Account Executive (EMEA)

Float is the world’s leading software for teams to plan their time. Launched in 2012, we’ve grown every year since, and remain proudly independent, self-funded and profitable. We’re a team of 50 working 100% remotely and you’ll be partnering with team members based globally including Australia, Mexico, Nigeria, Canada, and the USA. Hear what our team has to say by browsing our blog, or reading our Glassdoor reviews. Check out what our customers think of Float from our G2 reviews.

We’re on a scale-up journey, and we’re seeking people who thrive in this stage, given the autonomy, and the opportunity, to do the best work of their career.

What You’ll Be Responsible For
As an Account Executive, you will play a critical role in driving our growth and expanding our customer base in EMEA.

Job Responsibilities
Manage prospects from lead to close (both inbound and outbound)
Provide timely and accurate forecasts while managing a pipeline.
Clearly articulate and demonstrate our value proposition, creating excitement and enthusiasm among prospects.
Maintain a healthy sales pipeline with 3-5X coverage, ensuring consistent deal flow and forecasting accuracy.
Exceed Quota.
Inbound Sales:
Respond to inbound leads, ensuring timely engagement and thorough qualification. Conduct deep discovery sessions to understand the prospect’s needs, pain points, and goals.
Conduct product demonstrations, presenting Float’s solutions in a compelling manner, and focusing on how they address the specific challenges and requirements uncovered during discovery. Develop technical product knowledge and build relationships with key stakeholders to ensure a comprehensive sales approach.
Manage the sales process efficiently, address objections, and provide necessary information to facilitate decision-making. Conduct product demos, help build a business case with your champion, and navigate the approval process while closing each deal successfully. Use your strong closing skills to close each opportunity successfully, converting prospects into customers.
Regularly revisit and re-engage with past leads, close lost deals to identify new opportunities, and reignite interest in Float’s solutions.
Account Expansion:
Engage with new decision-makers and untapped territories, uncovering and closing these expansion opportunities to increase account penetration and overall account value.
Leverage a “land and expand” methodology to systematically grow your customer base over time. Start small, demonstrate impact, help your champions to build a business case internally, and engage with the right stakeholders at the HQ level to structure a global rollout across the account.
Outbound Prospecting:
Identify, target, and engage potential customers within Float’s ICP and lead a full sales motion end to end.
Maximize revenue growth by mining and uncovering untapped opportunities within our existing customer base in your region.
Early on, your focus will be:
Product Knowledge: Quickly familiarize yourself with the Float product, ensuring you can effectively demonstrate its features to different audiences.
Customer Profile: Understand our ideal customer profile, their challenges, and how they use Float to address their needs.
Engage in Selling: Start selling, experimenting with various strategies, performing discovery sessions, and engaging with potential clients.
Implement Best Practices: Learn and utilize the best outbound sales strategies that have proven successful at Float to achieve early wins.
Once you’re more established in your role, you will:
Build your own sales pipeline and consistently overactive on your monthly targets while keeping a healthy 3-5X pipeline coverage.
Generate at least 70% of your own sales pipeline through proactive outbound prospecting, including cold calling, emailing, outreach, and networking.
Roll out outreach initiatives to prospect ICP within your territory.
Look for opportunities to optimize your sales process and win rate by using insights from tools like Gong & your sales dashboards.
Share product feedback and contribute to the voice of the customer feedback to help improve our product for existing customers and the market.
If you are excited by the challenge of driving growth in a key market, ready to own your success and make a significant impact, we want to hear from you. Join us at Float and be part of a journey that is reshaping the future of resource management!

Job Requirements
Your experience in exceeding sales targets, uncovering new business opportunities, and seeking ways to innovate will go a long way in this role.

We are confident that experience with the following will contribute to your success in this role.

3+ years of closing quota-carrying sales experience within the B2B SaaS, targeting mid-market companies. Specifically, running a full sales cycle from start to finish.
Independent pipeline building and prospecting with the ability to build and nurture a 3-5x qualified sales pipeline without reliance on inbound leads or a BDR.
Developing and implementing outbound sequences, and the ability to initiating contact with prospects through calls and emails.
Identification of growth opportunities in order to harvest expansion with current clients, implementing and understanding of market dynamics and compelling business cases.
Leading technical presentations/demos with strong product knowledge, and collaborating with the Product Team to provide valuable feedback for product improvements.
Familiarity with sales tools like Gong and Hubspot, and leveraging data insights to improve the sales process.
Training in sales methodologies such as Sandler, Challenger, SPIN, or MEDDIC.
Excellent written and oral communication skills in English. Specifically, persuasive communication to effectively articulate value propositions and influence decision-making.
Collaboration with cross-functional teams (Customer Success, Marketing, and Technical teams) to work effectively in a remote and asynchronous environment.
As a fully remote team, we’re looking for someone comfortable with asynchronous communication as the default, which means you have previous remote experience and are comfortable using tools like Slack, Loom, and Linear to communicate as needed. Don’t worry—you will have significant deep work time since we have very few meetings.