Enterprise Account Executive

Smartsheet

For over 20 years, Smartsheet has empowered teams to manage work seamlessly and scale solutions smarter. Now, in our most ambitious chapter yet, we are uniting human teams with AI agents. By orchestrating the work agents do best, automating manual tasks and uncovering insights at scale, we create the space for people to focus on what truly matters: judgment, creativity, and big thinking. That is magic at work, and it’s what we show up for every day. Smartsheet is looking for an Enterprise Account Executive to join our EMEA organisation. You will be responsible for increasing software and services sales by expanding existing customers' adoption along with targeting new logo acquisition. This is an incredibly exciting opportunity to help build out a strategically important vertical for Smartsheet. This role is based at Smartsheet in London, UK (hybrid or UK, remote eligible) and reports to a Regional Director, Enterprise Sales. You Will: * Exceed quarterly and annual software and services sales quotas * Lead primary and secondary account teams by partnering with Solution Engineering, Consulting, Customer Success, Customer Outcomes, Marketing and Sales Development * Develop short and long-term growth and renewal strategies across your customer base * Balance tactical execution whilst ultimately targeting complex, high-value solution-based deals * Proactively develop unsolicited proposals that align with customer initiatives and position Smartsheet as an enterprise software solution provider * Accurately forecast sales opportunities, while tracking and using critical metrics that predict sales success * Perform other duties as assigned   You Have: * 7+ years of experience selling enterprise software or services * Demonstrable track record of exceeding assigned quotas and receiving recognition for high-performance * Demonstrable experience building relationships with senior line-of-business leaders, IT executives and operational managers within Enterprise organisations (>10,000 employees) * Understanding and experience of selling directly and through partners * Proven ability to manage a large and diverse pipeline of sales opportunities * Proven experience in developing successful go-to-market strategies * Proven experience executing complex, solution-based strategic sales processes * World class sales basics in terms of pipe generation approaches, territory planning, account planning and deal execution * Highly accountable for actions and performance * Resilient and adaptable to change * High integrity with the ability to build trust * Excellent instinct and judgment to make sound choices * Strong self awareness in terms of strengths, weaknesses and where to have the highest impact * Comfort in ambiguity with the ability to translate complexity into clarity * High humility with a mindset of continuous improvement * Curious, creative and able to respectfully challenge * Self-motivated and driven by a need to make a difference * Provides leadership by leveraging collective strengths, providing vision and by buying into collective objectives * Legally eligible to work in the UK on an ongoing basis Perks & Benefits: * Employer-paid Private Medical and Dental, additional cost for family members * Monthly contributions toward your pension * Monthly stipend to support your work and productivity * 25 days paid for Holiday + Bank Holidays + Flexible Time Away Program * 20 weeks fully paid Maternity Leave * 12 weeks fully paid Paternity/Adoption Leave * Personal paid Volunteer Day to support our community * Opportunities for professional growth and development including access to Udemy online courses * Company Funded Perks including a counseling membership, salary sacrifice options, and your own personal Smartsheet account. * Teleworking options from any registered location in the UK (role specific)   Get to Know Us: At Smartsheet, your ideas are heard, your potential is supported, and your contributions have real impact. You’ll have the freedom to explore, push boundaries, and grow beyond your role. We welcome diverse perspectives and nontraditional paths—because we know that impact comes from individuals who care deeply and challenge thoughtfully. When you’re doing work that stretches you, excites you, and connects you to something bigger, that’s magic at work. Let’s build what’s next, together. Equal Opportunity Employer: Smartsheet is an Equal Opportunity (EEO) employer committed to fostering an inclusive environment with the best employees. It is our policy to provide equal employment opportunities to all qualified applicants in accordance with applicable laws in the US, UK, Australia, Germany, Costa Rica, Japan, Bulgaria, India, and Singapore. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information.  If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.   #LI-Remote

Beam

