account executive Edinburgh, Scotland
Job description
About us
We’re an award-winning, fast-growth, enterprise software company headquartered in Edinburgh, increasingly expanding our team across the UK and US. We recently won the ScotlandIS Digital Tech Scale-up Business of the Year award and have previously been recognised as Scotland’s fastest-growing tech company in the Deloitte Technology Fast 50 for three consecutive years. In 2022, we ranked in the top 100 fastest-growing European companies in the FT 1000. We’re 100+ dedicated, hard-working people, committed to improving our and our customers' working lives through better workforce planning.
Dayshape is an enterprise-focused advanced resource management solution, incorporating AI and intelligent automation to help professional services firms optimise their workforce like never before. It’s built to handle large, complex, and ever-changing requirements.
Our customers include some of the world’s biggest names in Accountancy and we’re now expanding into broader sub-industries of Professional and Business Services (initially management, IT & tech consulting). Dayshape is used every day by tens of thousands of users in more than 15 countries across four continents.
As a company, we live our values every day and we're committed to our friendly and inclusive environment.
Why We’re Hiring
We’re seeing increased demand for our market-leading resource management solution, so we need to grow our sales team again!
We’re looking for an experienced enterprise account executive who has sold enterprise solutions to Professional Services firms, with a bias towards Accounting, Management, Tech and IT Consulting firms.
You need to be great at building a pipeline, relationship building, navigating large professional services firms, and proven at winning new business in a fast-growing company.
Responsibilities
- Create a pipeline of opportunities within your assigned vertical and/or geographical territory.
- Establish yourself as an expert on the problems in the industry and how Dayshape solves them.
- Deliver product demos and insightful sales presentations to convey our value proposition to prospects.
- Run deep dive discovery sessions to gather a thorough and documented understanding of prospects’ as-is and desired to-be states.
- Prepare and deliver initial demos and orchestrate and direct deep dive demos focused on specific use cases (with pre-sales support for the latter).
- Map out and maintain a detailed understanding of the prospect’s org structure, influencers, and decision-makers, ensuring you remain connected to all the key contacts (from resource manager to C-suite) throughout the evaluation process.
- Respond to RFIs and RFPs (or contribute toward their creation if engaged early enough).
- Support, influence, and guide prospects as they build the business case for new resource management software.
- Manage pricing and contract negotiations.
- Maintain comprehensive competitor knowledge and be tuned in to competitor activities and threats.
- Provide weekly updates to the sales team, and collaborate and support on deals where you or your colleagues need help.
- Provide comprehensive sales handovers to the implementation team.
- Actively share market feedback within Dayshape, such as industry trends, market intelligence, competitor knowledge, and product feedback.
- Travel nationwide and internationally when required, for sales meetings and to represent Dayshape at trade shows and conferences.
About you
- Minimum five years sales experience in a B2B software company.
- Highly experienced in net-new sales and confident in dealing with new verticals.
- Sold enterprise software to large nationwide or global professional services firms.
- Able to sell a best-in-breed solution into an existing tech stack, and able to understand and convey process flows between multiple systems.
- Managed and closed six-figure multi-year contracts.
- Prepared and delivered product demos from an “initial showcase” perspective and into deep dives based on specific use cases.
- Consultative selling experience.
- Can demonstrate longevity in previous roles and your ability to deliver results.
- Been part of a small sales team in a startup or scaleup (or been involved in a spinout or independent team inside a larger organisation).
- Employ a project management-like mindset when it comes to managing sales opportunities.
- Committed to personal and professional development.
- Team-oriented, but you know what it takes to deliver your part of the job and you take immense pride in delivering that to a high standard.
- Excellent communicator: written, spoken, and presenting.
- You’ve read (or are willing to read): Predictable Revenue, From Impossible To Inevitable, To Sell Is Human, The Challenger Sale, Ego Is The Enemy, The Hard Thing About Hard Things, Crossing The Chasm, and The Advantage.
Bonus points if you have
- Sold to professional services firms in Accounting, Management Consulting, Tech Consulting, or IT Services.
- Sold Resource Management, PSA, WFM, and/or Practice Management software.
- Worked at a software company focused on a niche target market.
What you’ll get
- £70,000 - £85,000 base salary
- OTE base x2 (uncapped).
- At least £1,000 per year to spend on professional and personal development.
- 33 days' holiday per year (including bank holidays), increasing by one day each year to a maximum of 40 days, and extra paid 4-week sabbatical in your fifth anniversary year.
- Private healthcare and rewards through Vitality.
- Enhanced family leave policies
- Income protection and death in service cover.
- Matched 5% auto-enrolment workplace pension scheme.
- EMI options as part of our employee share options scheme.
- Access to well-being offerings, such as our Employee Assistance Programme and a dedicated counselling service.
- Innovation Week twice a year - a chance to experiment and work off-project.
- Monthly team socials, with a mix of in-person and virtual options: past events include hiking, BBQs, online games, sports, and at-home pizza-making and cocktail classes!
Working Details
This is a remote position in the UK, with a preference for candidates nearer to London. You will have the opportunity to visit our Scotland headquarters in Edinburgh at least a couple of times a year.
Join the team!
Equality of opportunity is more than just a responsibility: we believe it’s a huge advantage to welcome a variety of experiences and perspectives into the team. Diversity is a great asset and, as such, we strongly encourage applications from any background.
This is your opportunity to really influence how we get things done, how we continue to grow and achieve our ambitions in the UK, Europe and further afield, as part of the overall global growth strategy. We're doing well, but there's lots more to do in order to maintain the high bar and pace that we've set.
