Sr. Principal Account Executive

ICIMS; Greater London; Hybrid; GBP 100,000 - 140,000; Full time

Job summary

iCIMS is seeking an experienced Account Executive to lead value-based sales for enterprise accounts in the EMEA region. You will leverage leading tools and training to build and execute strategic plans, targeting 2,500+ employee organizations from London with hybrid work options and up to 25% travel.

You will advance opportunities with multi-level stakeholders, collaborate across sales, marketing, presales, and legal teams, and consistently hit ambitious quotas while promoting iCIMS Talent Cloud

Qualifications

• 10+ years of experience in software sales.
• 7+ years targeting new logo enterprise accounts with complex deals.
• Proven success in achieving B2B sales quotas with large, global deals.
• Ability to build value based sales plans and maintain strong pipeline coverage.
• Strong communication with senior leaders and cross-functional teams.

Responsibilities

• Build value-based sales plans and develop/tactics for enterprise accounts.
• Target 2,500+ employee companies in the EMEA region and identify decision makers.
• Own the full sales cycle including RFP/RFI and contracts.
• Collaborate with marketing, presales, accounting, legal and InfoSec teams.
• Maintain accurate pipeline and drive consistent quota attainment.
• Leverage CRM and tools to drive prospecting and deal progression.

Skills

Value-based selling

Prospecting

Stakeholder engagement

Negotiation

Team collaboration

Tools

Salesforce

Clari

SalesLoft

Gong

Job description

At iCIMS, we are helping our clients to build their winning workforce. Our Account Executive Team has a key role in helping prospects unlock their full potential in their efforts to attract, engage, hire, and advance top talent. In this role, you will be provided with the industry’s leading tools and training to help you develop and execute value based sales plans for enterprise, new logo accounts in your assigned territory.

Equipped with your knowledge of the iCIMS Talent Cloud, prospect research, customer success stories, and a pipeline of qualified leads, you’ll have the support you need to achieve sales quotas. Advancement opportunities are numerous and management roles as we grow globally!

In this role, you will call on accounts with 2,500+ employees throughout the EMEA territory.

This is a hybrid position (London/Remote) that may require travel up to 25%.

About Us

ICIMS is a leading enterprise hiring platform that combines the scale and reliability of enterprise software with the transformative power of AI. Thousands of organizations across more than 200 countries and territories trust ICIMS to find and hire the people who shape their future and drive their business forward. Powered by insights from billions of hiring interactions, continuous AI innovation, and a highly extensible platform, ICIMS helps organizations turn talent acquisition into a competitive advantage. For more than 25 years, ICIMS has delivered end-to-end hiring solutions that improve recruiting efficiency, reduce costs and create exceptional candidate experiences.

ICIMS helps solve one of the biggest challenges businesses face today: building a workforce that can adapt, scale, and perform in an increasingly competitive and unpredictable talent market. We uniquely do that by combining enterprise-grade hiring technology, AI-powered insights and automation, and connected talent experiences to help organizations improve hiring outcomes while driving measurable impact.

Responsibilities:

• Leverage company training opportunities to build expertise in the iCIMS Talent Cloud offerings, the talent acquisition landscape, and value selling.
• Research target Enterprise accounts (2,500+ employees) to identify key decision makers, understand business challenges, and build persona based value propositions.
• Builds sales funnels (3X pipeline) through individual prospecting efforts including but not limited to client referrals, regional networking, webinars and cold calling.
• Partner collaboratively with the sales development and presales teams to turn marketing qualified leads into sales qualified leads and develop/implement sales plans.
• Leverage the CRM to support the sales process and ensure pipeline accuracy.
• Through a consultative approach, uncover prospect business issues and craft value based proposals for the full suite of iCIMS portfolio solutions.
• Own the entire sales process, including RFP/RFI and final contract, and coordinate efforts with marketing, presales, sales management, accounting, services, InfoSec, legal and technical groups.
• Consistently achieve sales quotas for new logo accounts.

Qualifications:

• 10+ years of experience in software sales.
• 7+ years of experience targeting new logo (large) enterprise accounts with complex deals.
• Proven success in consistently achieving B2B sales quotas with deals that are more advanced in scope and size, including global organizatons.
• Demonstrated ability to build effective, value based sales plans with adequate pipeline coverage to ensure quota achievement.
• A passion for helping potential customers solve business issues with advanced technology solutions.
• Ability to effectively uncover and engage various buyer personas to build the right relationships and close new logo accounts using a value based approach.
• Able to communicate with and influence multiples layers within organizations, including Senior Leadership through C-level.
• Ability to work both independently and within a team environment.
• Proficiency with Microsoft Office products such as Word and Excel.
• Proficiency with LinkedIn and social selling.

Preferred:

• Experience with Salesforce, Clari, SalesLoft and Gong.
• Experience with 360-degree selling methodology.
• Experience in HCM / Software-as-a-Service.

EEO Statement

iCIMS is a place where everyone belongs. We celebrate diversity and are committed to creating an inclusive environment for all employees. Our approach helps us to build a winning team that represents a variety of backgrounds, perspectives, and abilities. So, regardless of how your diversity expresses itself, you can find a home here at iCIMS.

We are proud to be an equal opportunity and affirmative action employer. We prohibit discrimination and harassment of any kind based on race, color, religion, national origin, sex (including pregnancy), sexual orientation, gender identity, gender expression, age, veteran status, genetic information, disability, or other applicable legally protected characteristics. If you would like to request an accommodation due to a disability, please contact us at [e-mail].

iCIMS offers a comprehensive benefits package: medical, dental, vision and life insurance, retirement plans, generous paid time off, reimbursement options (lunch, commuting, lifestyle spending), along with employee wellness and recognition programs. Learn more here: https://careers.icims.com/benefits