ACCOUNT EXECUTIVE (MID-MARKET)

Workai; Białystok; On-site; PLN 180,000 - 260,000; Full time

Benefits offered by this job

Private medical care

Multisport card

Fully equipped workplace

Professional development budget and ––

Job summary

Workai is an AI-powered Employee Experience Platform used by large enterprises. We are seeking an Account Executive to convert inbound leads into revenue, owning the full sales cycle from demo to signed contract. You’ll focus on companies with 200–3,000 employees seeking improved internal comms and engagement.

You will run 3–5 product demos weekly, tailor messaging to HR, CHRO, and CIO, and collaborate with Marketing and Customer Success to ensure smooth handoffs and accurate forecasts.

Qualifications

• Proven track record of closing B2B SaaS deals with measurable results.
• Experience running full-cycle sales from first demo to contract.
• Ability to run compelling product demos and tailor messaging to stakeholders.
• Strong negotiation skills for 6-figure contracts with C-Level buyers.
• Fluent Polish + professional English (C1).
• Self-starter mindset, building processes alongside closing deals.
• Experience with CRM tools (HubSpot) and structured sales methodology.

Responsibilities

• Own inbound leads from MQL to close — demo, discovery, proposal, negotiation.
• Run 3-5 product demos per week for qualified prospects.
• Tailor presentations to buyer persona: HR Director, CHRO, CIO.
• Automate proposals process — customize per segment, deliver same-day after demo.
• Manage 15-25 active opportunities 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.
• Develop deep expertise in competitive positioning.
• Understand buying processes across segments; contribute to battle cards and case studies.

Skills

Closing B2B SaaS

Full-cycle sales

Product demos

Negotiation skills

Polish & English

Self-starter

CRM tools

Tools

HubSpot CRM

Job description

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.

We build innovative digital products for the modern workplace in the Cloud, and we need your help.

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