Account Executive, Firstup
Workplace communication platform
Be an early applicant
Workplace communication platform
201-500 employees
Be an early applicant
201-500 employees
Company mission
To improve the employee experience at every moment that matters, large and small.
Role
Who you are
- Bachelor’s degree in Business, Communications or a related discipline, or equivalent professional experience
- 10+ years of consistently strong sales performance selling high-value SaaS solutions to complex business challenges within large enterprise organisations
- Demonstrated success selling into the C-suite at FTSE 100/250 or similarly complex enterprise organisations
- Proven experience managing lengthy, multi-stakeholder sales cycles and closing six- and seven-figure deals
- Experience selling within enterprise technology, ideally employee experience, workforce communications, HR technology, collaboration or a related SaaS category
- A consistent track record as a top performer who meets or exceeds quota
- Highly competitive, self-motivated and resilient, with strong commercial judgement and a desire to win
- Collaborative and resourceful team player with genuine curiosity and a consultative approach to solving customer problems
- Ability to earn credibility and build trust with both technical and business decision-makers in a competitive market
- Excellent organisation, prioritisation and forecasting skills in a fast-paced, high-growth environment
- Willingness to travel up to 40% across the UK and occasionally internationally
What the job involves
- The Account Executive is responsible for winning new enterprise customers across an assigned UK territory.
- This is an opportunity for a high-performing, consultative seller with a proven track record of closing complex SaaS deals in the employee experience, workforce communications, HR technology or broader enterprise technology space. This role is office-based in London with flexible options
- Drive new business within our ideal customer profile through value-based selling and clear articulation of Firstup’s platform differentiation
- Develop and execute a territory go-to-market strategy focused on enterprise organisations
- Lead the full sales cycle, from initial discovery through contract negotiation and close
- Build trusted relationships with senior business and technical stakeholders, including C-suite decision-makers
- Orchestrate the right internal resources throughout the sales process, including solution consulting, technical validation, professional services and executive sponsors
- Create compelling business cases and supporting materials that help prospects build internal alignment and progress through the buying cycle
- Stay current on product capabilities and enhancements, delivering tailored platform demonstrations to prospective customers
- Build, manage and progress a healthy pipeline of qualified enterprise opportunities
- Apply MEDDPICC and Command of the Message to prepare strategically for customer conversations, advance opportunities and forecast accurately
- Maintain accurate, timely customer and opportunity information in Salesforce and other relevant systems
Salary benchmarks
Our take
As hybrid and remote work models become commonplace, workplace communication struggles to keep pace. Many companies now grapple with burnout and digital fatigue, compounded by the absence of regular face-to-face interaction, leaving HR teams and managers searching for effective engagement strategies.
Enter Firstup, a solution designed to tackle this challenge head-on. It offers a workplace communication platform that seamlessly integrates with a company's HR systems. By tapping into data from recruitment, performance management, talent acquisition, and other sources, Firstup builds detailed employee profiles. This enables companies to craft and deliver personalized engagement initiatives, ultimately enhancing productivity and retention rates.
With a track record of success, Firstup has recently surpassed the $100M mark in annual recurring revenue and clinched the prestigious 2023 HR Tech Award for Employee Experience. Already trusted by over 40% of the Fortune 100, including industry giants like Amazon, Holton, and Ford, Firstup is set for continue growth. Its ability to adapt to the evolving needs of the modern workforce ensures it remains a key player in the realm of workplace communication and engagement.
Steph
Company Specialist at Welcome to the Jungle
Insights
2% employee growth in 12 months
Company
Company benefits
- Health Coverage: Doing your best starts with feeling your best. We provide fully paid medical, dental, and vision for employees, plus 70% for dependents
- Flexible Time Off: You can’t mobilize if you don’t rest and recharge—so take as much paid time off as you need
- Fruity Umbrella Drink Bonus: When we say we want you to take time off, we mean it. To encourage you, we offer extra compensation when you take time off in full-week increments
- Retirement Plan: There’s life beyond work, and someday there will be a lot of it. We’ll help you save for that time
- Professional Development: We invest in our people and build their skills for the future of work—no matter where that future takes them
- Family Leave: We support making big changes, and nothing will change your life more than bringing a child into your family. That’s why we offer 12 weeks of fully paid family leave for all parents
- Volunteer PTO: We give you paid days off to give back because we want our workforce to be a force for good
- Commuter Benefits: Although much of our workforce is remote, when we do head into the office, we subsidize eco-friendly ways to get there
Company HQ
Financial District, San Francisco, CA
Leadership
Bill Schuh
(CEO)Prior to joining Firstup in 2025, Bill was the CRO at Anaplan for over 4 years. Before that, they spent 4 years at Medallia as a VP of Sales (Americas), SVP and then EVP of Global Industry Sales.
Kristin Brenna
(CMO)Prior to joining Firstup in 2025, Kristin was a VP of Marketing at Legion Technologies, Datrium, Lightstep, and Sencha. They were also a Senior Director of Product Marketing & Demand Generation at Synopsys for 4 years.
Cheryl Chavez
(CPO)Prior to joining Firstup in 2022, Cheryl was the CPO at Bloomreach, Duetto and Engagio. They were also a Group VP of Product Management & UX at Merketo for 8 years.
Vinod Malhotra
(CTO)Prior to joining Firstup in 2025, Vinod was the CTO at Perceptyx. Before that, they spent 4 years at BlackLine as a VP then Senior VP of Engineering.
Sabra Sciolaro
(CPO)Prior to joining Firstup in 2022, Sabra spent nearly 7 years at FireMon as a VP of HR. Before that, they worked in HR roles at FishNet Security, Helzberg Diamonds and HRS Erase.
Mike Skelly
(CFO)Prior to joining Firstup in 2022, Mike was the CFO at AbacusNext, Trio Health, and UpWind Solutions. They also worked at The Active Network for nearly 9 years as an SP of Finance and spent nearly 5 years at Enterprise Partners Venture Capital as a Senior Associate.
Craig Steele
(CRO)Craig previously worked at Velocity Global, joining as a Managing Director of Americas before becoming the Global Head of Sales and then CRO. Prior to that, they spent 5 years at Anaplan in various VP roles.
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