Totara is a global learning, engagement and performance platform serving enterprise, government, and public sector organisations. Backed by a committed private equity investor, Totara is in an exciting phase of fast paced growth, fuelled by both organic expansion and strategic mergers & acquisitions.
We are building a worldclass, scalable commercial organisation to respond to market demand and accelerate growth, expand our direct UK market presence, and increase enterprise value over the coming years.
We are seeking a Senior Account Executive – New Business to help accelerate our growth in the UK commercial market. This is a senior, hands-on hunter role, focused on winning larger, more complex deals with midmarket and enterprise organisations.
This role is ideal for an experienced SaaS seller with a strong track record in learning and development, HR technology, or LMS solutions, who is motivated by closing meaningful deals, influencing buyers, and building a long-term career with a market leader. We’re looking for someone who is hungry, energetic, and commercially sharp, with the confidence to operate at senior buyer level.
You’ll work closely with SDRs, Marketing, and Sales Leadership to drive engagement, generate pipeline, and convert opportunities into high value wins.
Responsibilities:
New Business Sales
- Own the full sales cycle for new logo acquisition in the UK commercial market
- Target midmarket to enterprise organisations with complex buying processes
- Lead discovery, solution design, commercial negotiation, and deal close
- Build strong multistakeholder relationships across L&D, HR, Compliance, IT, and Procurement
Pipeline & Market Engagement
- Work closely with the SDR team to drive outbound engagement and opportunity creation
- Partner with Marketing on campaigns, events, and targeted account activity
- Proactively identify, qualify, and progress high value opportunities
- Maintain a healthy, predictable pipeline aligned to revenue targets
Collaboration & Deal Excellence
- Act as a trusted advisor to prospects, demonstrating deep understanding of learning, performance, and organisational development challenges
- Collaborate with presales, partners, and internal stakeholders to deliver compelling proposals
- Accurately forecast, manage CRM hygiene, and report against targets
Knowledge, Skills and Experience:
- Proven experience as a New Business / Hunter Account Executive in SaaS
- Track record of closing larger, complex deals with multiple stakeholders
- Experience selling into the Learning & Development, HR, or Talent market
- Strong commercial acumen and negotiation skills
Highly Advantageous
- Direct experience selling LMS platforms or adjacent learning technologies
- Familiarity with partner-led or hybrid go-to-market models
- Experience working closely with SDR teams to build pipeline
Personal Attributes
- Self starter with strong drive and resilience
- Comfortable owning outcomes and being accountable for results
- Consultative, credible, and able to influence at senior levels
- Motivated by growth, progression, and earning potential
Perks and Benefits:
- Enhanced Parental Leave
- Private Healthcare
- Life Insurance 4x Salary
- Professional Development Opportunities
- Annual Wellbeing Allowance
- New Joiner home working set-up allowance
- Additional Paid Leave: Birthday off, Working days between Christmas and New Years Eve
We’re committed to building a diverse, equitable and inclusive workplace where everyone feels they belong. We welcome applications from people of all backgrounds, identities and experiences, and we’re happy to make adjustments to support you through the recruitment process - please just let us know.
