Mid Market Account Executive

About the role

Ashby is actively seeking a Mid-Market Account Executive to spearhead new business acquisition within the United Kingdom and Ireland region. The successful candidate will own the entire sales lifecycle, initiating contact and driving deals forward for organizations ranging from 100 to 1,000 employees. This position is centered on introducing and securing new logos for a high-growth enterprise software platform that leverages data to transform talent strategy. You will operate as a key growth driver, identifying opportunities and converting them into tangible revenue streams. The role demands a proactive hunter who can operate independently with minimal supervision. Success in this position will directly contribute to the company's aggressive expansion goals in the EMEA market. You will be instrumental in defining the commercial trajectory of the mid-market segment for the business.

Key facts

What you'll do

• Orchestrate the complete sales process for mid-market accounts spanning the UKI territory, from initial discovery to final closure.
• Cultivate and expand a robust sales pipeline where at least 50% of opportunities are generated through your own proactive outreach and strategic innovation.
• Achieve mastery of Ashby's comprehensive product portfolio and the wider talent acquisition technology landscape to position solutions effectively.
• Design and deliver tailored product demonstrations that directly address the specific pain points and strategic objectives of each customer.
• Guide complex sales cycles by identifying and engaging multiple key stakeholders to foster consensus around strategic technology investments.
• Secure new business contracts with an average value surpassing $50,000, ensuring deals meet stringent financial and strategic criteria.
• Maintain meticulous accuracy and timeliness in all customer interactions and data updates within the CRM system.
• Commit to traveling a minimum of 25% of the time to engage with clients face-to-face and participate in pivotal company events.
• Analyze market trends and competitor activity to refine sales approaches and uncover new growth vectors within the mid-market segment.
• Collaborate closely with internal teams to gather feedback and ensure alignment between customer expectations and platform capabilities.
• Champion the adoption of data-centric talent strategies by articulating the tangible business value of the platform to decision-makers.
• Identify and mitigate potential roadblocks early in the sales cycle to maintain momentum and prevent stagnation.
• Develop and execute account plans that outline clear milestones, touchpoints, and success metrics for each target account.
• Act as the primary commercial representative, ensuring the brand promise of innovation and excellence is embodied in every interaction.

Requirements

• Possess a minimum of 2 years of demonstrable experience in full-cycle closing sales roles within a comparable environment.
• Provide evidence of closing multiple deals where the Annual Contract Value exceeded $50,000.
• Show a proven history of selling intricate platform technologies to sophisticated buyers in a sales-led market environment.
• Validate the ability to independently source in excess than 50% of your total sales pipeline without relying on internal leads.
• Exhibit prior success selling to a diverse range of companies across multiple distinct regions within the EMEA continent.
• Demonstrate fluency in both written and spoken English to a professional standard suitable for complex negotiations.
• Adhere to the requirement of being located within the United Kingdom as stipulated by the role definition.
• Commit to the full-time nature of the engagement as outlined in the key facts section.
• Align with the travel expectation of a minimum 25% allocation of time for client-facing activities and corporate events.
• Comply with the educational and resource investment terms, including the utilization of the provided equipment budget and CRM protocols.

Nice to have

• Hold previous experience selling talent management or human capital management solutions to HR professionals.
• Bring a background from a Business Development Representative or Sales Development Representative capacity where pipeline generation was a core responsibility.

Skills & tools

Demonstrate proficiency in CRM management, utilizing the platform to track and forecast deals accurately. Leverage prospecting tools to identify new opportunities and map stakeholder ecosystems. Utilize sales automation tools to streamline communication sequences and reporting workflows.

Practical notes

Ashby offers a flexible compensation package including unlimited PTO, with a company recommendation of taking four weeks annually for rest and recharge. Associates are supported with a generous budget for essential equipment and software, alongside a substantial 10-year exercise window for stock options to foster long-term growth. An education budget of £/€100 per month is provided for professional development, with larger purchases approved by a direct manager. Comprehensive health benefits are designed to support you and your dependents throughout your tenure. The interview process is structured and consists of an initial introductory call, a written exercise to assess practical skills, a deep dive into past experiences, and a final challenge interview featuring a role play and strategic deal discussion. The company requests that candidates apply exclusively through the designated platform, as outreach to hiring managers will not affect the evaluation outcome.

About the company

We're building the next generation of enterprise software and we're starting with a suite of products that empower talent leaders, recruiters, and hiring managers to be a driving force for revenue & efficiency via a , data-centric talent strategy. We are well funded and backed by great investors, including Y Combinator, Elad Gil and Lachy Groom.