies; researching, identifying gaps, finding the right stakeholders, making the case, and closing the deal. You will manage your pipeline and CRM rigorously and develop strong knowledge of each account and its governance landscape.
Main Responsibilities
- Identify and uncover expansion opportunities within existing mid-market customer accounts, including new stakeholders, new use cases, and expansion of current solutions.
- Build relationships with those new stakeholders and own the full sales cycle through negotiation and close, consistently delivering and exceeding ARR growth targets.
- Build a self-generated pipeline of expansion opportunities through systematic research into account structure, governance challenges, and stakeholder landscape. Prospect into accounts with the same rigour and confidence you would apply to cold outreach.
- Run discovery conversations and tailored product demonstrations with new account stakeholders that uncover real commercial value and link Board Intelligence solutions to measurable outcomes for their governance function.
- Manage your pipeline and CRM with discipline and accuracy, tracking prospecting activity within accounts, maintaining clean account data, and providing rigorous forecasting on expansion deals.
- Develop and maintain a strong understanding of each account's governance landscape, board structure, current initiatives, pain points, and decision-making processes.
- Work with Marketing and the SDR team on inbound lead qualification and conversion, ensuring fast follow up where relevant.
- Partner with Product and Marketing to feedback market insights, sharpen our positioning, and shape our go to market approach.
- Represent Board Intelligence at industry events, webinars, and roundtables to build brand presence and generate new opportunities.
Requirements
Required Skills and Experience
- 2-4 years of full cycle sales experience, ideally in a SaaS or tech enabled business selling to mid-market or larger organisations.
- A demonstrable track record of hitting and exceeding quota, with specific examples of deals you have personally sourced, qualified, and closed.
- Strong prospecting skills with genuine confidence in research, outbound outreach, and multi-channel engagement. You should have a systematic approach to prospecting, not a sporadic one.
- Ability to identify commercial opportunities and pain points through research and discovery, rather than relying on inbound leads or existing relationships to hand them to you.
- Comfortable engaging senior stakeholders and articulating commercial value in clear, confident language.
- Strong commercial instincts; you know how to qualify, navigate objections, and drive deals forward at pace.
- Disciplined CRM and pipeline management, with accurate forecasting and a rigorous approach to tracking prospecting activity and opportunity progression.
- Excellent written and verbal communication skills, with the credibility to represent Board Intelligence externally.
- Resilience and curiosity: you treat prospecting as a craft, you learn quickly from rejection, and you are genuinely interested in how governance teams and boards work.
What good looks like in this role
- You systematically prospect within accounts, uncover expansion angles that others have missed, and convert them into deals at pace. Your hit rate on expansion opportunities is demonstrably higher than random chance because you do real account research.
- Your pipeline is always three to four times your quarterly target, well qualified, and progressing through clear stages. The majority of it is self-generated from within the customer base through active prospecting.
- You are recognised internally as a fast learner who takes coaching well, applies feedback quickly, and improves quarter on quarter.
- You are resilient and proactive in the face of a no, treating prospecting as a craft rather than a chore. You bounce off rejection and come back harder.
- You understand your customer accounts: their governance challenges, their board reporting practices, their competitive pressures, and where Board Intelligence can create value.
- You have strong commercial instincts. You qualify rigorously, you navigate objections with confidence, and you move deals forward without being pushed.
- You collaborate generously with SDRs, Marketing, and Product, and are seen as a great teammate as well as a strong individual contributor.
- You uphold a high standard of professionalism and brand representation in every interaction with prospects and clients.
Benefits
We pride ourselves on our great working environment and package. Here’s some of what’s on offer:
- Pension scheme
- Personal performance bonus
- 26 days holiday each calendar year
- Bupa health & dental cover
- Group life assurance
- EAP
- Cycle to work scheme
