Account Executive, Soracom

• In addition to strong professional expertise, we look for people who:
• Take ownership and work autonomously with a hands-on mindset
• Adapt quickly to change and stay flexible in new situations
• Approach others with integrity, empathy, and mutual respect
• Stay curious and informed about new technologies and trends
• 5+ years of experience in B2B sales, selling SaaS, IoT, or connectivity solutions
• Experience managing the complete end-to-end sales lifecycle for Small and Medium Enterprises (SMEs), including pipeline management, forecasting, CRM-based account tracking, and closing
• Proven track record of converting Sales Qualified Leads (SQLs) into closed-won business with speed, discipline, and accuracy
• Experience developing account plans, designing sales scenarios, and independently generating new pipelines alongside driving upsell and cross-sell opportunities
• Proven track record of acting as the primary point of contact for technical stakeholders during early-stage conversations, understanding customer challenges at a functional level, and partnering effectively with Solutions Architects when necessary
• Experience selling into diverse European markets — familiarity with customer behaviour and buying dynamics across the UK and mainland Europe
• Experience presenting to corporate cross-functional decision-makers, with the ability to deliver compelling pitches and articulate business value clearly
• Strong discipline utilising enterprise CRM suites (such as Salesforce) to maintain accurate pipeline data and forecasts
• Business-level proficiency in English

Desirable

• With over a decade of experience and the power of cutting-edge technology, we continue to embrace the agility, innovation, and entrepreneurial spirit
• We believe our success is driven by a team of curious, action-oriented individuals who thrive in a fast-moving and global environment
• An exciting opportunity has arisen for an Account Executive to join our growing Sales team and drive revenue growth across the EU/UK region
• In this role, you will be responsible for progressing and closing Sales Qualified Leads (SQLs), expanding existing SME accounts, and proactively identifying new opportunities within your book of business
• You will primarily work with SME customers across a broad range of European markets and industry verticals where IoT and AI convergence is accelerating
• Key verticals include Industrial IoT (Smart Factory, Predictive Maintenance), Consumer/Smart Living (HVAC, BEMS, Smart Appliances), Smart Mobility (EV charging, Fleet Management), and Transactional Systems (Payment solutions, Vending)
• You will own the full sales cycle from SQL through to close, and build trusted relationships with technical and business stakeholders across your accounts
• Own SQLs passed from the BDR team and drive them through the full sales cycle to close
• Build and execute account plans — identifying upsell, cross-sell, and new pipeline opportunities within your book of business, and designing targeted outreach scenarios in collaboration with the SDR/BDR team
• Execute full-cycle sales — from initial discovery through to negotiation, closing, and post-close handover
• Build and maintain strong relationships with key stakeholders, including technical leads and business decision-makers
• Manage CRM (pipeline, forecasting, account records) accurately and consistently
• Develop a solid understanding of Soracom's platform to establish technical credibility in customer conversations, articulate value clearly, and connect customer challenges to the right internal resources — escalating to Solutions Architects when deeper technical expertise is needed
• Collaborate closely with internal teams (Marketing, Legal, Business Development) to drive deals forward and ensure a seamless customer experience
• Gather customer insights and share feedback with Product and Go-to-Market teams
• Represent Soracom at industry events, exhibitions, and conferences as needed