About the position
ENVIRONMENT:
Our client provides an integrated, cloud-based business management platform that brings finance, operations, sales and customer management together in one system. As our client expands into the mid-market and enterprise segments, they are looking for an experienced, commercially driven SaaS Sales Executive to drive new business acquisition and recurring revenue growth. The successful candidate will be responsible for engaging business owners, C-suite executives and senior decision-makers, understanding their operational and commercial challenges, and demonstrating how integrated business software can deliver measurable business value.
This is a consultative, solution-based sales role requiring strong business acumen, an understanding of business processes and the ability to position technology as a solution to real business challenges. The successful candidate will work closely with sales leadership, product and customer success teams throughout the sales cycle, from prospecting and discovery through to demonstrations, proposals, negotiations and closing.
DUTIES:
Business Development and New Customer Acquisition
- Identify, qualify and develop new business opportunities within the mid-market segment.
- Proactively generate leads and opportunities through outbound prospecting, networking, referrals and inbound enquiries.
- Build and maintain relationships with business owners, executives and senior decision-makers.
- Develop a strong understanding of target industries, customer requirements and market opportunities.
- Drive new customer acquisition and contribute towards recurring SaaS revenue growth.
Consultative and Solution-Based Selling
- Conduct structured discovery sessions to understand customers' business processes, operational challenges and strategic objectives.
- Identify opportunities where integrated business management software can improve efficiency, productivity, visibility and cost management.
- Deliver tailored product demonstrations and presentations aligned with customer requirements.
- Develop compelling business cases that demonstrate commercial benefits, value and return on investment.
- Engage and influence multiple stakeholders across finance, operations, sales, IT and executive management.
- Position software solutions in a way that addresses customers' specific business challenges.
Sales Execution and Commercial Management
- Manage and progress opportunities through the sales pipeline, collaborating with the wider sales team.
- Prepare and present sales proposals, pricing and commercial solutions.
- Participate in negotiations and contract discussions, with support from sales leadership where required.
- Maintain accurate CRM records, opportunity tracking and sales forecasts.
- Achieve individual and collective monthly and quarterly sales targets, with a focus on new recurring SaaS revenue.
- Manage the sales process from initial engagement and discovery through to proposal, negotiation and deal closure.
Team Collaboration
- Work closely with sales leadership and colleagues to develop and convert business opportunities.
- Collaborate with product and customer success teams to align customer expectations and facilitate effective onboarding.
- Share market intelligence, competitor insights and customer feedback.
- Contribute towards improving sales processes, messaging and go-to-market strategies.
REQUIREMENTS:
Essential Requirements
- Minimum of 3 years' experience in B2B software or SaaS sales.
- Demonstrable experience selling software solutions to medium-sized and larger organisations.
- Proven track record of achieving or exceeding sales targets.
- Experience in consultative, solution-based and value-driven selling.
- Ability to navigate multi-stakeholder sales processes and longer sales cycles.
- Confidence engaging with business owners, C-suite executives and senior management.
- Strong business acumen and the ability to understand operational and commercial challenges.
- Excellent presentation, communication, relationship-building and negotiation skills.
- Experience using CRM, accounting and project management platforms such as HubSpot, Salesforce, Xero, Sage or Pipedrive.
- Strong organisational skills and disciplined sales pipeline management.
- Ability to work independently while contributing effectively within a collaborative sales team.
Advantageous Requirements
- Experience selling ERP, CRM or integrated business management platforms.
- Exposure to finance, accounting, procurement, inventory, HR or operational management software.
- Established relationships within the mid-market and enterprise business community.
- Experience with formal procurement processes, tenders and Requests for Proposals (RFPs).
- Experience working within a SaaS start-up or scale-up environment.
Desired Skills:
