Shape The Future. Own Your Impact. Evolve with Payara.

At Payara, we aren’t just platform software, we shape the future of businesses. Whether you're driving operational excellence, leading strategic projects or creating code, your work ensures our customers continue to receive excellent products and services.

We believe inownership,accountability, andcollaboration. We strive for excellence, pushing boundaries, and creating impact. Your curiosity will inspire others and drive success.

Join a globally distributed team where challenge is a mindset, innovation is key, andexcellenceis non-negotiable.

Create impact. Drive change. Grow with Payara.

Role Overview

As a Mid-Market Account Executive, you will be working on deal sizes up to £75k ARR, creating new business pipelines at an enterprise level and efficiently progressing already existing business. You’ll manage and own new business numbers and be able to produce accurate sales pipeline forecasts.

Summary Details

Role : Mid-market Account Executive

Seniority : Mid - Level

Location : UK or Western Europe(100% Remote)

Compensation : Rate dependent on local market location and experience

What you will be doing

• Developing new sales opportunities through researching new leads across multiple channels
• Outbound and cold outreach to generate pipeline
• Successfully negotiating enterprise deals up to £75k ARR with varied terms/ conditions
• Communicating with prospects to understand their needs and requirements and identifying sales opportunities, following through by negotiating/closing deals and handling complaints or objections
• Preparing sales documents such as contracts, agreements and reports according to the company’s standards
• Creating sales programs geared towards customer engagement to increase prospective sales
• Collecting and analysing information and preparing data and sales reports keeping accurate records
• Maintaining and improving the CRM database of prospects
• Presenting the full potential of the Payara product or service in a structured professional waywith the potential to upsell future products or services
• Building good working relationships with other relevant departments such as Finance/Marketing
• Keeping up to date with market trends, Payara product and service information and competitor offers, making recommendations to the management on areas of sales that need adjustments
• Promoting the Payara Employer Brand by contributing to social media campaigns

What you will bring

• Proven experience and success in Solution Selling with SaaS/software companies offering complex technical solutions including overachievement of sales targets
• Experience working with different regions (Europe, APAC, EMEA etc)
• Demonstrable record of success in deal sizes up to £75K ARR
• Prospecting and outbound sales experience
• Ability to learn quickly and easily grasp new software applications and technical knowledge
• Fluency in English and/or Spanish & German will be a plus

Desirable Skills & Knowledge

• Experience and knowledge of sales/qualification methodologies (e.g. MEDDPIC, Sandler etc)
• Experience working within the open-source software industry
• Familiarity with CRM software (ideally HubSpot)
• Written and spoken language skills in languages other than English (ideally German)

Personal Skills & Behaviours

• Ability to build relationships externally and internally and manage expectations
• Strong problem-solving skills with solution selling mind-set and creative and critical thinking
• Drive and commitment to generating new sales and pipeline through outbound activities

Essential Qualifications

• Any relevant qualification

How We Work

At Payara,howwe work matters just as much aswhatwe work on. You’ll thrive in this role if you naturally live our values:

• Growth
• Openness
• Trust
• Excellence
• Passion
• Initiative
• Community

What we offer

• 100% Remote flexible working.
• Annual allowances for L&D
• Paid time off to celebrate your birthday, for volunteering or charity work, or to focus on your mental well-being.
• Loyalty rewards.
• Welcome gifts and limited-edition swag.
• Annual company retreat.
• Clear career progression plan
• Plus, many more!

Please visitwww.payara.fish/joinusfor more details.

Check out our culture page on Instagram @payaraculture

We are an equal opportunities employer. If you require reasonable adjustments due to a disability, please raise this when invited to an interview, stating the adjustments needed

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