Account Executive
Kandji
ApolloAWSServiceNow
Sales Manager
CORE
full-time
Posted on:
Location Type: Hybrid
Location: Edinburgh • 🇬🇧 United Kingdom
Visit company websiteJob Level
Mid-LevelSenior
Tech Stack
Apollo
About the role
- Deliver new business revenue against a defined sales quota, focusing on Scotland and the North of England
- Act as a 'player-manager', providing pipeline management, coaching, and guidance to two other new business sellers
- Take overall responsibility for the new business sales number across the team
- Develop and execute go-to-market strategies, campaigns, and activities with marketing, partnerships, and bid team
- Contribute to messaging, positioning, and target audience strategies; propose new products, solutions, and channels
- Manage forecasting, pipeline hygiene, and reporting to the Chief Commercial Officer (CCO)
- Support team to navigate sales cycle blockers and progress deals
- Work with marketing to ensure flow of quality leads and support conversion into opportunities and sales
- Engage prospective clients at C-suite level, delivering presentations, proposals, and value propositions
- Collaborate with bid team on bids, RFP responses, and proposals
- Work with finance on invoicing disputes and with CCO on contractual terms and negotiations
- Maintain effective use of sales tools (ConnectWise, HubSpot, LinkedIn Sales Navigator, etc.) and drive sales methodology adoption
Requirements
- Proven track record in new business sales, ideally within IT services, managed services, or Microsoft partner ecosystem
- Experience managing a sales pipeline and delivering against quota consistently
- Strong understanding of Microsoft CSP and managed services market
- Excellent presentation and communication skills; confident engaging at C-suite level
- Experience in light management or sales team leadership (player-manager experience)
- Strategic thinker with creativity to design campaigns, offerings, and routes to market
- Proficient with sales tools: ConnectWise, HubSpot, LinkedIn Sales Navigator, Apollo, etc.
- Familiarity with structured sales methodologies (e.g., MEDDIC, Challenger, Solution Selling)
- Strong commercial acumen and negotiation skills; ability to handle contractual discussions
- Collaborative; able to work with marketing, partnerships, finance, and executive leadership
- Self-motivated, results-oriented, proactive in identifying opportunities and overcoming challenges
- Ideally based in Scotland or the North of England
- Must have right to work in the UK (application form asks about UK sponsorship)
Benefits
- Flexible remote working arrangements; option to work from Edinburgh office
- Performance bonus
- Personal development opportunities and Microsoft-aligned training
- Appropriate, modern technology to support the fulfilment of your role
- Significant focus on Learning + Development, training courses, seminars, and social events in London
- Two paid leave days per year to volunteer
- Private healthcare
- Death in service life insurance for five times an employee's annual salary
ATS Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
new business salessales pipeline managementgo-to-market strategiesforecastingsales methodologypresentation skillsnegotiation skillscampaign designcontractual discussionscommercial acumen
Soft skills
coachingleadershipstrategic thinkingcreativitycollaborationself-motivatedresults-orientedproactivecommunication skillsengagement at C-suite level
