Account Executive - UKI

About the role

We're looking for a Account Executive to join our New Business Sales team at Pleo. In this role, you'll help bring in new customers and be part of team as we scale. If you're excited about driving the entire sales cycle in a fast paced environment and are passionate about FinTech, then this is the opportunity for you!

Who you’ll be working with and reporting to
You’ll report to our Sales Manager and work closely with teams in Marketing, Onboarding, Solutions & Services, and SDR. Our team of 8 is highly collaborative and dedicated to driving new business. You’ll also have the chance to partner with teams across Solution Engineers and SDRs to ensure success.

What you’ll be doing 

As an Account Executive, you will:

• Drive the full sales cycle from a variety of sources, i.e. self-sourced outbound, inbound, SDR leads, and more)
• Collaborate with the SDRs and Solution Engineers to provide prospects with top class service 
• Analyze data for self development (i.e. win rate, pipeline coverage, conversion rates)
• Provide feedback and support cross-functional teams in terms of what works and what needs to be improved (i.e. product, competition, etc.).
• Master Forecasting with a data driven approach

What you bring

You’ll thrive in this role if you have:

• A solid understanding of new business sales with a hunter mentality.
• Strong communication skills and the ability to collaborate with Marketing, SDR teams, Solution Engineers, and Partnerships.
• A passion for solving problems in creative and innovative ways.
• Excellent time management and the ability to prioritize tasks effectively.
• Experience with outbounding and other sales jobs.
• A background in sales (FinTech is a plus!).

Why is this role a good fit for you

This role is a good fit for you if:

• You are a "Hunter" by nature: You don't wait for the phone to ring. You find genuine satisfaction in identifying untapped opportunities, crafting personalized outreach, and "opening the door" where others see a wall.

• You are a Master of the Full Cycle: You enjoy the tactical challenge of owning a deal from the very first cold touch all the way through to negotiation and closing. You like having total control over your own pipeline.

• You possess "Industrial-Grade" Organization: Managing a high volume of self-sourced leads while simultaneously moving multiple deals through different stages of the funnel doesn't stress you out—it’s where you thrive.

This role is not a good fit for you if:

• You rely on Inbound leads to hit quota: If you are used to a "SDR-fed" model where your calendar is filled for you, the heavy emphasis on self-sourcing here will be a significant culture shock.

• You struggle with context-switching: This isn't a "one task at a time" role. If you find it difficult to jump from a cold call to a high-stakes closing meeting to a CRM data-cleanup session, you will likely feel overwhelmed.

• You have a "Wait and See" attitude: We operate with a high sense of urgency. If you aren't proactive about chasing prospects and creating your own momentum, it will be difficult to succeed in this outbound-centric environment.

How you’ll develop in this role
In your first 6 months at Pleo, you’ll:

• Lead a targeted Outbound Prospecting Campaign to drive impact in our regional market share and brand presence.

• Collaborate with the Sales Enablement team to improve our outbound messaging playbooks and multi-channel prospecting workflows.

• Grow your skills in sophisticated multi-threading and negotiation, taking on new challenges as the company continues to scale.

We’re committed to helping you develop your career, whether that means taking on bigger projects, stepping into leadership, or acquiring new skills in strategic territory management and high-velocity sales operations.

Show me the benefits!

• 💳 Your own Pleo card (no more out-of-pocket spending!)
• 🍜 Lunch is on us for your work days - enjoy catered meals or receive a lunch allowance based on your local office 
• 🏥 Comprehensive private healthcare - depending on your location, coverage options include Vitality, Alan or Médis 
• 🌴 We offer 25 days of holiday + your public holidays
• 🏠 For our Team, we offer both hybrid and fully remote working options
• 🏖️ Option to purchase 5 additional days of holiday through a salary sacrifice
• ❤️‍🩹 We use MyndUp to give our employees access to free mental health and well-being support with great success so far  
• 👶 Paid parental leave - we want to make sure that we're supportive of families and help you feel that you don't have to compromise your family due to work 

The interview process

We want to ensure you are set-up for success and understand what will be expected of you. If your application is successful, our interview process is as follows:

1. Intro call: A 30-minute chat with our Talent Partner to discuss the role and your background.
2. Hiring Manager call: A 30-minute chat with your future manager to discuss the team, the role in more depth and the skills required.
3. Challenge call: A 1-hour meeting where you will prepare a presentation related to the role followed by a Q&A session from a few teammates and manager.
4. Values call: A 30-minute chat with a senior manager to talk about our Pleo values and how you identify with them.

Transparency is important to us so we also wanted to share some insights about what we’re looking for in applications to ensure you can set yourself up for success! 

Last time we hired an Account Executive, we received hundreds applications but only a few were selected for an intro call. Some of the key reasons why previous candidates didn’t make it past the application screening stage include:

• CV writing and content: it was very clear that many of the CVs we saw were very generic and AI generated. There is no issue with leveraging AI to help with CV writing, there was little indication of what real impact the candidates had in their previous experience. You might have heard of the “Achieved X, as measured by Y, by doing Z” formula (credit Laszlo Bock ~2014), this is a great way to give a clear picture of what you have actually worked on. A link to the company websites of your previous roles is also a huge help!
  
  
• Application care: every single application we receive is reviewed by a human (yes, hundreds of them) because we believe that candidates' efforts should be matched by an equal level of human care. This means that we expect a similar level of attention put into your application. Read and answer the application questions carefully, they make a huge difference in our decision-making process.
  
  
• Profile to role fit: highlight most important aspects of the role, points that might get misunderstood, any specific industry requirements etc.