New Business Account Executive - Mid-Market

Headquartered in Tallinn, the company has grown since 1998 by acquiring regional IT providers. Founded in 1998, we now have 1,600 employees.

Job summary

This is a new role. The team has doubled in size over the past year. Base salary plus uncapped commission, paid monthly. Reps at plan typically earn close to double their base. This is a closing role, measured on new ARR against a quarterly quota. Remote, open to candidates across Estonia. Normal business hours, Monday to Friday, with some flexibility.

What you'll do

• Deliver tailored product demos to operations, finance and IT stakeholders
• Forecast weekly in Salesforce with accurate close dates and next steps
• Identify additional contacts in each deal so it does not depend on a single champion
• Prospect into named accounts to add self-sourced pipeline on top of SDR meetings
• Hand off closed accounts to onboarding with clear notes on scope and anything promised during the sale
• Coordinate with solutions engineers on technical evaluations and security questionnaires
• Negotiate pricing, payment terms and contract redlines with procurement, within approved discount bands

Minimum qualifications

• 2-4 years of closing experience in B2B software or services sales
• Strong written follow-up. Your recap emails should be clear enough to forward to a CFO
• Proven record of hitting quota, with numbers you can walk us through in the interview
• Coachable. You will review recorded calls with your manager every week
• Comfortable running a full sales cycle with multiple stakeholders
• Working knowledge of Salesforce. HubSpot is fine if you have used deal stages and forecasting
• Familiarity with a sales methodology such as MEDDICC, Challenger or SPIN

Nice to have

• Knowledge of payroll, HR or finance software
• President's Club or similar recognition
• Gong or Chorus call recording experience
• Experience selling into healthcare, logistics or manufacturing

Benefits

• Private medical care
• Extra annual leave days
• Annual bonus
• Remote work allowance
• Cafeteria benefit system
• Meal vouchers
• Training budget

We review applications as they come in.

Start: Immediately.

Demo job created on 11jobs for testing and demonstrations. It is not an actual opening at Stonebridge Technology Group AS.