At Beam, you get to do work that matters for the world. We’re solving the world's toughest social problems with an incredible team, tech and AI. And we’re growing fast 🚀 It’s not easy. Nothing worth doing ever is. Join a company at the forefront of social impact, driving first-of-its-kind positive change. You’ll be part of a high-performance culture where you'll make a huge impact, rapidly progress your career, and truly enjoy your work. From top-tier coaching and personal development budgets to competitive salaries, we take care of everyone who works at Beam. We’ve already seen incredible growth from our Beam Notes product, helping frontline workers save over 8 hours of admin per week. From social workers and NHS clinicians to mental health practitioners and safeguarding specialists, nearly 100,000 frontline workers across the UK, US and Australia are now using Beam Notes regularly to deliver faster, more human-centred support. THE OPPORTUNITY This isn't just another enterprise sales role. This is a rare opportunity to be the architect of our next major growth engine. We are a high-growth, mission-driven Series A tech startup that has identified a significant, untapped market: large-scale government contractors. The early signals are strong, with initial deals already hitting 6-figure ACVs and a clear path to 7-figure, landmark partnerships that will lay the foundation for our international expansion. We're looking for an Enterprise Account Executive to build this vertical from the ground up. You will not be inheriting a playbook; you will be co-authoring it. You will have the autonomy to define the go-to-market strategy, test new approaches, and shape the future of what could become our most significant business unit. If you are a builder who is hungry to create a legacy and thrives on closing complex, high-impact deals, this is your defining career move. YOUR MISSION * Architect and Close Landmark Deals: You will own the full sales cycle for our most strategic accounts in this new vertical. You will command a complex, 6+ month sales process from initial outreach and strategic mapping to C-suite negotiation and signature. * Build the Go-to-Market Playbook: As the pioneer in this vertical, your insights will be the foundation of our sales motion. You will systematically test, learn, and document the strategies, messaging, and processes that will enable us to scale and repeat success. * Orchestrate Complex Stakeholder Networks: You will be the central point of contact, masterfully navigating and influencing a complex web of stakeholders, from C-level executives and procurement officers in the contracting organisations to policy leaders and operational heads within government agencies. * Execute with Precision: Employ a rigorous, MEDDPICC-informed methodology to qualify opportunities with discipline, run deep discovery to uncover critical business pains, and build unassailable business cases that tie our solution to transformative outcomes. * Co-create Visionary Solutions: Partner closely with our C-Suite, Product, and Delivery teams to design bespoke, enterprise-level solutions and pilot programs that not only win deals but also ensure our clients achieve incredible, measurable success. WHAT YOU'LL BRING TO THE TABLE * A Track Record of Enterprise Excellence: You have a history of exceeding quota by closing complex, multi-year SaaS deals with an ACV of £100k+. You've seen 7-figure deals and have the ambition and skill to find them. * Expertise in Complex Procurement: You have direct experience selling into complex environments such as the public sector or within regulated industries (e.g., finance/health). You know how to navigate intricate procurement cycles, tenders, and framework agreements. * An Entrepreneurial Builder's Mindset: You are a self-starter who excels in ambiguity. You see a blank slate not as a challenge, but as an opportunity. You have a knack for creative prospecting and pipeline generation and are driven to build something from scratch. * C-Suite Credibility & Executive Presence: You communicate with gravitas and clarity. You are a natural at building rapport with senior executives, leading high-stakes meetings, and becoming a trusted advisor. * Strategic Discipline (MEDDPICC or similar): You view a structured sales methodology not as a framework to follow, but as a strategic tool to gain control, mitigate risk, and forecast with accuracy in complex environments. * A Deeply Held Mission-Driven Ethos: You are motivated by more than just the commission; you want your work to have a tangible, positive impact on society. SUCCESS IN THIS ROLE MEANS * Consistently exceeding your revenue targets through a portfolio of high-value, multi-year partnerships. * Building a robust, predictable pipeline that establishes our success in the vertical. * Successfully creating and validating the GTM playbook that the future sales team will be built upon. * Becoming the go-to expert and a trusted advisor for senior leaders within our target accounts. PERKS * Generous EMI-qualifying share options * Access to therapy, coaching, classes & content - powered