Account Executive

tl;dr 

Salary: £30k + 100% OTE 

Equity: 0.08% to 0.1% 

Location: Shoreditch, London 

In person/remote: 4x/week in-person; hours 09:30-18:30 

Benefits: therapy, minimum 30 days holiday + bank holidays + day off for birthday + company shutdown over Xmas, company-paid lunch on Thursdays 

About the company

Spill’s mission is to reduce unnecessary emotional pain by making high quality mental health support easily accessible for people around the world. We have already achieved a lot, we recently delivered our 100,000th therapy session that was free for the person who accessed it, but still have so much more to do.

Our product is ranked as the UK’s #1 employee assistance programme on Trustpilot, we are proud to support more than 600 small to medium sized organisations (including big names like Hello Fresh, Cleo and Wild) and over 30,000 employees.

On the company itself, we operate with an intentionally small HQ team (currently 6 full time employees, 2 are engineers), and we work in-person together in Shoreditch, London.

We could go on, but our company handbook is public, so you can read that here (https://spill.notion.site/1fa49f92fc6b80d8855de99d66b0d4fb?pvs=25) to get a fuller sense of the company’s mission, strategy and ways of working.

About the role

Over the past year we’ve successfully expanded our market presence by refining our product offering and building scalable and cost-effective channels for growth. With rising market demand for impactful mental-health related employee benefits, now’s the time to expand our marketing and sales team to continue on this trajectory.

You can think of this role having three important missions at Spill:

Drive growth: You're directly responsible for fuelling Spill’s growth and helping it reach the next stage. Every deal you close brings in revenue that funds product development, new hires, and expansion. At a startup, your individual contribution has an outsized impact on whether the company succeeds or fails.

Solve real problems: Your main focus is to help businesses solve specific people-related challenges by introducing them to a product that can genuinely improve their operations. You're not just selling software - you're helping companies to improve employee productivity, reduce absenteeism, and free up precious HR resource.

Be the voice of the customer: You're the bridge between the market and the product team. You’re responsible for gathering valuable customer insights and sharing with the wider team to help shape the product roadmap, ensuring what gets built actually meets real market needs.

What this role will actually do

You’ll be the first AE to join our team, reporting directly into the Head of Marketing and Sales.

As a two person team you’ll be focused on bringing Spill’s mental health and wellbeing offering to SMEs globally, on the frontlines of advancing our mission to transform the health and happiness of the world, one workplace at a time.

This is your chance to join a high-performing team at an inflection point. The product and pitch are proven, and now we need someone who can execute with speed and intensity to help us capture the momentum and scale to the next level.

Here are some examples of the types of tasks/projects you’re likely to be working on:

• Preparing and presenting product demos. You'll need to build a good understanding of each prospects' pain points and needs at the start of the call, then tailor the product demo to their specific use case.
• Managing your pipeline. You’ll be maintaining disciplined CRM hygiene by logging activities, moving deals through stages, and keeping accurate records of all communications.
• Nurturing and closing deals. You'll be following up with prospects at various stages, answering questions, and sharing resources to nurture and convert leads post-demo.
• Account management: You’ll continue post-sale relationship management to ensure that every new customer has a smooth onboarding experience.
• Tracking sales performance: You'll track and monitor your progress toward monthly and quarterly sales targets, calculating what you need to close to hit your numbers.

Requirements

• You have experience working in a customer facing role. This doesn’t necessarily have to be a sales role, it could be a related field e.g. customer success or account management, recruitment, project management or retail/hospitality management.
• You’ve got a basic understanding of full-cycle sales processes including outbound prospecting, discovery, pitching, product demonstration, proposal development, negotiation, and closing.
• You thrive in a fast-paced, mission-driven start-up environment. This often means moving quickly, being adaptable and being willing to contribute beyond the remit of your core role.
• You’re self-motivated and resilient. You thrive with ambiguity, handle feedback well, and stay motivated without the need for constant oversight.
• You’re results driven, competitive and motivated by hitting targets, meeting deadlines and contributing to the overall growth of the company.
• You have excellent written and verbal communication, negotiation, and relationship-building skills.

That said, we recognise that experience will vary a lot between people, so please don't be put off if you don't meet these criteria exactly. We care about outcomes rather than tickbox criteria, and it's often the case that the perfect person for the role has a CV that looks a little different. Research (by Harvard University) shows that women are particularly likely to second-guess themselves and not apply — so if you're worried you don't meet all the criteria, get in touch anyhow and let us do the worrying.

Nice to haves:

• You have experience working in a B2B SaaS or SME sales environment, or a mission-driven or healthcare-focused organisation.
• You’re comfortable using CRM tools