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For Companies At a Glance
- Tasks: Drive sales and partner development in a dynamic SaaS environment.
- Company: Join nShift, a leading global provider of cloud delivery management solutions.
- Benefits: Competitive salary, inclusive culture, and opportunities for growth.
- Why this job: Shape the future of shipping while working with top e-commerce brands.
- Qualifications: 5+ years in B2B SaaS sales, ideally in logistics or delivery management.
- Other info: Embrace diversity and be part of an innovative team.
The predicted salary is between 36000 - 60000 £ per year.
About Us
nShift is the leading global provider of cloud delivery management solutions (SaaS), enabling the frictionless shipment and return of almost one billion shipments across 190 countries each year. We are headquartered in London and Oslo and have over 500 employees across offices in Sweden, Finland, Norway, Denmark, the United Kingdom, Poland, the Netherlands, Belgium, and Romania. Our software is used by many of the world’s leading e-commerce, retail, manufacturing, and 3PL shippers due to having over 1000 carriers integrated into our platform, nearly 3 times more than our competitors! If you buy goods online, there is a strong chance that nShift has powered that delivery, so come and join us as we shape the future of shipping, one frictionless journey at a time.
Purpose of role
You will own a mid-market territory and grow ARR by co-selling with strategic partners to help merchants, brands, and 3PLs modernise delivery management with nShift. Success hinges on building a high-quality partner-sourced pipeline, running disciplined deal cycles (MEDDPPICC/BANT), and forecasting accurately across Pipeline/Best case/Commit.
Overall responsibility
- Partner development & co-sell: Build and execute joint business plans with priority partners (carriers, 3PLs, SIs/VARs, ERP/WMS/TMS & E-commerce platforms), including target account lists, campaigns, enablement, and quarterly reviews. Drive partner-sourced pipeline: enable solution positioning, qualify jointly, register deals, and run co-sell motions from discovery to close. Orchestrate resources across Sales, Marketing, Professional Services and Customer Success to remove friction and accelerate time-to-value for partner-led deals.
- Territory ownership: Own full-cycle sales—from prospecting and discovery to solution mapping, value creation, negotiation, and close—across a defined mid-market ICP. Collaborate with your local Partner Manager and Marketing on intent-based targeting and follow-up on MQLs using our internal lead-scoring thresholds (e.g., inbound hand-raisers score 100 and qualify for immediate follow-up). Maintain a clean, accurate pipeline and forecast using Salesforce and our Prospecting tooling.
- Deal discipline & forecasting: Qualify rigorously (MEDDPPICC/BANT), document close plans, and hold weekly deal reviews with your manager & Revenue Operations. Forecast by category (Pipeline, Best Case 50–65% confidence, Commit ≥80% confidence) and participate in the standard weekly operating cadence.
- Cross-functional collaboration: Partner with Professional Services to ensure scoping aligns to ARR (recurring) and NRR (implementation) value drivers and supports rapid go-live. Share customer insights to help Marketing optimise campaigns, webinars, and regional programs that feed mid-market demand.
Qualifications and competences
- 5 years plus closing experience in B2B SaaS or supply-chain/logistics tech, ideally in delivery/transportation management or adjacent ecosystem.
- Proven success building partner pipelines and running co-sell motions with carriers, 3PLs, systems integrators, and ISVs.
- Fluency: English; Fluency in other European languages is a bonus.
- Disciplined command of MEDDPPICC/BANT, close plans, and Salesforce hygiene; strong executive-level communication.
- Comfort aligning value to both ARR and NRR outcomes in scoping.
- ARR bookings and new-logo wins in territory.
- Partner-sourced pipeline % and win rate on partner-registered deals.
- Forecast accuracy (opportunity hygiene, stage discipline, close-plan execution).
- Cycle time from discovery to signature; time-to-first transaction post-go-live.
- Expansion revenue in year-1 (attach modules, lanes, markets).
- Discount discipline and margin protection.
Tools and cadence
- Core systems: Salesforce + Apollo for pipeline, quoting, and customer insights.
- Operating rhythm: weekly pipeline and deal-rigor sessions; forecast calls aligned to CRO/RevOps cadence; category-based forecasting (Pipeline/Best Case/Commit).
- Demand collaboration: intent-driven campaigns and lead-scoring handoffs (MQL threshold at 100; immediate follow-up for hand-raisers).
Please ensure you upload your CV in English.
At nShift we believe in embracing diversity in all forms and fostering an inclusive environment for everyone which we believe is essential for our continued success. We’re an equal-opportunity employer which means that all applicants will receive consideration for employment without regard to ethnicity, religion, sexual orientation, gender identity, family or parental status, national origin, veteran, neurodiversity, or disability status.
Sales Executive - UK & I Sales · London · employer: nShift
Contact Detail:
nShift Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Sales Executive - UK & I Sales · London ·
✨Tip Number 1
Get to know nShift inside out! Familiarise yourself with our cloud delivery management solutions and how we stand out from the competition. This knowledge will help you connect with interviewers and show them you're genuinely interested in what we do.
✨Tip Number 2
Network like a pro! Reach out to current or former employees on LinkedIn, join relevant groups, and engage in conversations about the industry. Building connections can give you insider tips and might even lead to referrals.
✨Tip Number 3
Prepare for those tricky questions! Brush up on MEDDPPICC/BANT and be ready to discuss how you've successfully built partner pipelines in the past. Show us your sales discipline and forecasting skills – we love a candidate who knows their stuff!
✨Tip Number 4
Apply through our website! It’s the best way to ensure your application gets seen by the right people. Plus, it shows you're keen on joining the nShift family. Don’t miss out on this opportunity!
We think you need these skills to ace Sales Executive - UK & I Sales · London ·
Some tips for your application 🫡
Tailor Your CV: Make sure your CV is tailored to the Sales Executive role. Highlight your experience in B2B SaaS and any relevant achievements in building partner pipelines. We want to see how you can contribute to our mission at nShift!
Showcase Your Skills: Don’t forget to showcase your skills in deal discipline and forecasting. Mention your familiarity with MEDDPPICC/BANT and Salesforce, as these are key to success in this role. Let us know how you’ve used these tools in your previous roles!
Be Clear and Concise: When writing your application, be clear and concise. Use bullet points where possible to make it easy for us to read through your experiences. We appreciate straightforward communication, especially in sales!
Apply Through Our Website: Finally, make sure to apply through our website! It’s the best way for us to receive your application and ensures you’re considered for the role. We can’t wait to see what you bring to the table!
How to prepare for a job interview at nShift
✨Know Your Numbers
Before the interview, brush up on your sales metrics and achievements. Be ready to discuss your past performance in terms of ARR, pipeline management, and win rates. This will show that you understand the importance of numbers in a sales role and can back up your claims with data.
✨Master the MEDDPPICC/BANT Framework
Familiarise yourself with the MEDDPPICC and BANT frameworks as they are crucial for this role. Prepare examples of how you've applied these methodologies in previous positions to qualify leads and close deals. This will demonstrate your disciplined approach to sales.
✨Research nShift and Its Partners
Dive deep into nShift's offerings and its partner ecosystem. Understand how their solutions integrate with various carriers and 3PLs. Being knowledgeable about the company and its partners will help you articulate how you can contribute to building a strong partner-sourced pipeline.
✨Showcase Cross-Functional Collaboration Skills
Prepare to discuss instances where you've successfully collaborated with other teams, such as marketing or professional services. Highlight how these collaborations led to successful outcomes. This will illustrate your ability to work across functions to drive sales and enhance customer value.