by Oliva * Your own financial well-being coach, through Bippit * Generous Holiday - 25 days with 3 additional days over the Christmas period + bank holidays * Work remotely up to 6 weeks a year * Eligible for a 6-week sabbatical after 3 years in service * Nursery scheme through Gogeta * Healthcare cover through Benenden Health * Enhanced parental leave: Primary Caregiver leave 18 weeks and Secondary Caregiver leave 4 weeks * £200 WellBeam budget for activities enhancing wellbeing and professional development * Annual membership to Shoreditch Exchange gym (London office only) * Pension scheme where we contribute 3% of your salary and you contribute 5%. * Free subscription to the Calm meditation app * Discounted bike and accessories with Cyclescheme, and tech products with Techscheme ABOUT BEAM Our team of 200+ embraces a hybrid working approach, enjoying 2-3 days of vibrant collaboration in our beautiful Shoreditch co-working space, fully equipped with rooftop views, an onsite barista and kitted out gym. We’ve picked up an armful of awards for our work, including one from our former Queen. We've also been named by WIRED as one of London's 10 hottest startups and by LinkedIn as a Top 15 UK Startup. Meanwhile, we've been covered in the media literally thousands of times, including the likes of The FT, BBC, TechCrunch, Forbes and The Guardian. We’re also proud to be backed by some of the world's leading tech investors and entrepreneurs, including the founders of Booking.com, Calm, Shazam and Dropbox. Start your journey to a more impactful career today. We're excited to hear from you. Reasonable adjustments: Beam is committed to fostering an inclusive, diverse, and supportive work environment for all employees. This policy extends to our hiring practices. We recognise that some candidates may need additional support during their hiring process to give them the best chance of being a success. To ensure that all candidates have an equitable opportunity during their process, we are committed to providing reasonable adjustments where required. If you require a reasonable adjustment to be made during your process, please let your Talent Partner know. We encourage you to share this information, but there is no obligation to do so. Please be reassured that any reasonable adjustment requests will not be taken into account when making a decision about your candidacy.

Elliptic

Ready to Take on a New Challenge in Enterprise Sales? Are you a driven, energetic sales professional looking for your next big adventure? Do you thrive on taking ownership, unlocking strategic accounts, and closing complex, high-value deals in a fast-paced environment? Are you excited by cutting-edge technology in a dynamic industry, and motivated by the opportunity to make a measurable impact; not just on your career, but on the world? If so, we want to hear from you. Where You’ll Make an Impact: * As an Enterprise Account Executive, you’ll join our high-performing EMEA sales team, reporting to the Regional Sales Manager and VP EMEA. You'll take full ownership of your territory and become a trusted advisor to stakeholders across the Crypto and Financial Services landscape. * You’re not just here to sell, you’re here to transform how leading enterprises combat crypto crime with Elliptic’s industry-leading compliance and investigation solutions. You’ll gain deep product expertise and apply your understanding of evolving global and regional regulations to build compelling business cases that speak directly to our customers’ pain points. This is an exciting opportunity for someone looking for a role where you can make an impact not just on the company you work for but also on the market you work in. Fascinating and challenging work is the norm - working at Elliptic is never boring! What you will do: * Run the full enterprise sales cycle, from pipeline generation to deal closure, across a territory with massive potential and that has considerable inbound interest. * Proactively identify, engage, and convert strategic enterprise accounts (including pre-defined targets and new prospects). * Develop and execute multi-threaded sales strategies to engage diverse stakeholders (compliance, legal, risk, procurement, tech, C-level). * Handle 5-, 6- and 7-figure deal cycles with skill, creativity, and precision leveraging persuasion, influence, and value based selling techniques. * Drive account expansion through timely up-sell and cross-sell opportunities, maximizing value delivered to our customers. * Partner with global peers to collaborate on multi-region and strategic global accounts with long-term growth potential. * Collaborate with internal sales engineers, product experts, customer success, and marketing, as well as partner channels, to expand your reach and velocity. * Stay ahead of industry shifts and translate emerging challenges into opportunities for Elliptic’s solution suite. * Represent Elliptic at key industry events and conferences to strengthen relationships and identify