Account Executive (EMEA)
Who We Are
Float is the world’s leading software for teams to plan their time. Launched in 2012, we’ve grown every year since, and remain proudly independent, self-funded and profitable. We’re a team of 50 working 100% remotely and you’ll be partnering with team members based globally including Australia, Mexico, Nigeria, Canada, and the USA. Hear what our team has to say by browsing our blog, or reading our Glassdoor reviews. Check out what our customers think of Float from our G2 reviews.
We’re on a scale-up journey, and we’re seeking people who thrive in this stage, given the autonomy, and the opportunity, to do the best work of their career.
Why We’re Hiring For This Role
We are transforming resource management software, proudly earning the top spot on G2. With over 4,500 of the world’s leading teams, including Atlassian, Edisen, and Stripe, leveraging Float to streamline their project resources and team time, we are driving a revolution in how businesses manage their most critical assets: their people. Our product’s simplicity and power have garnered us a loyal customer base, and now, we’re looking to scale new heights by supercharging our outbound sales efforts.
You will be an Account Executive responsible for the EMEA region (Europe, the Middle East and Africa).
Unlock Untapped Potential: As our new Account Executive, you will be the catalyst for our expansion in EMEA. This region is brimming with potential clients who are not yet aware of how Float can transform their operations. Your mission? To identify, engage, and convert these prospects into loyal customers. You’ll be the front line of our growth strategy, opening doors to new business opportunities and expanding our footprint in a key market.
Own Your Success: We are seeking a self-starter who thrives on autonomy and can drive results without relying on inbound leads or a Business Development Representative (BDR) team. You will take full ownership of your sales pipeline, from prospecting to closing deals. Your ability to independently manage and execute outbound strategies will be crucial in generating new business and driving significant growth.
Drive Strategic Growth: Your focus will be on creating and executing outbound sales strategies that drive significant growth. By targeting new customer segments and initiating conversations with high-value prospects, you will build a pipeline that not only complements but surpasses our existing inbound efforts. This role is critical for diversifying our lead sources and ensuring we have a robust and dynamic sales funnel that can weather any market changes. In addition, you’ll work on some of our inbound leads making sure that those are served as well but not relied on.
Innovate and Lead: At Float, we champion innovation. As an Account Executive, you will have the autonomy to experiment with cutting-edge sales processes and tools. Your creativity and insights will directly shape our outbound sales tactics. We value proactive thinkers who can bring fresh ideas to the table, optimizing our approach and driving our success forward. This is your opportunity to leave a lasting impact on our sales strategy.
Be Part of a Dynamic Team: Join a team that is dedicated, driven, and supportive. You’ll work alongside our Director of Sales and other sales professionals who share your passion for excellence. Collaboration is at the heart of our culture, and your contributions will be recognized and celebrated. Together, we will push the boundaries of what’s possible and achieve remarkable results.
Our Director of Sales, Yonatan, explains the important role you will play within our Sales team. Watch this video!
You’ll be working asynchronously with a bright, dedicated team from across the globe, with a strong focus on taking complex problems and creating solutions that feel simple and intuitive for our customers.
What You’ll Be Responsible For
As an Account Executive, you will play a critical role in driving our growth and expanding our customer base in EMEA. Here’s what you’ll be responsible for:
Full Sales Cycle Management:
- Manage prospects from lead to close (both inbound and outbound)
- Provide timely and accurate forecasts while managing a pipeline.
- Clearly articulate and demonstrate our value proposition, creating excitement and enthusiasm among prospects.
- Maintain a healthy sales pipeline with 3-5X coverage, ensuring consistent deal flow and forecasting accuracy.
- Exceed Quota.
Inbound Sales:
- Respond to inbound leads, ensuring timely engagement and thorough qualification. Conduct deep discovery sessions to understand the prospect’s needs, pain points, and goals.
- Conduct product demonstrations, presenting Float’s solutions in a compelling manner, and focusing on how they address the specific challenges and requirements uncovered during discovery. Develop technical product knowledge and build relationships with key stakeholders to ensure a comprehensive sales approach.
- Manage the sales process efficiently, address objections, and provide necessary information to facilitate decision-making. Conduct product demos, help build a business case with your champion, and navigate the approval process while closing each deal successfully. Use your strong closing skills to close each opportunity successfully, converting prospects into customers.
- Regularly revisit and re-engage with past leads, close lost deals to identify new opportunities, and reignite interest in Float’s solutions.
Account Expansion:
- Engage with new decision-makers and untapped territories, uncovering and closing these expansion opportunities to increase account penetration and overall account value.
- Leverage a "land and expand" methodology to systematically grow your customer base over time. Start small, demonstrate impact, help your champions to build a business case internally, and engage with the right stakeholders at the HQ level to structure a global rollout across the account.
