Senior Sales Executive

Senior Sales Executive (B2B SaaS)
 
Location: Remote - East Coast
Type: Full-time
 
My client is a global SaaS provider specialising in digital content distribution and intellectual property (IP) management. With over 40 years of industry experience, the business partners with leading organisations across publishing, NGOs, and scholarly institutions, as well as large global enterprises.
 
The company operates as a fully remote organisation with a strong presence in the UK and a growing focus on North America.
 
The Opportunity
My client is seeking two experienced Senior Sales Executives to drive revenue growth across its core solutions:

• Digital Content Distribution Platforms (serving scholarly publishing, NGOs, and associations)
• IP & Rights Management Software (serving publishing, media, music, and enterprise sectors)

These are high-impact, individual contributor roles where you will own the full sales lifecycle from pipeline creation through deal closure while contributing to go-to-market strategy and ongoing sales process optimisation.
 
Key Responsibilities

• Own the full B2B SaaS sales cycle: prospecting, discovery, proposal, and close
• Build and manage a robust net-new pipeline through outbound and relationship-led sales
• Consistently deliver against annual revenue targets
• Identify and engage new target customers across assigned industries
• Leverage personal networks, industry knowledge, and partnerships to create opportunities
• Collaborate with marketing and consulting teams to expand pipeline coverage
• Understand customer challenges and position tailored, value-driven solutions
• Develop bespoke proposals rather than relying on standard pitch decks
• Engage cross-functional stakeholders, including executives, product, and procurement teams
• Lead product demonstrations, presentations, and commercial negotiations
• Own and deliver high-quality responses to RFPs and tenders
• Translate technical product capabilities into clear business outcomes
• Partner with product and leadership teams to develop compelling proposals
• Build and maintain long-term client and industry relationships
• Navigate complex buying groups and multi-year sales cycles (6–18 months)
• Work cross-functionally with Product, Marketing, and Leadership teams
• Maintain accurate pipeline and activity tracking in CRM
• Contribute to continuous improvement of sales processes (e.g., MEDDIC methodology)

 
Key Requirements

• 5–20 years of experience in B2B SaaS sales with a proven track record of exceeding revenue targets as an individual contributor
• Demonstrated ability to generate and sustain pipeline, with a strong focus on new customer acquisition
• Experience managing both new business development (hunter) and account growth (farmer) responsibilities
• Strong activity levels across the sales cycle, including prospecting, meetings, demos, and stakeholder engagement
• Expertise in solution/value-based selling with the ability to create tailored, outcome-driven proposals
• Proven experience managing complex, multi-stakeholder enterprise sales cycles independently
• High level of ownership, accountability, and a results-driven mindset
• Experience in one or more of the following sectors is highly desirable:
• Scholarly publishing or digital content platforms
• Media, music, or IP/rights management
• Enterprise SaaS or platform-based solutions
• Experience responding to formal RFPs or tenders
• Established industry relationships and a strong professional network