Salary: 60 000 – 80 000 base dOE. OTE
100% of base, uncapped.
Contract: full time
LOCATION: Flexible. Ideally London hybrid, but remote works too. The right person matters more than where they sit
Information on the company
Our client is rethinking automotive operations using AI. They help automotive businesses turn transport cost into profit, and are building the leading platform for operational efficiency and return on assets in the $2tn automotive industry.
Dealers, OEMs, accident repair groups and 3PLs run huge logistics operations on spreadsheets, WhatsApp groups and legacy tools. Our client is fixing that. By turning unnecessary transport cost into margin and growth, they are becoming the operating system for automotive logistics: route planning, optimisation, driver apps, marketplace integrations and intelligence, all powered by real-world usage. Hundreds of thousands of vehicles a year already move through the platform.
Founded by experienced engineers and operators from a high-growth online automotive retailer, alongside automotive veterans from premium car manufacturers and major dealer groups, our client powers operations for some of the world's largest retailers. They are backed by leading venture investors and angels from well-known automotive technology businesses.
Having had great success in the UK since founding, they have just started selling globally. They recently signed their first major US customer, a top-tier dealer group, and are making headway in Canada, Australia and Europe. The playbook is working and the core ICP is clear. This role exists to run it harder, in more markets.
THE ROLE
Our client is hiring an Account Executive who owns the whole cycle: finding the deal, opening it, running it and closing it. Pipeline generation is not a support function here. It is half the job, and the half most people avoid.
You will sell globally into three priority segments: leading dealer groups, accident repair groups and auction houses. These are large, multi-site businesses with central transport operations. Deals range from £25k to £200k ARR and cycles run three to six months when the fit is right. You will be selling to executive teams, CEOs, COOs and group directors across the UK, US, Canada and Australia, while winning the buy-in of the transport and operations teams beneath them who will live in the product every day. Both matter: the executive signs, the operators make it stick.
You will be one of three AEs, working directly with the CEO. Alongside your own cold outbound, doors are opened for you by the Commercial Director and a group of experienced automotive professionals around him, people who have run the dealer groups and operations you are selling into and whose introductions land where cold outreach cannot. The team is small on purpose. What you do shows up in the company's numbers every week.
HOW SELLING WORKS HERE
You will inherit a fully AI-native sales stack, built and tuned by the founders, that runs from deal sourcing through to calling and closing:
A signal engine that reads hiring, expansion, M&A and marketing-intent data across a global account universe and surfaces the accounts most likely to buy right now, with contacts attached.
A weekly "hottest deals" board you choose your accounts from, with a written hypothesis for each: why now, who, what pain. It connects buy signals across a database of ICP accounts, marketing signals from paid ads, and marketing signals from LinkedIn activity.
Automated multi-channel sequencing across email and LinkedIn, so your time goes on conversations, not admin.
An AI-assisted dialler and CRM with call notes, coaching and follow-up handled for you.
AI-generated value cases built from real platform data, so every proposal leads with quantified savings.
The rhythm is simple and public. Every week you commit to the accounts you are working and the meetings you have booked. Every account gets a first touch within five working days and a verdict within ten. Thursday mornings and Fridays are phone days. Tuesdays and Wednesdays are demo days. The floor is two new meetings booked a week; the expectation is well above it.
WHAT YOU’ll WORK ON
PIPELINE GENERATION
Work the hottest deals board every week: research, hypothesis, then phone, email and LinkedIn until you have a conversation.
Get on the phone every day. This is the channel that separates reps who hit quota from those who do not.
Turn signals into first meetings, and first meetings into qualified opportunities with a real problem, a real owner and a real timeline.
Feed what you learn back into targeting, messaging and the signal engine itself.
RUNNING AND CLOSING DEALS
Run discovery and demos that make an operator feel their transport problem is solvable, and that our client's platform is the obvious answer.
Build and present value cases that lead with hard savings, kept honest and separate from soft upside.
Multi-thread across transport, operations, finance and the C-suite. Build champions, map economic buyers, and run a close plan on every deal.
Negotiate and close. Hold pricing, trade concessions for term length, references and case studies, never for silence.
Hand over cleanly to Customer Success and stay close enough to turn wins into references and expansion.
BUILDING THE ENGINE
You will be in the room as the sales process, the playbook and the tooling are shaped. Bring ideas, push them, and expect them to ship.
Help take our client into new markets and new segments as they expand beyond automotive over the coming years.
WHAT YOU’LL BRING
Two or more years closing B2B SaaS deals, ideally in an established SaaS or AI commercial team where you learned what a real operating rhythm looks like: MEDDPICC or similar, forecasting discipline, weekly accountability.
Proven pipeline generation. You have sourced your own deals, on the phone, and you can show the numbers. This is the must-have. If cold calling is not something you are confident doing daily, this is not the role.
A closer's record. You have closed deals you opened yourself, and you can walk through one you won and one you lost with the same honesty.
Commitment to the sales career track. You want to be exceptional at this, not pass through it.
Autonomy. You are comfortable operating without a manager watching, and you communicate proactively so nobody has to ask how a meeting went.
Product depth. You care deeply about how the products work and where they add value to each segment, and you engage directly with the product team to feed back what you learn from buyers and users on sales calls.
Comfortable demoing. You can run a compelling demo yourself, and you know when to bring in the Transport Director, who is on hand for the more complex ones.
Relentless about value. Every conversation, email and slide makes the commercial outcome clear.
Urgency. You move faster than the prospect expects, and you follow up the same day, every time.
An entrepreneurial streak. You treat your patch like a business you own.
AI-native, not AI-curious. Your first instinct on any task is how AI makes it faster, sharper and more scalable. You will be working alongside AI tooling every hour of the day, and you should already be doing that.
WHAT YOU WON’T need
Automotive experience. Our client will teach you the industry. What they value above all else is time spent in an established revenue organisation and a track record of closing £50k+ deals.
BONUS POINT
Selling into the US from the UK; experience in a company that scaled from a handful of customers to a category leader.
HOW YOU WORK
You feel the pace. Our client is building a global company from a UK base and intends to move fast. Selling into the US and Australia means calling windows outside standard UK hours, and closing quarters means putting the hours in when it counts. You should want that, not tolerate it.
You think in numbers. Meetings booked, pipeline coverage, conversion by stage. You know your own funnel without looking it up.
You are coachable and direct. You take feedback fast, give it straight, and challenge the leadership team when they are wrong.
You want to shape the function, not inherit one. There will be a bigger team here. The people who build it will ultimately get to lead it, if their skillset is right and they have the appetite.
WHY WORK HERE
Base: £60,000 – £80,000 depending on experience.
OTE: 100% of base at target, uncapped. Commission accelerates once you pass quota. Quota is reduced for your first quarter while you build pipeline, then steps up to the same number as the rest of the team.
Equity: generous, as part of an EMI option scheme, from day one.
High-spec MacBook and quality equipment.
28 days holiday plus an extra day off for your birthday.
A fully AI-native sales stack, a founder who sells alongside you, and a network that opens doors.
INTERVIEW PROCESS
Fast, and it tests for the job, not the interview.
Intro call with the CEO (30 min): a two-way intro between you, the CEO and the business.
Deep dive (60 min): your experience and how you operate.
The challenge (60 min): a task to understand how you would approach sourcing, researching and closing a deal, likely including a cold calling role play.
Meet the wider team. References, then offer.