Senior Account Executive - Outbound Mid Cap/Enterprise Sales

Figma

Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. Figma’s platform helps teams bring ideas to life—whether you're brainstorming, creating a prototype, translating designs into code, or iterating with AI. From idea to product, Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world. If you're excited to shape the future of design and collaboration, join us! We are looking for an Account Executive, Mid-Market who will play a critical role in driving sales and maximizing revenue with our customers. You will be responsible for targeting, building and nurturing positive relationships with key decision-makers, understanding complex business needs, and delivering innovative solutions across our product suite. This is an opportunity to accelerate your career, learn from leading sellers in the industry and build an incredible network of cross functional partners at Figma. This is a full time role in our London office within a hybrid environment. What you'll do at Figma: * Create and manage a pipeline of Mid-Market accounts from inbound and outbound activity to consistently meet or surpass sales targets * Apply effective discovery and value-selling techniques to build and strengthen relationships with key decision-makers in both new and existing customers (500-5000 FTEs) * Align with executives on business challenges and gain sponsorship for enterprise wide deployments for a suite of products, identifying where Figma’s roadmap and innovations fit in the long term * Conduct thorough analysis to create account plans that outline company priorities and initiatives, multi-threading at senior level to build on expansion opportunities * Manage a book of business by tiering accounts and initiating techniques to save contractions * Co-create with cross-functional partners to expertly position Figma, drive deals forward and ensure customer success * Leverage opportunities to advance executive level relationships through in-person meetings and networking opportunities We'd love to hear from you if you have: * Experience closing sales, over multiple years, for a software or SaaS business with a book of customers (<5000 FTEs), selling to executives * Consistent performance meeting pipeline generation targets for net new business * Demonstrated experience successfully managing complex sales cycles (3-9 months) * A sales methodology and process that creates value for customers While it’s not required, it’s an added plus if you also have: * Experience selling solutions to technical audiences at executive level (i.e. Engineering, Product, Design teams) * Demonstrated ability to succeed in a changing environment * Certified in deal qualification and prospect discovery At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you’re excited about this role but your past experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles. At Figma we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our product and our community to flourish. Figma is an equal opportunity workplace - we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, veteran status, or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to accommodations-ext@figma.com. These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities.  Examples of accommodations include but are not limited to:  * Holding interviews in an accessible location * Enabling closed captioning on video conferencing * Ensuring all written communication be compatible with screen readers * Changing the mode or format of interviews  To ensure the integrity of our hiring process and facilitate a more personal connection, we require all candidates keep their cameras on during video interviews. Additionally, if hired you will be required to attend in person onboarding. By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with Figma's Candidate Privacy Notice.

