Account Executive

Inpulse (www.inpulse.com) is a scale-up HR tech employee engagement SaaS company based in Harpenden and London. We help large enterprises, universities, and charities understand employee engagement in real time through our web-based platform. With a strong reputation across industries globally, including construction, manufacturing, transport, and the public sector, we transform how organisation engage & listen to their people — through data, insights, and action. Solving our clients’ needs and maintaining our culture are both critically important to us.

Role Summary

This is a hands-on, full-cycle sales role for a commercially driven individual who excels at identifying client needs and closing new business. Reporting to the Head of Sales and working closely with your SDR, Marketing and Customer Success, you’ll be responsible for both sourcing your own deals and taking qualified opportunities from first discovery through to contract signature.

You’ll manage a defined set of enterprise prospects, consult with HR and People leaders to understand their engagement challenges, and position Inpulse’s platform and insights as the solution. This role is ideal for someone who combines consultative selling skills with drive, structure, and entrepreneurship - someone who wants to help refine a repeatable sales process in a growing SaaS company.

Key Responsibilities:

Consultative Selling

• Understand each prospect’s HR, engagement, and culture challenges.
• Tailor demos and proposals to highlight the impact of Inpulse’s insights, analytics, and manager tools.
• Develop relationships with HR Directors, People Partners, and business unit leaders.
• Proactively create new opportunities through targeted outbound activity, networking, events, referrals and account-based prospecting.
• Take qualified opportunities from SDRs and inbound leads through to close.
• Run discovery, demo, proposal, and negotiation stages with professionalism and structure.
• Build and maintain a healthy pipeline to achieve and exceed monthly and quarterly targets.
• Accurately forecast and report on sales activity and deal status.
• Partner closely with SDRs to refine ICP targeting, messaging, and qualification criteria.
• Work with Marketing to align campaigns and events with pipeline generation goals.
• Collaborate with Customer Success to ensure smooth handover and long-term client success.
• Feed market trends, competitor intelligence, and customer needs back to the Product team.

Process & CRM Discipline

• Maintain accurate records of all sales activity in HubSpot.
• Use data and metrics to improve conversion rates across the sales funnel.
• Contribute to building scalable sales processes, playbooks, and collateral.

Development and Progression

• This role is suited to someone who has established strong sales foundations and is now ready to step up to more complex, enterprise deals
• You will receive regular coaching from the Head of Sales and have the opportunity to develop your skills in enterprise discovery, stakeholder management, commercial negotiation, forecasting and strategic account planning.
• As Inpulse grows, there will be scope for the successful candidate to progress into a more senior sales role and take on greater responsibility for larger opportunities, key sectors and the continued development of our sales approach.

Skills & Experience Required:

• At least 2 years’ experience closing B2B new business, with evidence of consistently achieving or exceeding sales targets. Experience selling SaaS, HR tech or complex solutions desirable
• Previous experience in an SDR, BDR or other prospecting-focused role is highly advantageous, particularly where you can demonstrate moving into managing and closing your own opportunities.
• Proven track record of closing new business and meeting or exceeding quota.
• Strong presentation and communication skills, both verbal and written.
• Commercially minded and consultative in approach — able to engage senior stakeholders.
• Comfortable managing mid-to-long sales cycles and multiple decision-makers.
• Familiarity with CRM systems (HubSpot preferred) and modern sales tools.
• Possess a demonstrable growth mindset.

Personal Attributes Required:

• Ambitious, competitive, and motivated by achievement.
• Confident and professional with senior audiences.
• Organised, structured, and accountable for results.
• Curious about people, culture, and how engagement drives performance.
• Collaborative and team-oriented — wins as part of the wider GTM team.
• Positive, proactive, and resilient under pressure.

  Our Culture & Values:

  • Customer Centric: We go beyond delivering solutions by truly understanding our customers and making their lives easier. By partnering with them and adding value, we help them succeed.
  • Growth Orientated: We embrace change with an open mind, staying calm under pressure and proactive in finding solutions. Continuous learning and fresh ideas keep us adaptable and ready for new opportunities.
  • Team Player: We support each other, step in when needed, and celebrate wins together. By collaborating and valuing diverse perspectives, we create the best solutions as one team.
  • Positivity: We bring a can-do attitude, tackle challenges with a smile, and celebrate small wins. By uplifting each other and staying optimistic, we create an environment where everyone thrives.
  • Respect & Integrity: We treat everyone with kindness, listen actively, and value different opinions. By respecting boundaries and promoting work-life balance, we create an environment where everyone feels empowered to do their best work.

#J-18808-Ljbffr