Account executive in SaaS

Trustpilot; København; On-site; DKK 900,000 - 1,300,000; Full time

Benefits offered by this job

Гибкий график

Конкурентная компенсация

25 дней отпуска

Дни волонтёрства

Trustpilot Academy

Здоровье и пенсия

Job summary

Trustpilot ищет опытного менеджера по продажам в регионе, сосредоточенного на средних рынках в Европе. Вы будете развивать структурированный план территорий и находить клиентов через многоканальные каналы и исследование возможностей.

Вы будете тесно сотрудничать с BDR и маркетингом, вести сделки от первого контакта до закрытия, применяя MEDDICC и другие методологии, обеспечивая точный forecast и высокий уровень конверсии. Требования: знание испанского и английского языков и опыт B2B SaaS.

Qualifications

• Родной испанский язык и профессиональный английский (письменно и устно).
• Опыт продаж B2B SaaS с выполнением квоты в полном цикле.
• Ярко выраженный охотничий подход: генерация pipeline с нуля и outbound.
• Структурированное планирование территории и аккаунтов.
• Знание MEDDICC, MEDDPICC или Challenger и применение их на сделках.
• Хорошие коммерческие навыки: умение проводить discovery и обосновывать бизнес-кейс.
• Техническая любознательность: разговор об интеграциях и потоках данных.
• Коммуникативность, энергия на звонках и присутствие.
• Командный игрок, готов делиться стратегиями и учиться.

Responsibilities

• Построение и поддержание структурированного плана по территориям, сегментация аккаунтов и приоритизация по потенциалу.
• Генерация основной части возможностей через многоканальный outbound: холодные звонки, письма, LinkedIn, ивенты и ABM-активности.
• Сотрудничество с BDR и маркетингом по входящим и исходящим лидам, передача контекста и информации.
• Ведение процесса от первого касания до discovery, бизнес-кейса, переговоров и закрытия.
• Использование MEDDICC для квалификации, идентификация экономических лиц и чемпионов, прогнозирование.
• Поддержание точной CRM-гигиены и честное прогнозирование.
• Анализируйте данные по активности и рынку, чтобы адаптировать подход.
• Представление Trustpilot на отраслевых мероприятиях и расширение сети.

Skills

Spanish native

English proficiency (professional)

English (B2)

B2B SaaS sales experience

Full-cycle sales

MEDDICC/MEDDPICC/Challenger

Territory & account planning

Outbound calling

CRM hygiene

Tools

CRM

Job description

Описание:

At Trustpilot, we're on an incredible journey. We're a profitable, high-growth FTSE-250 company with a big vision: to become the universal symbol of trust. We run the world's largest open customer review platform, and while we've come a long way, there's still so much exciting work to do. Come join us at the heart of trust!

Задачи:

Build and maintain a structured territory plan; segment your accounts, prioritise by potential, map the whitespace, and revisit it every quarter. Your patch, your strategy. Generate the majority of your opportunities yourself through multichannel outbound: cold calling, personalised email sequences, LinkedIn, events, referrals, and account-based plays on your top targets. Partner closely with your BDR and Marketing colleagues on inbound and outbound-sourced leads, giving them the context, feedback, and account intelligence that makes those conversations land. This will complement your own pipeline; From first touch to discovery, business case, pricing, negotiation, and close; you lead the process end to end across mid-market accounts. Use MEDDICC to qualify rigorously, identify economic buyers and champions, quantify business pain, and build multithreaded deals. Clean CRM hygiene and honest forecasting are part of the job, not an afterthought. Diagnose what each prospect is actually trying to fix, conversion, customer acquisition cost, retention, brand credibility, and articulate the commercial impact of Trustpilot in their language. Deliver consistently against monthly and quarterly targets, with pipeline coverage that makes the number predictable. Read your own activity, conversion, and market data to spot what's working, kill what isn't, and adjust your approach fast. Share what's working with the rest of the team, contribute to playbooks and call reviews, support new joiners, and collaborate with Customer Success and Account Managers for clean handovers and long-term account growth. Represent Trustpilot at key industry events, expand our network, and strengthen our brand presence and reputation across the region.

Требования:

Native-level fluency in Spanish, with professional proficiency in English, both written and spoken. Direct exposure to the Spanish market, having lived and/or worked in Spain for at least two years. Proven experience in B2B SaaS sales, with a track record of carrying and beating a quota in a full-cycle role. A genuine hunter: You've built pipeline from scratch before and you're comfortable picking up the phone. Outbound energises you rather than intimidates you. Disciplined about territory and account planning - you work a plan, not a to-do list. Hands-on knowledge of a structured sales methodology such as MEDDICC, MEDDPICC, or Challenger - and the discipline to actually apply it deal by deal. Strong commercial acumen: comfortable running discovery with marketing, e-commerce, and CX industry leaders, and building a business case that stands up to scrutiny. Technically curious: you can hold a conversation about integrations, data flows, and implementation Charisma and presence: You're the person people want to keep on the call. You build rapport quickly, hold a room, and stay credible under pressure. Willing to get your hands dirty: No task is beneath you, from a 60-dial morning to prepping a booth at a trade show. A team player above all: You share your best plays, celebrate other people's wins, and raise the level of everyone around you. We have no room for lone wolves. Resilient, coachable, and curious - you actively seek feedback and act on it. Будет плюсом: Knowledge of e-commerce, customer experience, or online reputation management is a significant advantage

Условия:

• A range of flexible working options to dedicate time to what matters to you
• Competitive compensation package + bonus
• 25 days holiday per year, with an extra 5 days holiday allocated after your 1 year anniversary (prorated)
• Two (paid) volunteering days a year to spend your time giving back to the causes that matter to you and your community
• Rich learning and development opportunities are supported through the Trustpilot Academy and Blinkist
• Comprehensive health package, pension, and full access to Headspace, a popular mindfulness app to promote positive mental health
• Paid parental leave
• Central office with a laid-back vibe and constant buzz of different languages being spoken everywhere you go
• It's complete with a coffee bar, canteen, and table tennis and has a wide variety of refreshments available - you can opt-in for breakfast and lunch at an affordable price
• Regular opportunities to connect and get to know your fellow Trusties, including company-wide celebrations and events, Trustie Community activities, and team socials
• Opportunity to join the Trustpilot Social Club for a small monthly fee and attend regular social and leisure activities like go-karting, cooking classes, and escape rooms
• Employee discounts to restaurants and shops