Mirakl

About Mirakl:   Founded in 2012, Mirakl has been at the forefront of marketplace innovation, empowering every business to compete in the platform economy. Today, Mirakl’s operating system combines an enterprise marketplace solution (Mirakl Platform) that enables retailers and B2B organizations to launch, scale, and operate marketplaces and dropship, AI-powered multichannel selling (Mirakl Connect), retail media (Mirakl Ads) and an agentic commerce infrastructure (Mirakl Nexus). With dual headquarters in Boston and Paris, Mirakl helps a global ecosystem of 450+ marketplaces (B2C and B2B) and a network of over 100k third-party marketplace sellers. Brands like Macy’s, Decathlon, Carrefour, Asos, and Airbus Helicopters use Mirakl to grow their businesses in new and remarkable ways.   For more information, visit www.mirakl.com.   Mirakl in Numbers: * 🗓️ Founded in 2012 | Member of French Tech Next40 * 👥 750+ employees in 9 offices worldwide: Paris, Barcelona, Bordeaux, Boston, London, Munich, New York, Sydney, Tokyo   Our Values: Working at Mirakl means accelerating your career alongside ambitious, passionate, and supportive colleagues. We're proud of the diversity of backgrounds, perspectives, and experiences that make our teams unique.   Our 5 values guide how we collaborate: * 💡 Work Hard Together: Teamwork and collaboration are the foundation of our success * 🏆 Get Things Done:  We prioritize action and efficiency for impactful results * 🚀 Go Above & Beyond:  We tackle challenges proactively and always aim for excellence * 🎓 Succeed Through Expertise: Knowledge sharing and continuous learning are core to our culture * 🤝 Satisfy & Empower Clients: We're committed to our clients' success   ENTERPRISE ACCOUNT EXECUTIVE - MIRAKL ADS   THE TEAM YOU'LL JOIN You'll be part of our EMEA Ads team led by Octavie Gosselin, VP Ads. The team consists of 7 professionals covering the EMEA region. Together, you'll be empowering businesses to monetise their ecommerce web traffic across both marketplace and first-party offerings while delivering more value to advertisers, marketplace sellers, and publishers.   YOUR IMPACT * Develop and execute a go-to-market sales strategy for Mirakl Ads across EMEA territory, owning quota attainment through a structured, repeatable approach to new customer acquisition within retailer and marketplace operator. * Manage the full end-to-end sales cycle (typically 5 to 9 months) across all stages: prospecting and outbound engagement, discovery and business case development, technical validation with the solution engineering team, commercial negotiation with procurement and legal, and contract closure. * Build deep expertise in Mirakl Ads and act as a trusted advisor on retail media monetisation strategies, sponsored product mechanics, and advertiser ROI, positioning Mirakl's differentiators against competing retail media solutions. * Navigate complex retailer organisations to build and maintain senior-level relationships with the key decision-makers driving retail media initiatives, including: Chief Digital Officers, VP/Heads of eCommerce, Heads of Retail Media or Monetisation, CMOs, as well as engaging technical and legal stakeholders throughout the process * Own and grow a healthy, multi-stage pipeline, partnering closely with Solutions Engineering, Product, Customer Success, and Legal teams to accelerate deal progression and ensure a smooth transition to onboarding post-signature   EXPERIENCE * 6+ years of quota-carrying experience in SaaS or Ad-tech/Retail Media sales, with a consistent track record * Proven ability to manage and prioritise a pipeline, accelerating sales cycles to deliver against quarterly and annual revenue goals * Skilled in solution selling and ROI-based selling, with experience engaging technical and business stakeholders across multiple levels (from practitioners to C-suite) * Negotiation skills with a track record of closing mid-to-large enterprise deals * Experience using CRM tools (e.g. Salesforce) to manage forecasting, pipeline hygiene, and reporting Nice to Have * Familiarity with the programmatic advertising ecosystem: DSPs, ad servers, APIs, and data-driven media buying * Experience in marketplace platforms or eCommerce environments * Comfortable leveraging AI-powered sales tools (e.g. Gong, Dust) to improve prospecting, call preparation, and deal reviews * Additional European language (French, German, Spanish) is a plus Languages * English: C2 level (required)  WE KEEP IT TRANSPARENT AND TIMELY. HERE’S WHAT TO EXPECT: 1. Introductory call : A conversation to learn about your background and motivations, and to answer your questions about Mirakl, the team, and the role. 2. Business interview Meet the hiring manager to discuss your experience, problem‑solving approach and impact. 3. Values Interviews : Meet with team members from different functions to explore your alignment with our core values and ways of working. 4. Final decision & offer : We consolidate feedback quickly and aim to share decisions without delay. If successful, we’ll walk you through the offer details, benefits, and next steps. BENEFITS AT MIRAKL : * Public Transport Pass: 50% reimbursement on your monthly public transport subscription. * Health Insurance: Flexible coverage tailored to individual or family needs, with Mirakl contributing to your plan. * Meal Allowance: Mirakl provide a monthly meal allowance. * Hybrid Setup: 4 days in-office & 1 day remote. * Pension & Life Insurance: Mirakl contributes monthly to your pension and covers 100% of life insurance premiums.  * ClassPass forfait: Enjoy access to 40,000+ gyms and wellness studios worldwide with a no-commitment ClassPass membership. * Paid Time Off: paid vacation days per calendar year.   We welcome collaborators with their diverse perspectives and experiences to power us forward. These often far exceed conventional job requirements and help us create a culture of continuous learning. If you’re ready to join a global leader powering digital transformation for 450+ of the world’s most innovative retailers and B2B organizations. As part of our recruitment process, Mirakl processes your personal data to review and manage your application and, where appropriate, to consider your profile for future opportunities. You can exercise your data protection rights at any time, and as further detailed in our policies. For more information about how we process your personal data and your rights, please consult our Recruitment Privacy Notice, here in English and here in French.  We may use Artificial Intelligence (AI) solutions to help streamline our hiring process, including screening applications, analyzing resumes, and assessing responses. While AI helps us work efficiently, all final hiring decisions are made by humans. For more information, visit our AI Guidelines for Candidates and Interviews.

