ACCOUNT EXECUTIVE (MID-MARKET)

Workai; Białystok; Sur place; PLN 180 000 - 280 000; Plein temps

Avantages offerts par ce poste

Private medical care

Multisport card

Fully equipped workplace

Professional development budget

Résumé du poste

Workai is seeking an Account Executive to close inbound deals for our AI-native platform used by large enterprises in the CEE region. You’ll own the full inbound sales cycle, from demo to signed contract, targeting companies with 200–3,000 employees seeking improved internal communications, knowledge management, and engagement.

You’ll deliver compelling product demos to HR Directors and CIOs, tailor messaging, and collaborate with Marketing and Customer Success to ensure accurate forecasts and

Qualifications

• Proven track record of closing B2B SaaS deals.
• Experience running full-cycle sales from demo to signed contract.
• Ability to run compelling product demos and tailor messaging to different stakeholders.

Responsabilités

• Own inbound leads from MQL to closed deal — demo, discovery, proposal, negotiation, close.
• Run 3-5 product demos per week for qualified prospects (Marketing drives the top of funnel).
• Tailor presentations to buyer persona: HR Director, CHRO, CIO — each cares about different things.
• Automate proposals process — customize per segment, deliver same-day after demo.

Connaissances

Closing B2B SaaS deals

Full-cycle inbound sales

Product demos

Negotiation

CRM experience (HubSpot)

Bilingual client communication

Outils

HubSpot

Description du poste

Account Executive (Mid-Market)

We are looking for an Account Executive to help shape the future of our platform. Close inbound deals for an AI-native platform used by the largest enterprises in CEE.

Workai is an AI-powered Employee Experience Platform used by enterprises like Żabka, PKO Bank Polski, T-Mobile, Decathlon, and Deutsche Vermögensberatung (DVAG). We help large organizations transform their internal communication, knowledge sharing, and employee engagement.

We need an experienced Account Executive to convert our growing inbound pipeline into revenue. You’ll own the full inbound sales cycle, from the moment a lead books a demo to signed contract. Your focus: companies with 200-3,000 employees looking for a improving internal communication, knowledge management, and employee engagement.

What Will You Do

Full-cycle inbound sales

• Own inbound leads from MQL to closed deal — demo, discovery, proposal, negotiation, close
• Run 3-5 product demos per week for qualified prospects (Marketing drives the top of funnel)
• Tailor presentations to buyer persona: HR Director, CHRO, CIO — each cares about different things
• Automate proposals process — customize per segment, deliver same-day after demo

Pipeline Management

• Manage 15-25 active opportunities simultaneously across 4-7 month sales cycles
• Maintain rigorous pipeline hygiene in HubSpot — stages, next steps, close dates, deal values
• Provide accurate monthly and quarterly forecasts
• Collaborate with Customer Success on handoff for won deals and with Marketing on lead quality feedback

Market Intelligence

• Develop deep expertise in competitive positioning
• Understand each segment’s buying process: private companies (fast, single decision-maker) vs. public sector (RFP, procurement)
• Contribute to battle cards, objection handling playbooks, and case study development

What We’re Looking For

• Proven track record of closing B2B SaaS deals — show us your numbers (win rate, average deal size, quota attainment)
• Experience running full-cycle sales: from first demo to signed contract
• Ability to run compelling product demos and tailor messaging to different stakeholders
• Strong negotiation skills — comfortable discussing 6-figure contracts with C‑Level buyers
• Fluent Polish + professional English (C1) — some clients and all materials are bilingual
• Self-starter mindset — you’ll be the first dedicated inbound closer, building processes alongside closing deals
• Experience with CRM tools (HubSpot preferred) and structured sales methodology

Nice To Have

• Experience selling to HR, Internal Communication, or IT decision‑makers
• Background in Employee Experience, HR Tech, or enterprise SaaS platforms
• Familiarity with MEDDIC, Challenger Sale, or similar qualification frameworks
• Experience with consultative selling of multi‑module platforms (not just single‑product)
• Track record in both SMB (fast close) and mid‑market (complex, multi‑stakeholder) deals

What We Offer

• Warm pipeline: Marketing generates MQLs, SDR books meetings — you focus on closing, not prospecting
• AI-powered sales tools: automated offer generation, Workai Buddy for instant product answers during calls, HubSpot AI for deal health scoring and follow‑up
• A product that demos well — 10 modules, native AI, faster deployment than SharePoint
• Competitive base + commission structure tied to closed ARR
• Direct collaboration with CGO and CEO on strategic deals
• Flexible cooperation: B2B contract or employment contract (UoP)
• Benefits package: private medical care, Multisport card
• Fully equipped workplace
• Professional development budget and conference attendance

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