Account Executive - UKI at Pleo

Messy spend management is tricky business. And tedious processes are a lose-lose situation for all involved, not just finance. At Pleo, we're changing that. We build spend solutions that make managing money seamless, empowering, and surprisingly effective for finance teams and employees alike—with a vision to help all businesses ‘go beyond’. The word ‘Pleo’ actually means ‘more than you’d expect’, and living by that mantra has been the secret to our success over the last 10 years. Now, we’re at a pivotal moment in our journey; every move we make has a direct impact on our 40,000+ customers, our business, and our collective success. We need people who take pride in uncovering customer needs, who turn complex problems into simple solutions, challenge the way things are done (respectfully), and always aim high. With great ambitions driving us forward, we can’t say we’ve got this whole thing figured out. And frankly, that’s half the fun! What we can say is that we’re a driven, progressive, and, importantly, a kind bunch of 850+ people from over 100 nationalities, all committed to delivering the future of business spending, together. About the role We're looking for a Account Executive to join our New Business Sales team at Pleo. In this role, you'll help bring in new customers and be part of team as we scale. If you're excited about driving the entire sales cycle in a fast paced environment and are passionate about FinTech, then this is the opportunity for you! Who you’ll be working with and reporting to You’ll report to our Sales Manager and work closely with teams in Marketing, Onboarding, Solutions & Services, and SDR. Our team of 8 is highly collaborative and dedicated to driving new business. You’ll also have the chance to partner with teams across Solution Engineers and SDRs to ensure success. What you’ll be doing As an Account Executive, you will: • Drive the full sales cycle from a variety of sources, i.e. self-sourced outbound, inbound, SDR leads, and more) • Collaborate with the SDRs and Solution Engineers to provide prospects with top class service • Analyze data for self development (i.e. win rate, pipeline coverage, conversion rates) • Provide feedback and support cross-functional teams in terms of what works and what needs to be improved (i.e. product, competition, etc.). • Master Forecasting with a data driven approach What you bring You’ll thrive in this role if you have: • A solid understanding of new business sales with a hunter mentality. • Strong communication skills and the ability to collaborate with Marketing, SDR teams, Solution Engineers, and Partnerships. • A passion for solving problems in creative and innovative ways. • Excellent time management and the ability to prioritize tasks effectively. • Experience with outbounding and other sales jobs. • A background in sales (FinTech is a plus!). Why is this role a good fit for you This role is a good fit for you if: • You are a "Hunter" by nature: You don't wait for the phone to ring. You find genuine satisfaction in identifying untapped opportunities, crafting personalized outreach, and "opening the door" where others see a wall. • You are a Master of the Full Cycle: You enjoy the tactical challenge of owning a deal from the very first cold touch all the way through to negotiation and closing. You like having total control over your own pipeline. • You possess "Industrial-Grade" Organization: Managing a high volume of self-sourced leads while simultaneously moving multiple deals through different stages of the funnel doesn't stress you out—it’s where you thrive. This role is not a good fit for you if: • You rely on Inbound leads to hit quota: If you are used to a "SDR-fed" model where your calendar is filled for you, the heavy emphasis on self-sourcing here will be a significant culture shock. • You struggle with context-switching: This isn't a "one task at a time" role. If you find it difficult to jump from a cold call to a high-stakes closing meeting to a CRM data-cleanup session, you will likely feel overwhelmed. • You have a "Wait and See" attitude: We operate with a high sense of urgency. If you aren't proactive about chasing prospects and creating your own momentum, it will be difficult to succeed in this outbound-centric environment. How you’ll develop in this role In your first 6 months at Pleo, you’ll: • Lead a targeted Outbound Prospecting Campaign to drive impact in our regional market share and brand presence. • Collaborate with the Sales Enablement team to improve our outbound messaging playbooks and multi-channel prospecting workflows. • Grow your skills in sophisticated multi-threading and negotiation, taking on new challenges as the company continues to scale. We’re committed to helping you develop your career, whether that means taking on bigger projects, stepping into leadership, or acquiring new skills in strategic territory management and high-velocity sales operations. Show me the benefits! • 💳 Your own Pleo card (no more out-of-pocket spending!) • 🍜 Lunch is on us for your work days - enjoy catered meals or receive a lunch allowance based on your local office • 🏥 Comprehensive private healthcare - depending on your location, coverage options include Vitality, Alan or Médis • 🌴 We offer 25 days of holiday + your public holidays • 🏠 For our Team, we offer both hybrid and fully remote working options • 🏖️ Option to purchase 5 additional days of holiday through a salary sacrifice • ❤️‍🩹 We use MyndUp to give our employees access to free mental health and well-being support with great success so far • 👶 Paid parental leave - we want to make sure that we're supportive of families and help you feel that you don't have to compromise your family due to work The interview process We want to ensure you are set-up for success and understand what will be expected of you. If your application is successful, our interview process is as follows: • Intro call: A 30-minute chat with our Talent Partner to discuss the role and your background. • Hiring Manager call: A 30-minute chat with your future manager to discuss the team, the role in more depth and the skills required. • Challenge call: A 1-hour meeting where you will prepare a presentation related to the role followed by a Q&A session from a few teammates and manager. • Values call: A 30-minute chat with a senior manager to talk about our Pleo values and how you identify with them. Transparency is important to us so we also wanted to share some insights about what we’re looking for in applications to ensure you can set yourself up for success! Last time we hired an Account Executive, we received hundreds applications but only a few were selected for an intro call. Some of the key reasons why previous candidates didn’t make it past the application screening stage include: • CV writing and content: it was very clear that many of the CVs we saw were very generic and AI generated. There is no issue with leveraging AI to help with CV writing, there was little indication of what real impact the candidates had in their previous experience. You might have heard of the “Achieved X, as measured by Y, by doing Z” formula (credit Laszlo Bock ~2014), this is a great way to give a clear picture of what you have actually worked on. A link to the company websites of your previous roles is also a huge help! • Application care: every single application we receive is reviewed by a human (yes, hundreds of them) because we believe that candidates' efforts should be matched by an equal level of human care. This means that we expect a similar level of attention put into your application. Read and answer the application questions carefully, they make a huge difference in our decision-making process. • Profile to role fit: highlight most important aspects of the role, points that might get misunderstood, any specific industry requirements etc. About your application • Please submit your application in English; it’s our company language so you’ll be speaking lots of it if you join 💕 • We treat all candidates equally: If you are interested please apply through our application system - any correspondence should come from there! Our lovely support team isn't able to pass on any calls/ emails our way - and this makes sure that the candidate experience is smooth and fair to everyone 😊 • We can only achieve our goals if our team reflects the diversity of the world around us - and that starts with you, hitting apply, even if you are worried you might not tick all the boxes. We embrace and encourage people from all backgrounds to apply - regardless of race/ethnicity, colour, religion, nationality, gender, sex, sexual orientation, age, marital status, disability, neurodiversity, socio-economic status, culture or beliefs. • When you submit an application we process your personal data as a data processor. Find out more about how your data is used in the FAQs section at the bottom of our jobs page.