Mid Market Account Executive - EMEA

About Ashby

• We’re building the next generation of enterprise software, starting with products that help talent leaders, recruiters, and managers unlock hiring excellence

• Series C raised earlier this year, and growing ARR >100% YoY

• Have over 1,900 amazing customers including OpenAI, Deliveroo, Lemonade & Alan 

• Multiple products to win both land-and-expand and material new business deals

• Rapidly moving up-market with no signs of slowing down

• Implemented AI throughout the platform

• Known for our pace of innovation and advanced analytics

About this Role

You will help us win Mid-Market accounts by managing the full sales cycle from pipeline generation through to closed-won. In this role, you'll primarily focus on new logo acquisition, while also covering a smaller number of existing business accounts for expansion and upsell. Our emphasis is on your raw ability to excel in the areas listed below and your appetite for continuous growth & improvement.

You could be a great fit if

• ⚔️ You're adept at competitive or evangelical selling in new or established markets. 

• 🎧 You're naturally curious about business problems and take pride in positioning specific & creative solutions that solve those problems.

• 📣 You demonstrate mastery of clear communication. You ask questions with precision and can explain complex concepts in simple terms.

• 🏔️ You skillfully guide prospects through the evaluation & buying process—engaging the right stakeholders to create consensus for a strategic technology decision.

• 🤓 You love becoming a product and industry expert. You're adept at delivering a quick demo to showcase how your solution meets a unique need.

• ⚡️ Your peers describe you as action-oriented and persistent. You're always on the leaderboard for outbound effort and pipeline created.

• ⏱️ You leverage tools to maximize the impact of your prospecting and selling time. You believe in research and personalization to spark a conversation.

• ⚙️ You are at home managing a pipeline of a dozen or more active opportunities concurrently. You take pride in internal operations, including real-time CRM updates.

• ✈️ You are willing to travel at least 25% of the time for customer engagements and events.

Requirements

• 🤝 You have 4+ years of full-cycle closing experience and have closed many >$50,000 ACV opportunities

• 📢 You have experience selling complex platform technologies in a sales-led GTM motion

• 📈 You are a new business hunter and are confident in your abilities to self-source >50% of your own pipeline

Bonus Points

• 🇪🇺 You have sold to multiple regions and are fluent in one or many European languages ideally German

• 🤝 You have sold to Talent or HR personas

• ☎️ Prior B/SDR experience

Reasons not to apply:

• You aren't excited about a new business focused role that includes pipeline generation work

• You are uncomfortable delivering your own product demos, preferring to defer to an SE

Our Philosophy

Here are a few key points (relevant to the go-to-market side) that should give you an idea of what it is like to work with us:

• We spend a lot of time building best-in-class products since we believe a highly differentiated product is easier to sell.

• We aim to offer deep product expertise whenever we interact with prospects and customers. AEs are no exception to this.

• We strongly believe that small teams with very talented people (and the right work environment) deliver much better performance than teams with large headcount. We hire and compensate accordingly.

• We value a strong sense of ownership, principled thinking over experience, and thoughtful communication.

Interview Process 

Our interview process is designed so you can showcase your achievements and points of learning and apply those in a practical exercise. We'll provide you with Mid Market Account Executive info so you can develop a well informed perspective on our customer / sales motion. You’ll have opportunities to ask questions of our team throughout.

The interview process for this role is four rounds in the following order:

1. Intro Call (30 min) - You'll meet with the Recruiter [Steph Fish] to discuss your fit for the role and address questions about our market and solution.

2. Written Exercise -  You'll complete a short take home assignment to showcase your outbound muscle.

3. Experience Deep Dive (1 hr) - You'll walk the Hiring Manager [Jack Hanratty] through your career journey in some detail to highlight your experience, achievements, and points of learning to understand how you've developed into the professional you are today.

4. Challenge Interview (1 hr) - We'll provide you with pipeline data and seek your perspective on the segment. You'll discuss your approach to hiring, coaching and sales execution.

5. Final Round (1 hr) - You'll have a set of four interviews with cross-functional interviewers.

Benefits

• Sell a product that our customers are truly excited about.

• Fairly set, achievable quotas. Typically, greater than 65% of AEs are at or above quota.

• Unlimited PTO with four weeks recommended per year

• Generous equipment, software, and office furniture budget. Get what you need to be happy and productive!

• 10-year exercise window for stock options. You shouldn’t feel pressure to purchase stock options if you leave Ashby —do it when you feel financially comfortable.

• ￡/€100/month education budget with more expensive items (like conferences) covered with manager approval.

• Extended health benefits for you and your dependents (subject to availability with our Employer of Record)

Ashby provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, genetics, sexual orientation, gender identity, or gender expression. We are committed to a diverse and inclusive workforce and welcome people from all backgrounds, experiences, perspectives, and abilities.