Account Executive

Role Profile: Account Executive

Role Overview

The Account Executive sits within our Sales team and is focused on driving new business growth. In this position, you will be responsible for identifying, developing and closing new business opportunities. You’ll report directly to the CEO, who currently oversees the sales function, and work closely with our Pre-Sales, Marketing, Customer Success, Services, Product, and Engineering teams to ensure a coordinated and effective approach throughout the sales process.

This is a consultative sales role, suited to someone who enjoys understanding complex customer requirements, building strong relationships and managing opportunities through longer, multi-stakeholder sales cycles.

Responsibilities

• Own and deliver against a defined portfolio of sales opportunities, with full accountability for progressing opportunities and building a robust pipeline aligned to the Sales Plan and converting opportunities through to successful close via proactive nurturing, stakeholder engagement, and structured opportunity management.

• Lead relevant tender processes end-to-end, collaborating closely with colleagues particularly Pre-Sales Enterprise Consultants to develop tailored proposals and deliver high-quality submissions to prospective customers.

• Manage opportunities through to close in a timely and structured manner, ensuring alignment with sales quota objectives and accurate, up-to-date CRM records.

• Manage longer, consultative sales cycles where credibility, trust, persistence and effective stakeholder management are critical to success.

• Provide regular and structured reporting on sales activity, pipeline progression, and portfolio status using agreed reporting mechanisms.

• Proactively generate new opportunities within target markets and accounts through networking, market knowledge, account development and creative prospecting approaches.

• Adopt a consultative sales approach, actively listening to prospective customers to understand their business challenges, requirements and decision criteria, and positioning TestReach accordingly.

• Lead commercial discussions and negotiations, balancing the needs of the customer with the commercial objectives of TestReach and maintaining momentum towards close.

• Represent the organisation at sales and marketing events, including attending and delivering presentations where appropriate.

• Capture and share market intelligence, customer insights, and competitive feedback with relevant internal stakeholders to inform product, marketing, and strategic decisions.

• Contribute positively to team culture and performance, bringing energy, drive, and focus to support the organisation’s broader growth ambitions as the team continues to scale.

• Develop and execute formal account plans for priority prospects, mapping stakeholders, decision processes, competitive positioning, next steps and the strategy required to progress the opportunity.

• Develop and maintain strategic relationships across target accounts, including senior decision-makers, identifying opportunities to build relationships across multiple stakeholders and functions.

• Engage confidently with senior and executive-level stakeholders, relating TestReach's solution to their wider business objectives and challenges.

• Assist with the ongoing improvement of sales processes and system usage.

• Contribute to customer and prospect briefings, workshops and presentations where appropriate.

Experience

• Bachelor's degree in Business, Technology, or related discipline.

• At least 3–5 years' successful B2B sales experience, ideally within SaaS, technology or technology-enabled services, with experience managing complex, multi-stakeholder opportunities involving functions such as procurement, legal, IT and senior decision-makers.

• A proven track record of meeting or exceeding sales targets and managing pipeline and forecasts effectively.

• Experience applying structured qualification methodologies (e.g., BANT or similar) is an advantage.

• Excellent proposal writing and verbal communication skills with a keen eye for detail.

• An understanding of software implementation services or consultancy is an advantage.

• Ability to maintain cooperative working relationships with all levels across the company.

• Strong client relationship building skills.

• Experience of responding to tenders and selling into regulated industries

• Excellent collaboration, organisational and time management skills and the ability to work accurately and meet deadlines.

• Self-starter who plans their activity and works in a structured manner whilst recognising the importance of the team.

• Strong work ethic with ambition to progress and overachieve.

• Passionate about technology, technically savvy and proficient in office applications

• Experience using HubSpot is an advantage.

Experience

• Bachelor's degree in Business, Technology, or related discipline.

• At least 3–5 years' successful B2B sales experience, ideally within SaaS, technology or technology-enabled services, with experience managing complex, multi-stakeholder opportunities involving functions such as procurement, legal, IT and senior decision-makers.

• A proven track record of meeting or exceeding sales targets and managing pipeline and forecasts effectively.

• Experience applying structured qualification methodologies (e.g., BANT or similar) is an advantage.

• Excellent proposal writing and verbal communication skills with a keen eye for detail.

• An understanding of software implementation services or consultancy is an advantage.

• Ability to maintain cooperative working relationships with all levels across the company.

• Strong client relationship building skills.

• Experience of responding to tenders and selling into regulated industries

• Excellent collaboration, organisational and time management skills and the ability to work accurately and meet deadlines.

• Self-starter who plans their activity and works in a structured manner whilst recognising the importance of the team.

• Strong work ethic with ambition to progress and overachieve.

• Passionate about technology, technically savvy and proficient in office applications

• Experience using HubSpot is an advantage.