Strategic Account Executive

About Us

At Hiya we are on a mission to secure the voice call with trust, identity, and intelligence. We’re protecting everyday people from spam and fraud calls, connecting businesses with their customers,and helping mobile carriers secure their networks for all.  In early 2016, we brought Hiya Protect to market through Samsung Smart Call, AT&T Call Protect (now Active Armor) the first-ever network-based spam solution, and the Hiya consumer app for iOS & Android. Three years later in 2019, we brought Hiya Connect to market, a B2B branded call SaaS solution that enables companies to connect to the consumers they are trying to reach. The combination of Protect, Connect, and the Hiya app has resulted in the world’s largest Voice Security Platform with over 450M users.

About the Position

The Strategic Account Executive is an individual contributor position responsible for hunting opportunities within the UK’s largest enterprises.  You will provide a curious, planned, and consultative sales approach for newly emerging technology like branded calling and audio intelligence. You’re the kind of person that has deep experience leading by example, self generating pipeline and coordinating deal strategy with a variety of internal stakeholders, including executives. You also have a deep passion for data and understand its power in helping improve business efficiency and its necessity in building a successful business case with your customer. 

Requirements:

• Proven experience selling to enterprises with over $1 billion in revenue.
• Demonstrated ability to achieve or exceed an annual sales quota of at least $1.3 million USD (1 million GBP).
• Success in closing deals with annual contract values (ACV) at or above $1 million ARR.
• Expertise in navigating complex organizational structures and understanding intricate buying cycles.
• Strong capability in leading and managing deals involving multiple internal stakeholders, acting as the primary point of coordination throughout the sales process.

What You’ll Do

• Become a consultative expert on Hiya’s products, industry, and our customers’ challenges.
• Learn what KPIs customers track and how they quantify value / build a business case for new solutions. Drive consensus on a pilot that supports Hiya’s path to value while considering all confounding variables. 
• Build territory plans and account plans providing easily digestible insight for internal stakeholders who are here to help with executive sponsorship. 
• Map out the long game with complex accounts and identify the path of least resistance to land an initial MSA.
• Run your pipeline like a well oiled business. Maintain a realistic view of opportunities near closing, cultivating for the next quarter, what’s at risk, what’s getting traction, and what you need to drop.
• Proactively inform internal teams & execs on your account strategy and meeting preparation, while also sharing valuable learnings from the market. When things go well, you are still thinking about every angle and managing up in our organization.
• Cultivate relationships and understand the needs of as many stakeholders and decision makers as possible for each opportunity, pushing for executive alignment early and often.

We’re ideally looking for someone who is: 

• Strategic Thinker: Won’t put yourself in a situation where you have to act or respond without a strategy. Always thinking about short and long term goals. Experience penetrating large, confusing, siloed, orgs. Experienced managing a complex account strategy involving multiple internal stakeholders aligned with external org.
• Organized: Ruthlessly prioritize opportunities and tasks eliminating distractions as needed. Project manage opportunities with internal & external teams with preparation and thoughtfulness. Prepare to handle objections, questions, and issues that will arise. 
• Curious: Master of the art of discovery. Understand how to gather intelligence across org and use others internally to help with that effort. Can make quick accurate judgements about how to treat and categorize people in the selling process.
• Analytical: You have an appreciation for quantifying data and understanding equations. Strategic seven figure opportunities hinge on ROI, you are laser focused on measuring it effectively. 
• Collaborative: Proactively include the right internal team in a strategy and bring meaningful market feedback to cross functional stakeholders to improve GTM strategy. 
• Leader: Naturally lead a selling team on opportunities, give everyone a voice and opinion that matters and ownership of their role in the deal, hold that group accountable. 
• Proven track record closing 6 and 7 figure ARR opportunities with Fortune 1000 companies .  

The person in this role must embody Hiya’s key values of: Serving our customers, Doing rather than observing, Improving ourselves and our business, Owning and holding ourselves accountable for success and Leading by showing up with a POV, engaging in discussion, listening respectfully to others opinions and committing to decisions. 

You will have a fast start if you have experience:

• Leading a collaborative sales process involving many stakeholders both internally and with your customer to win six and seven figure technology deals in large global enterprises. 
• Running a consultative sales process involving a pilot that requires a quantitative assessment to prove success and assess ROI. This isn’t rocket science, but it is scientific. 
• Working with Marketing to guide and coordinate outreach strategy using your insights on the business, our customers, and their pains. You’ve led campaigns involving outreach from you, SDRs, executives, and others if needed to multiple different prospective teams and stakeholders.
• Thriving in a startup culture as a resourceful self starter. You have a team who will support you and you have the opportunity to be autonomous, build processes, and exercise creativity. 

More Details

The On Target Earning (OTE) for this role is between £160,00 and £250,000 with the base being 50% of OTE . Commission will be based on Individual performance. When determining compensation, a number of factors will be considered: skills, experience, job scope, location, and competitive compensation market data.

• Start Date: Immediately
• Status: Full-time 
• Type: Hybrid, 3x per week in office 
• Location: Central London  
• Department: Sales 
• Reports to: VP of Sales 

 Benefits

• 25 holidays plus bank holidays
• Opt in salary sacrifice pension scheme with 4% of full basic salary contribution from company
• Paid parental leave
• Private medical, dental and vision insurance through Vitality
• Travel Insurance (including for private use)
• Employer-paid life insurance 2x base salary
• Donation Matching for a charity of your choice (up to $1,000/ year)
• WFH equipment stipend 
• $1,000/year in Professional Development funds

This position is based in London, UK.

We are  building a team with a variety of perspectives, identities, and professional experiences.  We evaluate great candidates through a business lens and we strongly believe that diversity and unique perspectives make our company stronger, more dynamic, and a great place to build a career.

Our team has won various awards over the last 4 years from Built-in Seattle and Seattle Business Week to #86 on Deloitte Technology Fast 500 and Forbes #1 Startup Employer. Here at Hiya, we are a people-centric company focused on helping each and every one of our employees grow both personally and professionally. We feel that creating a team culture of support and empowerment to challenge the status quo results in an energised and passionate team that is continuously challenged and passionate about the work they are doing. You'll love working here if you are looking for an innovative challenge that is disrupting an industry. Come  join us!