SMB/MidMarket Account Executive (AE) - UK

Role: SMB/MidMarket Account Executive (AE)

FLSA: Full Time | Exempt | Salaried | Remote (Uk)

Reports to: Director of Sales

Trustwell is looking for ambitious, energetic problem-solvers who enjoy a fast-paced team environment filled with challenges and career growth opportunities in a rapidly growing tech firm. Successful Account Executives are energized by winning new logos and selling into new markets. They have the heart of a servant and always act with integrity and commitment toward a common goal of excellence. Read on to discover how to pursue career opportunities with us. Trustwell offers, great pay, great benefits, and a great place to work.    

At Trustwell, our recipe for success is YOU! You’ll play a key role in driving significant progress in food safety and compliance. Our aim is not just to meet industry standards but to set them. We promote an open and dynamic work environment that prioritizes transparency and continuous improvement. Every team member is trusted and empowered to deliver outstanding results that both inform and protect customers. We work diligently alongside our customers to advance the food industry, forming meaningful connections and supporting each other along the way. We celebrate opportunities for growth, take on new challenges, and accomplish remarkable things together, all in service of others.

Our Core Values:

• Pursuit of Excellence - We are dedicated to the pursuit of excellence, constantly seeking new ways to set the standard in the food industry. Team members are encouraged to innovate and contribute to industry-leading practices that ensure the highest level of safety for customers.
• Team Empowerment - We believe in empowering our team to take ownership through a collaborative, supportive community. With the right tools and autonomy, our team members are equipped to lead the charge within the food industry, while achieving significant growth and success.
• Integrity & Transparency - At Trustwell, we uphold integrity and transparency in everything we do. We are committed to honesty, openness, and accountability, ensuring clear communication and ethical decision-making to build trust with our customers, partners, and employees.
• Innovation & Continuous Improvement - Our commitment to growth means we continuously evaluate and refine our processes to enhance efficiency, effectiveness, and quality. By embracing change and encouraging creativity, we strive to deliver exceptional solutions that meet the evolving needs of our customers.

Position Overview: The Account Executive (AE) will be responsible for developing and securing new client relationships, specifically focused on our Genesis/FoodLogiQ SaaS software suite, serving the Food Manufacturing, Food Service, and Supplement Manufacturing sectors. The AE will drive new business by generating qualified leads and effectively managing prospects through the sales pipeline to successful close. This role also involves building and maintaining strong, positive relationships with both prospects and clients, acting as a trusted representative of the company. The AE will directly contribute to the achievement of the company’s new business targets through meeting or exceeding individual sales quotas within assigned regions.        

Essential Duties & Responsibilities including but not limited to:

• Proactively identify, research, and engage with potential small and medium-sized business (SMB) and MidMarket clients through outbound prospecting and targeted outreach campaigns.
• Develop and execute multi-channel prospecting strategies using platforms such as Salesloft, ZoomInfo, and LinkedIn Sales Navigator to consistently build pipeline.
• Deliver persuasive sales presentations and clearly communicate the value proposition of the company’s products and services.
• Respond to and qualify inbound leads, managing them through the sales cycle with professionalism, responsiveness, and urgency.
• Grow the customer base by consistently meeting or surpassing monthly and quarterly sales targets.
• Confidently handle objections and concerns by demonstrating deep product knowledge and customer-centric solutions.
• Conduct live product demonstrations, tailoring messaging to the specific needs and challenges of SMB prospects.
• Maintain accurate and up-to-date records of all sales activities, lead interactions, and pipeline progression using Salesforce CRM.
• Ensure timely follow-up and task completion with high levels of accuracy and accountability.
• Maintain persistent and strategic follow-through on all opportunities to maximise conversion rates and sales velocity.
• Perform other duties as required.

Required Skills:   

• Proven track record of consistently achieving or exceeding sales targets.
• Strong communication, negotiation, and stakeholder engagement skills, including experience influencing senior decision-makers.
• Proficient in using CRM systems such as Salesforce and HubSpot for tracking sales activities and pipeline forecasting.
• Ability to manage a high volume of sales opportunities in a fast-paced, target-driven environment.
• Highly self-motivated, organised, and results-driven, with a proactive and accountable work ethic.
• Excellent written and verbal communication skills with the ability to simplify complex concepts.
• Experience in prospecting and selling SaaS solutions into new and emerging markets.
• Skilled in using sales enablement tools like LinkedIn Sales Navigator, ZoomInfo, and Salesloft to enhance outreach efficiency.
• Demonstrated ability to build lasting relationships and negotiate effectively with clients.
• Collaborative mindset with the ability to contribute within a high-performing, cross-functional team.
• Capable of operating autonomously and productively in a remote working environment, with strong time management and prioritisation skills.

Experience & Qualifications   

• Bachelor’s Degree in Business, Management, or similar; required. 
• 3+ years of experience in B2B SaaS sales, preferably in the SMB/MidMarket. 
• Experience and proficiency in Salesforce, SalesLoft, and ZoomInfo, preferred.  
• Familiarity with consultative or solution-based selling
• Background in working with startups or high-growth companies

How to Stand Out   

• Background in food & beverage, nutrition, regulatory compliance, and/or related industry   
• Track record of success creating/closing new business opportunities to meet or exceed quota   
• Experience with Salesforce CRM software   
• Knowledge of SAAS software sales and APIs   

Total Rewards Package:  

• Full healthcare benefits, including medical, dental, and vision. 
• Supplemental benefits, including STD, LTD, HSA, 401k, etc.
• Responsible Time Off (PTO) + Holiday Pay
• Excellent culture, growth opportunities, plus much more...

What to expect - the Hiring Process!  

• Interview with Human Resources
• Interview with Director of Sales & Chief Revenue Officer
• Peer Panel Interview
• Offer of Employment (Background Screening/References) 

Hiring Eligibility: This is a fully remote position open to candidates located anywhere within United Kingdom. Eligibility to work remotely is subject to company policy and applicable state laws. Candidates must have work authorization to work for any U.K based employer. Please note that certain benefits, taxes, or employment terms may vary by state.  

The compensation for this role is based on several factors, including the candidate's experience, education, skills, and alignment with the responsibilities outlined for the role. The anticipated base salary is up to £90,000 + variable.  

To learn more about the culture & employee experience at Trustwell, check out our LinkedIn or GlassDoor!