Senior Account Executive

Senior Account Executive

Department: Sales

Employment Type: Full Time

Location: United Kingdom

Reporting To: VP of Sales

Hi I'm Cara, VP of Sales at Pinpoint.

We're a high-growth HR tech company building and selling software that helps in-house recruitment teams attract, hire, and onboard the right talent. Today, we have a strong foundation in place, with a mature product, rapid growth, strong product market fit, and happy customers.

We're experiencing rapid, sustainable growth. Over the last three quarters, our UK AE team has averaged 103% quota attainment. We've seen consistent success across both the SMB and Mid-Market segments, winning high-quality deals across industries.

To keep up with demand, we're hiring a Senior Account Executive to help us win Mid-Market accounts (typically 250 to 1,000 employee accounts). This is a full-cycle, high-velocity role. You'll own pipeline generation through to closed-won, working with TA leaders and HR executives to translate a highly configurable product into clear business value.

• This is a remote role based in the UK. We meet in London and at events 2 to 3x per month.
• This is a high-velocity role. Expect to manage 20 to 40 open opportunities at once, take 3 to 5 calls a day, and run sales cycles of 30 to 90 days. If your background is purely long-cycle, low-volume enterprise selling, this is likely not the right fit.
• Our product is a configurable platform serving multiple personas, with monthly releases. You'll need to translate a highly configurable product into clear value for TA leaders, HR executives, and operational buyers.
• Outbound is a key part of the job. We have a healthy inbound funnel, but the expectation is roughly 70% inbound and 30% self-generated.
• Pinpoint isn't for everyone. We're still in startup mode: fast-moving, lean, and sometimes ambiguous. You'll thrive here if you're proactive, adaptive, and comfortable building structure where none exists.
• Our values actually matter here. We hire people who reflect them in how they work, collaborate, and make decisions.

• Own the full sales cycle, driving new logo acquisition through outbound prospecting, qualification, solution scoping, tailored demos, and close.
• Develop deep understanding of prospects' pain points, challenges, and business objectives. Guide buying committees, up to and including C-suite, through consultative sales engagements.
• Run high-impact, bespoke product presentations and demos that address specific customer needs and clearly communicate Pinpoint's unique value and ROI.
• Navigate negotiations including procurement, legal, compliance, and pricing to remove barriers and accelerate deal closure.
• Build, manage, and accurately forecast a robust pipeline of qualified opportunities using Hub Spot, consistently achieving or exceeding quarterly sales quotas.
• Self-source roughly 30% of pipeline through outbound, executive networking, named-account work, and re‑engaging previously lost opportunities.
• Represent Pinpoint as a thought leader in the talent acquisition space, bringing the latest trends and competitive insights into your sales conversations.
• Play an active role in building a high‑performance, inclusive sales culture. Share what you learn, support your peers, and contribute to the overall growth of the company.

Tech stack: Hub Spot, Gong, Cognism, Chilli Piper, Crossbeam

• 2+ years of full-cycle AE experience, ideally with a BDR or SDR background before that. Track record of closing deals £50K+ ACV.
• Strong outbound prospecting muscle. You build pipeline when inbound slows.
• HR‑tech experience or a recruiting background is preferred.
• You've sold a technically complex, configurable product. Comfortable building consensus across operational, technical, and executive buyers, and winning competitive replacement deals against entrenched incumbents.
• Strong pipeline hygiene at high volume. Follow-up, forecasting, and deal management don't slip when you're juggling a lot.
• Background at companies with fewer than 500 employees is preferred.
• Able to independently learn tools, run your own demos, and troubleshoot without heavy SE support.
• Exec…