Mid-Market Account Executive (AE) in Sheffield

Job Title: Mid-Market Account Executive (AE)
Salary: Competitive Salary , with commission available for this role
Reports To: Commercial Director
Location: Hybrid / Remote Working with occasional travel to Vantage House, Sheffield and customer sites.

• Pension : Auto-enrolmentin accordance withthe Company’s pension scheme.
• Holiday Entitlement: 31 days per annum (made up of 23 days annual holiday and 8 public/bank holidays).
• BUPA: Private medical insurance following Probation Period.
• Sick Pay: Company sick pay at full salary for up to 10 days per year.

Closing Date: 18th September

Interviews: To commence 21st September

About the Role

We are looking for a commercially driven and consultative Mid-Market Account Executive to support the continued growth of Vantage Technologies by converting qualified opportunities into long-term customers.

The successful candidate will combine the curiosity of a consultant, the resilience of a hunter and the discipline of a structured sales professional. They willbe responsible formanaging the full sales cycle from discovery through to contract signature, helping prospective customers solve complex challenges through Vantage’s connected platform and core capabilities.

Working closely with SDRs, Marketing, Customer Success and Product teams, the Account Executive will build trusted relationships, uncover business challenges, position value-led solutions and consistently deliver against ambitious revenue targets.

This role is ideally suited to an individual with a minimum of 18 months’ experience in a software or SaaS sales environment who has a proventrack recordof exceeding targets and closing new business opportunities.

Success within this role will be measured through Annual Recurring Revenue (ARR), pipeline progression, conversion rates, forecastingaccuracyand customer acquisition.

Work Relationships

Reporting to the Commercial Director

Engaging with:

• Prospective customers and key decision makers.
• Internal stakeholders across Commercial, Customer Success, Product and Support teams.
• SDRs to support opportunity qualification and progression.
• Marketing to support campaigns,eventsand lead generation activities.
• Customer Success teams to ensure a successful customer handover and long-term customer outcomes.

Responsibilities

Consultative Discovery & Qualification

• Conduct structured discovery meetings to understand customerobjectives,challengesand priorities.
• Qualify opportunities using BANT and MEDDICC methodologies.
• Build value-led business cases aligned to customer outcomes.
• Develop relationships with multiple stakeholders throughout the buying process.
• Identifycustomer pain points and position relevant solutions.

Connected Platform Selling

• Position Vantage as a connected platform rather than a collection of standalone modules.
• Demonstrate how multiple core capabilities work together to deliver greater organisational value.
• Identifyopportunities to broaden customer requirements and maximise platform adoption.
• Promote long-term partnership rather than point-solution purchasing.
• Support customers in understanding the wider value available across the Vantage platform.
• Manage opportunities from qualification through to Closed Won.
• Deliver compelling demonstrations,presentationsand commercial proposals.
• Create and execute strategic deal plans.
• Negotiate commercial agreements within company guidelines.
• Manage procurement and contracting processes whererequired.
• Drive opportunities through each stage of the sales cycle.
• Progress qualified opportunities generated through SDR and Marketing activity.
• Generateadditionalopportunities through proactive prospecting and account development.
• Maintain a healthy pipeline with sufficient coverage against targets.
• Develop account plans to maximise revenue opportunities.
• Identifyrisks and actionsrequiredto progress opportunities successfully.

CRM & Forecasting

• Maintainaccuratecustomer and opportunity records within HubSpot.
• Record all activity,notesand qualification information.
• Ensureaccuratepipeline management and forecasting.
• Participate in weekly deal reviews and forecasting meetings.
• Maintain CRM compliance standards.
• Develop a strong understanding of Vantage products,solutionsand target markets.
• Maintain awareness of competitor offerings and market trends.
• Understand the challenges facing Healthcare, Social Care,Charityand Not-for-Profit organisations.
• Share customer and market intelligence with the wider business.
• Support continuous improvement of sales processes and messaging.

Key Performance Indicators (KPIs)

The Account Executive will be accountable for:

Revenue Metrics

• Closed Won ARR.
• Quarterly Revenue Performance.
• Annual Revenue Performance.
• Average Contract Value.
• Opportunity Progression Rates.
• Self-Generated Pipeline Contribution.

Sales Effectiveness Metrics

• Win Rate.
• Proposal-to-Win Conversion Rate.
• Multi-Capability Sales.

Forecasting Metrics

• Forecast Accuracy.
• Opportunity Stage Compliance.
• Opportunity Ageing.

Commercial Metrics

• Contribution to revenue growth.
• New Customer Acquisition.
• Long-Term Customer Value.

Experience & Skills

• Minimum 18 months’ experience closing B2B software or SaaS solutions.
• Proventrack recordof achieving or exceeding sales targets.
• Experience managing a full sales cycle from discovery through to close.
• Strong working knowledge of BANT and MEDDICC qualification methodologies.
• Consultative and value-led sales approach.
• Excellent communication,presentationand negotiation skills.
• Experience engaging senior stakeholders and decision makers.
• Strong CRM discipline and forecasting capability.
• Ability to manage multiple opportunities simultaneously.
• Commercially focused and target driven.
• Willingness to travel whererequired.
• Experience working within a SaaS or software organisation.
• Experience using HubSpot.
• Experience selling into Healthcare, Social Care,Charityor Public Sector organisations.
• Experience selling software platforms rather than standalone solutions.
• Understanding of value-based selling methodologies.

Personality

• Winner’s mentality witha strong desireto succeed.
• Hunter mindset and motivated byacquiringnew business.
• Commercially ambitious and target driven.
• Naturally curious and consultative.
• Confident and credible with senior stakeholders.
• Resilient anddeterminedwhen navigating complex sales cycles.
• Proactive and highly organised.
• Professional and customer focused.
• Passionate about helping customers achieve meaningful outcomes.
• Driven to sell long-term partnerships and the full Vantage connected platform.

Register your interest

Job role: Mid-Market Account Executive (AE)

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