At a Glance
- Tasks: Drive new business sales and close complex deals in the UK market.
- Company: Join Totara, a global leader in learning and performance solutions.
- Benefits: Enjoy enhanced parental leave, private healthcare, and professional development opportunities.
- Other info: Diverse and inclusive workplace committed to your growth and success.
- Why this job: Be part of a fast-growing company and make a real impact in the SaaS industry.
- Qualifications: Proven experience in SaaS sales with strong negotiation skills.
The predicted salary is between 50000 - 70000 € per year.
Totara is a global learning, engagement and performance platform serving enterprise, government, and public sector organisations. Backed by a committed private equity investor, Totara is in an exciting phase of fast-paced growth, fuelled by both organic expansion and strategic mergers & acquisitions. We are building a world-class, scalable commercial organisation to respond to market demand and accelerate growth, expand our direct UK market presence, and increase enterprise value over the coming years.
We are seeking a Senior Account Executive – New Business to help accelerate our growth in the UK commercial market. This is a senior, hands-on hunter role, focused on winning larger, more complex deals with midmarket and enterprise organisations. This role is ideal for an experienced SaaS seller with a strong track record in learning and development, HR technology, or LMS solutions, who is motivated by closing meaningful deals, influencing buyers, and building a long-term career with a market leader. We’re looking for someone who is hungry, energetic, and commercially sharp, with the confidence to operate at senior buyer level. You’ll work closely with SDRs, Marketing, and Sales Leadership to drive engagement, generate pipeline, and convert opportunities into high-value wins.
Responsibilities:
- New Business Sales
- Own the full sales cycle for new logo acquisition in the UK commercial market
- Target midmarket to enterprise organisations with complex buying processes
- Lead discovery, solution design, commercial negotiation, and deal close
- Build strong multistakeholder relationships across L&D, HR, Compliance, IT, and Procurement
- Pipeline & Market Engagement
- Work closely with the SDR team to drive outbound engagement and opportunity creation
- Partner with Marketing on campaigns, events, and targeted account activity
- Proactively identify, qualify, and progress high value opportunities
- Maintain a healthy, predictable pipeline aligned to revenue targets
- Collaboration & Deal Excellence
- Act as a trusted advisor to prospects, demonstrating deep understanding of learning, performance, and organisational development challenges
- Collaborate with presales, partners, and internal stakeholders to deliver compelling proposals
- Accurately forecast, manage CRM hygiene, and report against targets
Knowledge, Skills and Experience:
- Proven experience as a New Business / Hunter Account Executive in SaaS
- Track record of closing larger, complex deals with multiple stakeholders
- Experience selling into the Learning & Development, HR, or Talent market
- Strong commercial acumen and negotiation skills
Highly Advantageous:
- Direct experience selling LMS platforms or adjacent learning technologies
- Familiarity with partner-led or hybrid go-to-market models
- Experience working closely with SDR teams to build pipeline
Personal Attributes:
- Self-starter with strong drive and resilience
- Comfortable owning outcomes and being accountable for results
- Consultative, credible, and able to influence at senior levels
- Motivated by growth, progression, and earning potential
Perks and Benefits:
- Enhanced Parental Leave
- Private Healthcare
- Life Insurance 4x Salary
- Professional Development Opportunities
- Annual Wellbeing Allowance
- New Joiner home working set-up allowance
- Additional Paid Leave: Birthday off, Working days between Christmas and New Years Eve
We’re committed to building a diverse, equitable and inclusive workplace where everyone feels they belong. We welcome applications from people of all backgrounds, identities and experiences, and we’re happy to make adjustments to support you through the recruitment process - please just let us know.
Senior Account Executive employer: Totara Learning Solutions
At Totara, we pride ourselves on being an exceptional employer, offering a dynamic work culture that fosters collaboration and innovation. Our commitment to employee growth is evident through our professional development opportunities and supportive environment, making it an ideal place for ambitious individuals looking to thrive in the fast-paced SaaS industry. With attractive benefits such as enhanced parental leave and a focus on diversity and inclusion, Totara is dedicated to ensuring every team member feels valued and empowered to succeed.
StudySmarter Expert Advice🤫
We think this is how you could land Senior Account Executive
✨Tip Number 1
Network like a pro! Get out there and connect with people in the industry. Attend events, join online forums, and don’t be shy about reaching out on LinkedIn. The more connections you make, the better your chances of landing that Senior Account Executive role.
✨Tip Number 2
Showcase your expertise! When you get the chance to chat with potential employers, make sure to highlight your experience in closing complex deals and your understanding of the learning and development space. We want to see that you can bring value right from the start!
✨Tip Number 3
Prepare for those interviews! Research Totara and its competitors, understand their products, and think about how you can contribute to their growth. Being knowledgeable will help you stand out and show that you’re genuinely interested in the role.
✨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 serious about joining our team and contributing to our exciting growth journey.
We think you need these skills to ace Senior Account Executive
Some tips for your application 🫡
Tailor Your CV:Make sure your CV is tailored to the Senior Account Executive role. Highlight your experience in SaaS sales, especially with complex deals and multiple stakeholders. We want to see how your background aligns with our needs!
Craft a Compelling Cover Letter:Your cover letter is your chance to shine! Use it to showcase your passion for learning and development, and explain why you're the perfect fit for Totara. Let us know how you can help accelerate our growth in the UK market.
Showcase Your Achievements:When detailing your experience, focus on your achievements. Share specific examples of deals you've closed and how you've built relationships with key stakeholders. We love numbers, so if you can quantify your success, even better!
Apply Through Our Website:We encourage you to apply through our website for a smoother process. It helps us keep track of applications and ensures you don’t miss out on any important updates. Plus, it’s super easy!
How to prepare for a job interview at Totara Learning Solutions
✨Know Your SaaS Stuff
Make sure you brush up on your knowledge of SaaS, especially in the context of learning and development. Be ready to discuss your past experiences with complex deals and how you've navigated multi-stakeholder environments.
✨Showcase Your Hunter Mentality
Prepare examples that highlight your success in new business acquisition. Talk about specific strategies you've used to engage midmarket and enterprise organisations, and how you’ve closed significant deals in the past.
✨Build Relationships Before the Interview
If possible, connect with current employees or follow Totara on social media. Understanding their culture and values can help you tailor your responses and show that you're genuinely interested in being part of their team.
✨Prepare for Scenario Questions
Expect questions that assess your problem-solving skills and ability to influence senior buyers. Think of scenarios where you've had to negotiate or overcome objections, and be ready to share how you achieved successful outcomes.
