Senior Account Executive in Manchester

About us SFG20 is the industry standard for building maintenance, providing services and pioneering technologies that empower people to create and sustain safer buildings. Our mission is to make buildings better using our standard, software and expertise. Our vision is to become the leading authority for built environment maintenance that protects and enhances quality of life.

About the role The Enterprise Account Executive plays a key role in driving strategic growth by identifying, engaging, and converting high-value prospects, taking a proactive, results-driven approach to influence key decision-makers within target industries. The role builds strong customer relationships, mentors Account Executives, and provides market insights to expand SFG20’s influence and ensure our solutions reach the right businesses. The role will require travel twice a month to our Newcastle Offices.

Key Responsibilities:

• Lead Generation: Follow up on inbound leads, generate outbound leads, and qualify prospects to build a strong sales pipeline of high-value business opportunities, while providing strategic input into target accounts and market expansion initiatives.
• Collaboration: Collaborate with Marketing and Sales leadership to refine messaging and go-to-market strategies.
• Customer Engagement: Conduct outreach via phone, email, LinkedIn, and other channels to engage potential customers. Build and nurture long-term relationships with potential and existing clients, becoming a trusted advisor.
• Product Demonstrations: Deliver compelling product demos to showcase the value of SFG20’s solutions, conducting a targeted Q&A in every appointment and use insights to drive a value-focused solution-selling approach.
• Sales Pipeline Management: Accurately forecast and maintain a robust sales pipeline, ensuring consistent progress towards targets.
• Objection Handling: Address customer concerns and overcome objections to drive deals forward.
• Closing Sales: Lead complex sales cycles, working closely with key stakeholders to align solutions with their business needs. Identify business decision makers, working closely with them through the sales cycle to negotiate and close new business deals effectively.
• CRM Management: Ensure that all sales activity and communications are logged in the CRM system efficiently, timely, and in adherence to team procedures.
• Forecasting and Reporting: Create weekly/monthly forecasts on revenue to budget and produce end-of-month reports on revenue and market performance. Analyse market trends, competitor activity, and customer insights to identify new opportunities.
• Customer Satisfaction: Achieve exceptional high levels of customer engagement and satisfaction to increase sales revenue and customer lifetime values.
• Development: Serve as a mentor and coach to junior BDRs, sharing best practices and supporting skill development. Assist in onboarding and training new team members, ensuring a high standard of performance across the team.
• Continuous Learning: Stay up to date with industry trends, competitors, and product developments to enhance sales effectiveness.
• Events: Represent SFG20 at events and conferences, handling setup, information gathering, demos, and presentations professionally.

Essential experience:

• 5+ years of experience in relevant BDM/Senior Account Executive role, with a proven track record of exceeding targets and closing complex B2B deals.
• Experience in selling SaaS/technology solutions B2B in a high-performance sales environment, to Enterprise and mid-market companies.
• Experience prospecting with sales tools such as LinkedIn Sales Navigator, Cognism, ZoomInfo, Lusha or similar.
• Advanced sales expertise, including strategic prospecting, consultative selling, and deal negotiation within a fast-paced, target-driven environment.
• Experience managing complex sales cycles and engaging with senior decision-makers.
• Strong analytical and problem-solving skills to drive data-informed sales strategies.
• A strong work ethic, with the ability to manage time effectively and prioritise tasks.
• Experience with CRM software (HubSpot or similar).

Desirable:

• Facilities Management technologies/CAFM solutions experience.
• Prior experience of mentoring a team of AEs or BDRs, or SDRs.

Additional Information:

All candidates must be able to demonstrate a pre-existing right to work and travel within the UK. We are unfortunately not able to offer sponsorship. Documentary evidence will be required. All offers are subject to satisfactory vetting and reference checks.

Our Benefits:

• 26 days holiday + Bank holidays + buy up to 5 days
• Private Medical insurance with BUPA
• Remote/Hybrid first policy
• Employee Assistance programme with WeCare
• Enhanced Family Friendly Benefits
• Gym Discounts
• and more!

Equal opportunities for everyone: Diversity and inclusion are our priorities, and we’re ensuring we have lots of support so our people can grow at SFG20 and do their best work! We embrace diversity by fostering an inclusive environment where everyone feels welcome, safe and able to bring their whole self to work. We’re an equal opportunity employer. Applicants will be considered for employment without attention to age, ethnicity, religion, sex, sexual orientation, gender identity, family or parental status, national origin, veteran, neurodiversity or disability status. If there’s anything we can do to accommodate your specific situation, please let us know.