new prospects. * Be an ambassador of the Elliptic brand, living our values of curiosity, trust, and action in every interaction. What you will achieve in the first 6 months: * Completed Elliptic's product certifications and onboarding processes. * Mapped your territory, identified your top 20 target accounts, and built a qualified pipeline of at least 3x your quarterly quota through a combination of inbound, outbound, and partner-sourced opportunities. * Identified upsell or cross-sell motion in an existing Elliptic account in your territory and have it actively in play to build a qualified pipeline of at least 2x of your quarterly quota through proactive whitespace mapping and engagement in collaboration with the Customer Success Managers. * Run complete discovery cycles with at least 10 enterprise prospects, using the Value Pyramid to connect client pain points to our solutions, applying MEDDPPICC to qualify or disqualify with confidence, and have a clear view of what you're walking away from and why. * Progressed at least 2 opportunities to late-stage negotiation and closed your first deal, demonstrating you can manage the full enterprise cycle from initial engagement through legal and procurement. * Built multi-threaded relationships across your strategic accounts - compliance, risk, and C-suite - not just a single champion per account. * Earned a reputation internally with your SE, CS, marketing, and partner team as a well-prepared, collaborative account owner who closes the loop and uses internal resources without wasting them. You will be a great fit here if you are: * A driven, tenacious “hunter” who thrives on owning their number and finding creative ways to exceed it. * Experienced in B2B enterprise SaaS and/or DaaS sales within RegTech, FinTech, and/or Crypto. * A proven track record of consistently closing successful enterprise deals across multiple years and companies. * Comfortable leading complex, long-cycle and large deals involving multiple stakeholders, but also agile enough to take on quick-close 5-figure deals. * Commercially curious, you ask smart questions, seek to understand the "why" behind a customer’s problems, and use those insights to tailor impactful solutions. * Confident, consultative, and persuasive, able to build strong stakeholder relationships at all levels, from mid-level managers to C-suites. * A collaborative team player, independent yet never a “lone wolf.” You value and engage support from your pack. * Agile, resourceful, and fearless, you see opportunity where others see blockers and know how to create inroads where none appear to exist. * Willingness to travel to customers and industry events and conduct business face to face. Our ideal candidate has: * Excellent oral and written communication skills and the ability to establish meaningful relationships with C-suite and executive stakeholders. * Technical acumen with the ability to establish credibility with technical decision makers. * Driven and solutions-oriented: you know how to navigate roadblocks and keep deals moving forward. * Familiarity with the MEDDPPICC methodology and Value Based Selling. * Proficiency in CRM systems (HubSpot or similar), LLMs and other AI-driven prospecting and work efficiency tools. * Passionate about generative AI and excited to help customers navigate a rapidly evolving industry. Bonus Points for: * An existing network of connections across the Banking, Financial Services, and Insurance (BFSI) space. * Fluency in French, German, Spanish, or Italian. * A proven use case and understanding of agentic AI is a strong plus. Ultimately we are looking to hire those who want to be the future leaders in the industry, super intrigued by Crypto and have an awesome mindset to learn so if you don’t meet all the criteria still do apply! Benefits: * Competitive salary * Share Options * Holiday - 25 days * Private Health Insurance * Collaborative, flexible and friendly environment: We understand that flexibility is the key to maintaining a healthy work-life balance. * Social events, which include regular team lunch on us, quarterly full day events and an annual company 3-day event - this year these are taking place virtually * Personal training budget & LinkedIn Learning subscription We know Diversity and Inclusion is much deeper than just hiring, but it’s important for us to mention it here. We welcome and embrace individuals of all backgrounds and identities at Elliptic, and this is an ongoing priority for us. We know incredible people don’t all think in the same way. We want to be challenged every day. We believe our diverse team of individuals underpins this by bringing creative thinking and innovation to Elliptic every day. We are committed to creating a diverse, inclusive and equitable workplace, so we welcome applications from everyone, even if you may not think you fit all of the requirements of our roles. We foster an environment of psychological safety, where everyone feels comfortable to bring their whole self to work.