Account Executive (EMEA) at Float

Headquarters: Remote
URL: http://float.com

About Float

Float is the leading resource management software for professional services teams. Since 2012, they’ve grown every year—independently, self-funded, and profitably. They’re rated #1 for resource management on G2 and trusted by 4,500+ customers worldwide.

As a certified B Corporation, Float is committed to making a positive impact on their team, customers, the environment, and the remote community. Their 50+ person team works 100% remotely across the globe, with perks and benefits designed to support them in living their Best Work Life. You'll collaborate with teammates across Australia, Mexico, the UK, Nigeria, Canada, and the US. Learn more about their data security practices for employment or service contracts here. Browse their blog to get a glimpse of life at Float and check out their Glassdoor employer reviews. See why their customers love Float on G2.

They’re on a scale-up journey, and they’re seeking people who thrive in the excitement that comes with it. They want Float to be the place where you have the autonomy and opportunity to do the best work of your career.

Why We’re Hiring For This Role

Their SMB sales motion has proven to be a high-conversion, high-velocity growth engine for their business. With one of their incredible SMB account executives moving into the mid-market segment, they have an opportunity to bring someone new onto the Sales team (that could be you!).

Working with qualified inbound leads, you’ll have full ownership of the sales cycle across the EMEA region with flex into APAC. They’re excited to bring someone on the team who will accomplish key revenue milestones, refine their go-to-market approach, and play a pivotal role in Float’s continued expansion.

Their Director of Sales, Dan, explains the important role you will play within their Sales team. Watch this video!

What You’ll Be Responsible For

Early on, you’ll jump right into:

• Learning their ICP: Your first priority will be learning their ideal customer profile, their needs, and their use cases.
• Learning Float: You’ll become a domain expert by getting to know their product in depth.
• Observing how they do sales at Float: You’ll learn from recorded calls, live demos, and will watch how their sales team takes prospects and turns them into loyal customers.
• Getting started: You’ll start leading your own discovery calls and eventually showcase Float’s capabilities with demos to prospective resource management champions.

Once you are a bit more settled, they expect that you will jump into:

• Owning SMB revenue growth in EMEA: Deliver on high-velocity sales, closing up to 20 deals per month and adding $5000 in new MRR. You’ll own the full sales cycle, including managing inbound opportunities, leading a thoughtful and structured discovery meeting, and presenting Float’s capabilities as a solution to key stakeholders. Your region will primarily be EMEA, with some flexibility into APAC.
• Master product knowledge & industry knowledge: You will become an expert in the Float product so that you can confidently address technical questions from prospects, offer guidance and expertise on workflows, and be adaptable to highlight features prospects might benefit from.
• Refine and contribute to the SMB sales playbook: Document best practices, sales strategies, and deal execution insights to improve pipeline efficiency.

What You’ll Need To Be Successful

They want you to love your work and believe that these skills will allow you to succeed in the role. Applying these skills requires:

• SaaS sales experience: 3+ years of inbound or outbound, quota-carrying sales experience within the B2B SaaS industry.
• Full sales cycle experience: Proven ability to run the entire sales process, from discovery and sales calls to diligent follow-ups and closing deals.
• History of high performance: You have evidence of sustained high performance in B2B sales, including meeting or surpassing quarterly and annual goals and being among the highest performers on your team.
• Discovery & demo effectiveness: You are skilled in conducting virtual discovery sessions to uncover and articulate prospects' pain points, goals, and needs. You come with strong experience leading and delivering compelling product demos to potential clients.
• Multi-threading: Ability to identify multiple relevant influencers and decision-makers within companies and build strong personal relationships with them.
• CRM proficiency: Familiar with CRM systems like HubSpot or Salesforce (they use HubSpot).

As a fully remote team, they’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 time for client calls and deep work time since they have very few meetings.

Why Join Us

Pay for this role is $175,000 OTE (60:40 split between base and variable). Here’s a blog post with more information on how they determine their salaries.

They’re a global async remote company with a diverse team of people from all over the world who share a common belief in living their best work life and care deeply about doing great work and doing it right.

They believe deeply in the idea of transparency and share their Float Handbook publicly so potential new team members can see first hand their perks & benefits as well as their ways of working. If you feel like you can thrive at Float to do your best work, they would love to hear from you.

Hiring Process For This Role

You’ll find a lot of useful information about their interview process and what it’s like to join their global team on the Float careers page. The hiring process for this role looks like this:

• Application (3 questions): They’ll ask you three short questions to understand why this role sparked your interest and learn more about your relevant experience. These questions carry a lot of weight in their process, so take your time to answer them thoughtfully. A few days to reflect and write a strong response beats a rushed, cookie-cutter one every time.
• Initial First Meet (20 min): You'll meet with Julia, their Talent Manager (hi, that’s me!), to chat about your interest in the role and talk through any questions you have about working at Float.
• Manager Interview (45 min): You’ll meet with Dan, their Director of Sales, to dive deeper into your sales experience, and learn about why you’d be a great fit for the role.
• Co-Worker Interview (30 min): You’ll meet with Avi, their soon-to-be Mid-Market AE, to learn more your working style and alignment with their values at Float.
• Founder Interview (30 min): You’ll meet with Glenn, Float’s CEO, to learn more about your growth goals and values to ensure you’ll thrive at Float in both the early days and the longer term.

Using AI? A Quick Note.

They know that tools like ChatGPT are part of how many of us work today (us too!). Feel free to use AI to support your writing, but don’t let it do the talking for you. They read every application carefully, and it’s easy to spot when something's been fully copy-pasted. Help them get to know the real you!

Note: Industry research shows that women and those in traditionally underrepresented groups generally don’t apply to jobs unless they check all the boxes for the role. If you feel strongly that you have what it takes for this role but don’t check 100% of the boxes—that’s okay—they encourage you to apply anyway and highlight what you can bring to the table.

To apply: https://weworkremotely.com/remote-jobs/float-account-executive-emea-2