Definely

Account Executive

• Prospecting and Lead Generation: Identifying, negotiating and closing new business opportunities with key decision-makers at target customers, including working closely with SDRs to drive top-of-funnel lead generation, qualifying new leads, preparing and delivering pitches, managing target customers through the sales pipeline and negotiating and closing commercial agreements.
• Needs Analysis and Solution Selling: Understanding the complex business challenges of our target customers and effectively positioning Definely to align with their strategic objectives. This includes conducting in-depth needs assessments, building business cases and successfully demonstrating ROI.
• Sales Cycle Management: Managing the entire sales cycle from initial contact through negotiation and closing, navigating complex procurement processes and multiple stakeholders within enterprise organisations.
• Pilot Management: Overseeing and managing pilot programs with prospective clients, ensuring successful implementation and demonstrating the value of Definely in a live environment. This involves close collaboration with internal teams and the client to define objectives, track analytics and feedback and report results.
• Relationship Building: Developing and maintaining strong, long-term relationships with key decision-makers and influencers within target customers.
• Forecasting and Reporting: Accurately forecasting sales activity and revenue, providing regular updates to sales leadership, and maintaining accurate records within our CRM (HubSpot).
• Contract Negotiation: Leading contract negotiations with enterprise clients, working closely with legal and finance teams to ensure favourable terms and conditions.
• Collaboration: Collaborating effectively with internal teams, including RevOps, marketing, product and customer success.
• Market Intelligence: Staying up-to-date on industry trends, competitive landscape and customer needs to inform outbound strategies and product development.

Enterprise Account Executive

Customer Success Manager

• Manage and grow a portfolio of Enterprise customers.
• Understand the customer journey, identify pain points and bottlenecks and find innovative ways to improve the customer’s overall experience.
• Keep track of customer churn and customer satisfaction and identify ways to improve the customer experience.
• Collaborate with our customers to ensure that our product is launched effectively into their business.
• Become a Definely product expert and educate the customer and end-users about the power and benefits of our product.
• Deliver training sessions and workshops to ensure product adoption and retention of end users.
• Be the voice of the customer and feed this back to Definely.
• Drive customer growth and retention by developing best practices to ensure ongoing success.
• Manage the renewal process including expansion opportunities within your portfolio.

Senior Customer Success Manager

• Identify, negotiate and close new business opportunities with key decision-makers while working closely with Partnerships and SDRs to drive top-of-funnel activity, qualify leads, deliver pitches, manage prospects through the pipeline and secure commercial agreements
• Understand the complex business challenges of target customers and position Definely’s solutions to align with their strategic objectives, including conducting needs assessments, building business cases and demonstrating ROI
• Manage the entire sales cycle from initial contact through negotiation and closing, navigating complex procurement processes and multiple stakeholders
• Oversee and manage pilot programmes with prospective clients, ensuring smooth implementation, clear objectives, strong analytics and demonstrable value
• Develop and maintain strong, long-term relationships with key decision-makers and influencers within target organisations
• Forecast sales activity and revenue accurately while maintaining up-to-date records within HubSpot and providing regular updates to sales leadership
• Lead contract negotiations with clients in collaboration with the legal and finance teams to ensure favourable terms
• Collaborate effectively with internal teams including partnerships, RevOps, marketing, product and customer success
• Stay up to date with industry trends, the competitive landscape and evolving customer needs to inform outbound strategies and product development

Mid-Market Account Executive

Solutions Engineer

• Work with partners to confirm the problem, the joint workflow, and what “good” looks like
• Write a short MVP spec (target: ship in 4-6 weeks), including success metrics and risks
• Design and implement auth and data flows (OIDC/SAML, OAuth, least-privilege scopes)
• Build the MVP: APIs, webhooks/polling, idempotent writes, retries, rate-limit handling, feature flags
• Stand up safe test environments (sandbox/tenant), sample data, and pass security reviews
• Instrument logging and basic health metrics; document runbooks, alerts, rollback
• Create enablement assets (solution brief, OpenAPI/Postman, quickstart, demo) and train partner SEs/AEs
• Join select late-stage calls to de-risk architecture questions and speed decisions

Enterprise Account Executive

Senior Customer Success Manager

Mid-Market Account Executive

Senior Partnerships Solutions Engineer