Founding Account Executive

Orchestra; Greater London; Hybrid; GBP 140,000 - 160,000; Full time

Benefits offered by this job

Annual Offsite

Bi-weekly socials

Monthly team lunches

AI Subscriptions

Work from home and client entertaining

Referral bonuses

Pension

Job summary

Orchestra is seeking a Founding Account Executive to drive UK growth and own full-cycle sales across enterprise and mid-market. You will work directly with the founders to refine our GTM motion, close high-value deals, and help shape how we sell a technically sophisticated product.

This UK-based role is hybrid with London office days. 3+ years of B2B SaaS sales and a proven quota history are preferred; compensation includes £140,000-£160,000 total, plus equity and growth opportunities.

Qualifications

• 3+ years of B2B SaaS sales experience.
• Proven track record of hitting or exceeding quota and closing mid-market / enterprise deals.
• Ability to build relationships with senior IT leaders and communicate effectively.
• Experience with go-to-market motions and complex sales cycles.
• Self-starter with an entrepreneurial startup mindset.

Responsibilities

• Manage full-cycle sales from outbound prospecting through qualification, demos, and negotiation.
• Build and manage your own pipeline through outbound outreach, events, and partner channels.
• Lead product evangelism to articulate Orchestra's value to technical and business stakeholders.
• Close enterprise and mid-market deals and collaborate with founders.
• Represent Orchestra at events and co-sell with partners.
• Lay groundwork for a scalable AE function as we grow.

Skills

B2B SaaS sales

Quota attainment

Enterprise & mid-market sales

Full-cycle sales

Job description

Founding Account Executive (AE)

• Compensation: £140,000-£160,000 total comp. Offers Equity


• Progression: Account Executive / Territory owner


• Location: UK, Hybrid (London, 3 Days a week in Office)


• Department: Sales

Join us as a Founding Account Executive and play a pivotal role in driving Orchestra’s growth in the UK and US. You will work directly with Hugo Lu and Ben Booth to run full-cycle sales, refine our GTM motion, and close deals with some of the most forward-thinking data teams in the world. This is an incredible opportunity for someone hungry to sell a technically sophisticated product in a fast-scaling early-stage startup.

What’s Orchestra?

Orchestra is an AI and Data infrastructure company. We help Data Teams spend less time doing manual work, firefighter ad-hoc requests, and improve scalability and governance for critical workflows. We work with enterprises like Octopus Energy and Experian, and we’re pushing hard into enterprises in US and UK. Our Customers love us, we partner with folks like Snowflake and Databricks, over 50,000 followers on social media, and growing fast.

We’re building out our Go-to-Market engine, hiring across Sales, Business Development, and Go-to-market engineering. We’re about to embark on a massive phase of growth, so this is a huge opportunity for a hungry salesperson with SAAS experience looking to take the next few steps of their career and build something big.

Our Culture

• High Ownership and Accountability: Turn great ideas into reality and own the outcome. No red tape here, and plenty of tokens.


• Ambition and High Achievement: An exceptionally high bar, held with humility.


• Openness: A flat structure where the best ideas win.


• Transparency: Everyone sees the goals, the plan and the numbers.


• Teamwork: One Orchestra. Autonomous, never independent.


• Trust: Responsibility, flexibility and tools in exchange for high standards.

Role Mission

As part of our next phase of growth, we’re scaling the sales team and hiring account executives across enterprise and mid-market. You’ll prove out your chops by owning Orchestra’s full cycle sales motion initially, with support from inbound and outbound functions also being scaled.

You’ll lead discovery, demos, PoCs, negotiation and close, while helping refine our ICP, sharpen our outbound strategy and build a repeatable sales engine for your territory. You’ll work closely with the founders, data and customer teams at a company early enough for your ideas to shape how we sell, and ambitious enough for your results to shape how fast we grow.

What You'll Accomplish

• Full-Cycle Sales: Managing the entire sales process from outbound prospecting through qualification, demos, evaluations, and negotiation.


• Pipeline Generation: Building your own pipeline through outbound outreach, events, and partner channels.


• Product Evangelism: Clearly articulating the value of Orchestra, telling our story, and generating excitement with technical and business stakeholders.


• Enterprise Deal Execution: Leading complex sales cycles with enterprise and mid-market accounts.


• Event Motion: Attending and representing Orchestra at online and in-person events around the world, generating pipeline and nurturing relationships.


• Partner Motion: Working with partners across the likes of Snowflake/Databricks ecosystem to identify opportunities and co-sell.


• Foundation for Scale: Laying the groundwork for a repeatable, scalable AE function as we grow.

Exceptional Candidates Have Demonstrated

• Experience: 3+ years of B2B SaaS sales experience, ideally in the data infrastructure or modern data stack ecosystem (AWS, Snowflake, Databricks, etc.)


• Execution: Proven track record of consistently hitting or exceeding quota and closing mid-market / enterprise deals.


• Ability to build trust and generate relationships: you are likeable, charismatic, and can forge relationships with senior IT leaders effortlessly and build trust


• Domain Knowledge: Understanding of data engineering, orchestration, and the modern data stack and an ability to engage credibly with data leaders.


• Self-Starter: A hunter mentality with the ability to operate independently in a startup environment.


• Communication: Exceptional verbal and written communication skills; you can build rapport quickly and communicate technical concepts simply.

Compensation & Benefits

• Base Salary: £140,000 - £160,000 total compensation+equity


• Generous kickers for going above target + realistic targets


• Team perks: Annual Offsite, bi-weekly socials, monthly team lunches


• AI Subscriptions


• Work from home and client entertaining budget (where applicable)


• Referral bonuses for hiring


• Pension