Account Executive

Dotdigital; Greater London; On-site; GBP 55,000 - 90,000; Full time

Benefits offered by this job

Commission & bonus opportunities

Annual leave increases with service

Christmas office shutdown

Enhanced parental leave

Job summary

Dotdigital, a leading customer experience and data platform, is seeking an Account Executive in the UK Direct Sales team. You will focus on revenue from SME SaaS prospects and run the process from initial contact through closing, with support from outbound/inbound BDRs and a transition to Customer Success post-sale.

You should have a background in SME SaaS sales (CDP, ESP, MarTech, AdTech, ecommerce/CRM) with consultative selling, negotiation, and closing skills, plus the ability to form strong

Qualifications

• Proven success in a target-driven new business sales role and meeting/exceeding quotas.
• 1+ year of experience selling digital technology and SaaS/MarTech/AdTech solutions.
• Experience partnering with marketing, BD, sales engineering and channel teams to close deals.
• Excellent oral, written and interpersonal communication.
• Strong phone sales, negotiation, presentation, and closing skills.
• Degree is desirable.
• Sales training is a plus.
• Ability to build your own sales pipeline.

Responsibilities

• Deliver against quarterly and annual new customer revenue targets.
• Build and manage an active pipeline through the sales cycle to close deals.
• Generate self-sourced opportunities using outbound channels and tools.
• Coordinate with stakeholders to manage client expectations from first contact to onboarding.
• Track activity in CRM and related tools.
• Close opportunities at rates acceptable to Sales Management.
• Maintain discount levels aligned with Management guidance.
• Respond to RFIs/RFPs with high-quality documents and presentations.
• Qualify Sales Ready Leads and convert to opportunities.
• Conduct high-volume, high-quality product demonstrations.
• Develop deep knowledge of Dotdigital platform features and pricing.
• Continuously develop knowledge of the marketing tech industry.

Skills

Target-driven sales

SaaS sales

CDP/MarTech/AdTech

Cross-functional collaboration

Communication skills

Degree preferred

Sales training

Pipeline building

New business

Education

Bachelor's degree

Tools

CRM systems

Forecasting tools

Job description

The Company: Dotdigital is a thriving global community of passionate, dedicated professionals, committed to the collective success of the organization and its clients. Our core principles of innovation, teamwork, and client-focused solutions drive us to approach challenges with a growth mindset and take ownership of our work. At Dotdigital, collaboration and curiosity pave the way for meaningful connections and learning opportunities with diverse peers. Our work environment encourages knowledge sharing, fosters exploration, and cherishes creative ideas. Combined, these guide us towards a shared vision in which brands around the world exceed customer expectations through the adoption of responsible marketing practices.

The Product: Dotdigital is an all-in-one customer experience and data platform (CXDP) that empowers marketing teams to exceed customer expectations with highly personalized cross-channel journeys. With Dotdigital, marketers can seamlessly unify, enrich, and segment customer data. Breaking down data silos, Dotdigital streamlines decision-making and paves the way for marketing creativity that delivers customer engagement at scale. With powerful AI capabilities, Dotdigital makes it easy to automate deeply personalized experiences across web, email, SMS, WhatsApp, chat, push, social, ads, and more.

About the Role

This is a targeted, commissioned role in our UK Direct Sales team. You will be focusing on revenue from prospects interested in Dotdigital’s suite of products and services.

In addition to generating your own pipeline, you will be supported by our dedicated outbound and inbound business development representatives, with leads generated from advertising efforts, and trade shows, word-of-mouth, etc. You will drive the relationship and sale from start to finish before passing your new customer over to our Customer Success team to nurture and growth.

We are looking for an Account Executive with a SME SaaS sales background (e.g. CDP, Email Service Providers, AdTech and MarTech providers, ecommerce and CRM platforms etc) and the experience to recognize buying signals and to convert prospects with a consultative approach, listening and understanding where dotdigital can help their business, coupled with negotiating and closing skills and experience.

You will be expected to form trusted and high-performing relationships with your Sales Management and Sales peers, Marketing teams, Business Development teams, Technical Pre Sales, Partner Managers and delivery teams to collaborate and drive new business revenues.

You will be expected to develop a deep understanding of prospects' objectives and challenges and deliver the dotdigital solution against these elements. You will be answering technical questions and handling objections, so while a background in email marketing automation is not essential, an awareness of its principles is beneficial.

Responsibilities

• Deliver against Quarterly and Annual new customer revenue sales targets.
• Build and manage an active pipeline through the sales cycle to deal close, including providing accurate forecasting of Quarter revenue numbers expected to close.
• Generate and identify new self-generated, sales opportunities each month using outbound channels, sales tools and strategies.
• Successfully manage and coordinate between dotdigital and client stakeholders to effectively manage client expectations from initial contact to post sales handover to the onboarding team.
• Track all your activity in our CRM and related tools.
• Close sales opportunities at a rate that is acceptable to Sales Management.
• Maintain the level of discount offered to customers to levels acceptable to Sales Management.
• Respond to prospects requests for face-to-face meetings, RFIs and RFPs by writing high quality sales documents and presentations.
• Accurate and timely qualification of Sales Ready Leads into Sales opportunities. Or disqualification if they do not meet the necessary criteria.
• Conduct a consistently high number of high quality product demonstrations.
• Develop and maintain a deep knowledge of dotdigital platform features, industry, pricing plans and service portfolio to ensure new customers are accurately sold the right solution.
• Continually develop your marketing technology industry knowledge and demonstrate commercial understanding.

About You

Skills and Experience

• Proven success in a target-driven new business sales role – meeting and exceeding sales quota in a team-based environment.
• Minimum 1 year of experience selling digital technology and service solutions with CDP, Email Service Providers, MarTech, AdTech, SaaS vendors, ecommerce and CRM platforms and/or related agency ecosystems
• Demonstrated experience partnering with internal marketing, Business Development teams, sales engineering, Partner Managers, and client/professional service teams to close new business.
• Excellent oral, written and interpersonal skills.
• Strong phone sales, negotiation, communication, and presentation skills.
• A University degree is desirable.
• Formal sales training is a plus.
• Proven ability to build your own pipeline

Interview Process

• 15 mins Screening Call with Team Talent
• 45 - 60 mins first interview with hiring manager (Q&A)
• 60 mins final interview which will include a 10 mins discovery role play and 15 mins presentation introducing Dotdigital and final Q&A

Some of Our Global Benefits

• Commission & bonus opportunities
• Annual leave that increases with service + option to buy more
• Christmas office shutdown (extra time off)
• Enhanced parental leave & family support policies

Authenticity in Our Hiring Process

At Dotdigital, we believe in genuine conversations and authentic expertise. While AI can be a valuable and legitimate tool in many contexts, we ask candidates not to use AI-generated content or live AI assistance at any stage of our recruitment process, including applications, assessments, and interviews.

We appreciate your cooperation in helping us keep our hiring process fair, transparent, and focused on real human insight.

DEI commitment

As an equal opportunities employer we are committed to equality in all its practices with regard to race, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, or sexual orientation. If you have any additional requirements or adjustments to assist an application then please don't hesitate to contact us and advise us how we can best support you.

Legal statement

No agencies/recruiters please. We are only accepting applications directly from the applicants. If you are a recruiter, please refrain from reaching out to our staff about this position. Anything contrary will be treated as unsolicited approach under the applicable data protection law.