Responsibilities
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.
Minimum Qualifications
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.
