Account Executive, Enterprise​/Mid-Market

Permanent, Full-time - London office/Hybrid

10

Duke powers the monetization strategies behind some of the world’s fastest-growing software companies. Based out of our Camden HQ, we build the engine that helps tech pioneers license, package, and monetize their software effortlessly.

We are expanding fast, with offices in London, Helsinki and Christchurch, and we’re looking for a sharp, high-tempo Account Executive who thrives on full-cycle deal ownership.

This isn’t a hand-holding role or a place where you’ll follow an SDR-fed script. You will hunt, build, negotiate, and close. You’ll dive deep into modern software architecture, challenge status-quo homegrown licensing systems, and articulate why 10

Duke is the superior technical and commercial path forward. Partnering directly with our engineering and product teams, you will have complete autonomy to shape your pipeline, own your revenue, and directly influence our growth trajectory.

• Drive End-to-End Pipeline: Hunt and generate your own target accounts through smart outbound strategy, sharp account-based research, and personal networking alongside inbound marketing support.
• Execute Targeted Account Strategies: Map complex enterprise buying groups, identify key technical and commercial champions, and craft tailored, hyper-relevant messaging.
• Lead Deep Technical Discovery: Run consultative discovery sessions with engineering leads and product leaders to unpack their current architecture and commercial goals.
• Destroy the Status Quo: Build compelling business cases against  we'll build it in-house,  exposing hidden engineering costs, delayed time-to-market, and lost revenue potential.
• Co-Sell with Tech Experts: Partner closely with our technical architects to deliver sharp demos, solution designs, and seamless integration plans.
• Close High-Value Deals: Craft precision pricing proposals, navigate complex negotiations, and manage high-stakes deals to signature.
• Influence the Product
  
  Roadmap:
  
  Translate direct market signals into actionable feedback for our product and marketing leadership to keep us ahead of the curve.
• Leverage Next-Gen Tooling: Utilize Claude, AI, and modern sales intelligence tech to research accounts, accelerate deal velocity, and outpace the competition.
• Maintain High Sales Rigor: Keep pipeline analytics sharp and forecasts accurate within the CRM.

• 3–5+ Years in Technical B2B SaaS: Proven track record selling technical, developer-facing, or infrastructure software.
• Proven Pipeline Builder: A history of self-generating pipeline and closing complex, multi-stakeholder deals—not just relying on inbound leads.
• Fluent in Tech: Comfortable talking APIs, integrations, and cloud architectures with CTOs, VP Engs, and software developers.
• Master Storyteller & Analyst: Skilled at building ROI models and business cases that dismantle internal build-vs-buy objections.
• Disciplined Execution: Clean forecasting habits, structured account planning, and high CRM hygiene.
• High-Upside Mindset: Motivated by competitive base pay paired with significant, performance-driven upside on every closed deal.
• Bonus:
  Exposure to software licensing, entitlement management, or monetization software is a plus, but not required.

• Incurably Curious: You naturally dig into the  how  and  why,  asking the follow‑up questions that reveal hidden pain points and software bottlenecks.
• Technical Chameleon: You aren't writing code, but you absorb architectural concepts rapidly and hold your ground in deep technical conversations.
• Strategic Problem Solver: You listen twice as much as you pitch, building trust by solving complex operational problems rather than forcing product features.
• Resilient & Relentless: Long sales cycles don't slow you down; you stay locked in, strategic, and organized through complex multi‑threaded negotiations.
• AI-First Operator: You actively leverage AI tools like Claude to draft collateral, map targets, and work significantly faster than legacy sales reps.
• Collaborative Champion: You lead cross‑functional deal teams with technical peers to win as a collective unit.

This role is based out of our vibrant HQ in Camden, London (NW1). Once you’re fully up to speed and hitting your stride, flexible hybrid working options are available.