Outbound Prospecting:
- Identify, target, and engage potential customers within Float’s ICP and lead a full sales motion end to end.
- Maximize revenue growth by mining and uncovering untapped opportunities within our existing customer base in your region.
Early on, your focus will be:
- Product Knowledge: Quickly familiarize yourself with the Float product, ensuring you can effectively demonstrate its features to different audiences.
- Customer Profile: Understand our ideal customer profile, their challenges, and how they use Float to address their needs.
- Engage in Selling: Start selling, experimenting with various strategies, performing discovery sessions, and engaging with potential clients.
- Implement Best Practices: Learn and utilize the best outbound sales strategies that have proven successful at Float to achieve early wins.
Once you’re more established in your role, you will:
- Build your own sales pipeline and consistently overactive on your monthly targets while keeping a healthy 3-5X pipeline coverage.
- Generate at least 70% of your own sales pipeline through proactive outbound prospecting, including cold calling, emailing, outreach, and networking.
- Roll out outreach initiatives to prospect ICP within your territory.
- Look for opportunities to optimize your sales process and win rate by using insights from tools like Gong &your sales dashboards.
- Share product feedback and contribute to the voice of the customer feedback to help improve our product for existing customers and the market.
If you are excited by the challenge of driving growth in a key market, ready to own your success and make a significant impact, we want to hear from you. Join us at Float and be part of a journey that is reshaping the future of resource management!
What You’ll Need To Be Successful
Your experience in exceeding sales targets, uncovering new business opportunities, and seeking ways to innovate will go a long way in this role.
We are confident that experience with the following will contribute to your success in this role.
- 3+ years of closing quota-carrying sales experience within the B2B SaaS, targeting mid-market companies. Specifically, running a full sales cycle from start to finish.
- Independent pipeline building and prospecting with the ability to build and nurture a 3-5x qualified sales pipeline without reliance on inbound leads or a BDR.
- Developing and implementing outbound sequences, and the ability to initiating contact with prospects through calls and emails.
- Identification of growth opportunities in order to harvest expansion with current clients, implementing and understanding of market dynamics and compelling business cases.
- Leading technical presentations/demos with strong product knowledge, and collaborating with the Product Team to provide valuable feedback for product improvements.
- Familiarity with sales tools like Gong and Hubspot, and leveraging data insights to improve the sales process.
- Training in sales methodologies such as Sandler, Challenger, SPIN, or MEDDIC.
- Excellent written and oral communication skills in English. Specifically, persuasive communication to effectively articulate value propositions and influence decision-making.
- Collaboration with cross-functional teams (Customer Success, Marketing, and Technical teams) to work effectively in a remote and asynchronous environment.
As a fully remote team, we’re looking for someone comfortable with asynchronous communication as the default, which means you have previous remote experience and are comfortable using tools like Slack, Loom, and Linear to communicate as needed. Don’t worry—you will have significant deep work time since we have very few meetings.
Why Join Us
The pay for this role is USD $160,000 OTE (On Target Earnings) with a 50:50 split between the base salary and the uncapped variable commission. Here’s a blog post with more information on how we determine our salaries.
We’re a global async remote company with a diverse team of people from all over the world who share a common belief in living our best work life. We believe deeply in the idea of transparency and share our Float Handbook publicly so potential new team members can see first hand our perks &benefits as well as our ways of working. If you feel like you can thrive at Float to do your best work, we would love to hear from you.
Hiring Process For This Role
You’ll find a lot of useful information about our interview process and what it’s like to join our global team on the Float careers page. The hiring process for this role looks like this:
- Initial First Meet (15 min): You'll meet with our Talent Manager, Julia Fulton, to discuss your interest in the role and review your questions about working at Float.
- Manager Interview (60 min): You’ll meet with Yonatan, Director of Sales, to discuss how you approach managing the sales cycle and dive into your sales experience and thought process. In this interview, you will also run a mock discovery session with Yonatan, Director of Sales, and demonstrate how you identify the prospect’s current situation and specific challenges, ensuring you gather all necessary background information to qualify and progress this deal forward while highlighting how Float can address these issues.
- Co-Worker Interview (30 min): You’ll meet with Dan, Account Executive, to dive deeper into your skills and experience.
- Founder Interview (30 min): You’ll meet with Glenn, Float’s CEO, to get to know you and see if you have the potential to be a great addition to the team.
Note: Industry research shows that women and those in traditionally underrepresented groups generally don’t apply to jobs unless they check all the boxes for the role. If you feel strongly that you have what it takes for this role but don’t check 100% of the boxes—that’s okay—we encourage you to apply anyway and highlight what you can bring to the table.
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