Payhawk

Company Mission Payhawk is a leading global spend management solution for scaling businesses. Headquartered in London and combining company cards, reimbursable expenses and accounts payable into a single product; its future-facing technology enables finance teams to control and automate company spending at scale. The Payhawk customer base includes fast-growing and mature multinational companies in 32 countries including LuxAir and Wagestream. With offices in New York, London, Berlin, Munich , Barcelona, Paris, Amsterdam, Vilnius and Sofia; Payhawk is backed by renowned investors such as Lightspeed Venture Partners, Greenoaks, QED Investors, Bek Ventures and Eleven Ventures. Our values include supporting flat hierarchies, taking ownership and responsibility, seeking and providing feedback, managing constructive critique, and speaking our minds. We understand that the best ideas don’t all come from the same place, so we encourage diversity and inclusion in all areas of our work. The future of fintech is about more than money, and we believe in work-life balance, continual learning, and empowered teams. We’re also on a journey to measure and improve our environmental and social impact. From virtual cards to digital subscriptions, our software and automation help take paper out of the equation for our customers, too. We’re changing the world of payments, and we’re looking for an exceptional team to help us.    About the Role We are seeking an experienced and motivated Mid-Market Account Executive to join our fast-growing sales team. This is a critical role in driving our company's growth, and you will play a pivotal role in expanding our customer base and revenue. We expect you to be a reliable professional, able to balance customer orientation and a results-driven approach. Responsibilities * Identify and prospect new business opportunities within the target market of companies above 300 employee size across various industries. * Execute multithreading , utilising diverse channels such as cold calling, strategic email campaigns, social selling and networking. * Run effective and high quality discovery calls with prospects to identify the root cause of process challenges and quantify the impact. * Qualify leads and conduct thorough research to understand prospects' business needs, challenges, and pain points. * Conduct effective sales presentations and product demonstrations with senior executives to showcase the Payhawk value proposition.  * Develop and maintain strong relationships with key decision-makers, influencers, and stakeholders within target organisations.  * Proactively manage the entire sales process, from initial contact to deal closure, ensuring a smooth and efficient transition to the account management team. * Consistently exceed individual sales targets and performance metrics. * Maintain accurate and up-to-date records of all sales activities, customer interactions, and opportunities using our CRM system, Salesforce. Requirements * At least 3+ years of experience at a B2B SaaS company in a net-new business sales role * Experience selling to businesses with more than 300 FTEs * Track-record of cold outbound pipeline generation to ensure consistent forecasting and sales volume * Track record of previously closing multiple 6 figure ARR SaaS deals * Demonstrated excellence as a top performer in a sales environment * Experience of expanding and upselling a portfolio of defined accounts (20% of your time) * Strong problem-solving and analytical skills with the ability to identify customer needs and tailor solutions accordingly  * Excellent communication/presentation skills with a highly organised approach to work * Excited to work in an AI-first environment, actively using AI tools to move faster, cut repetitive work and have more impact Company Benefits * 30 days holiday paid leave * Competitive compensation package + pension scheme  * Exchange policy to another Payhawk office (Amsterdam, Paris, Berlin, Barcelona, Sofia) * Regular team-wide events * Fora Membership & Benefits (Gym, Spa and Fitness classes included) * Classpass * Opportunity to use the Payhawk product with a monthly travel allowance. Please note that unfortunately we cannot provide visa sponsorship, and to be considered for this role, candidates must be able to provide proof of their eligibility to work in the UK. Payhawk is an Equal Employment Opportunity Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status.