Senior Account Executive (Mid-market)

Senior Account Executive About us SFG20 is the industry standard for building maintenance. Providing services and pioneering technologies that empower people to create and sustain safer buildings. Our mission is to make buildings better using our standard, software and expertise. Our vision is to become the leading authority for built environment maintenance that protects and enhances quality of life. About the role As a Senior Account Executive in our Mid-Market team, you'll help organisations tackle complex building maintenance challenges through consultative SaaS selling. You'll own the sales cycle from discovery to close, build relationships with facilities and estates decision-makers, and show customers how SFG20's software and expertise can deliver practical value. You'll have the autonomy to develop your territory, supported by a collaborative team and an established industry standard. This is an opportunity to contribute directly to our next phase of growth. What You’ll Be Doing • Own the full mid-market sales cycle, from prospecting and consultative discovery through to negotiation and close. • Build and manage a qualified pipeline through independent prospecting and collaboration with the SDR team. • Understand customers’ facilities and building maintenance challenges, and clearly explain how SFG20’s SaaS solutions address them. • Engage senior operational stakeholders, lead tailored product demonstrations and navigate complex, multi-stakeholder buying decisions. • Take ownership of your £500k annual ARR target, maintaining accurate CRM records, pipeline visibility and revenue forecasts. • Work closely with colleagues across Sales and other teams to progress opportunities and continuously improve your approach. What You Will Bring Must-Haves • Proven SaaS Sales Success: A track record of owning and closing B2B SaaS deals, ideally with mid-market customers and multiple decision-makers. • Proactive Pipeline Generation: A self-driven new business hunter who takes ownership of prospecting, opens doors and builds a qualified pipeline from scratch, rather than relying on inbound leads or pre-qualified opportunities. • Commercial Ownership: Experience carrying an individual revenue target, building and managing pipeline, negotiating commercial terms and forecasting accurately. • Consultative Discovery: Ability to ask thoughtful questions, understand operational challenges and connect complex software capabilities to clear customer outcomes. • Adaptability and Accountability: A proactive, coachable approach and the ability to manage priorities in a growing business. • Solution Communication: Confidence explaining technical software solutions, delivering tailored demonstrations and responding to customer questions. • Stakeholder Management: Ability to engage operational and senior decision-makers, navigate longer sales cycles and work with internal specialists to progress deals. Great-to-Haves • Experience selling to facilities, estates, operations or other technical and operational stakeholders, or across relevant industry sectors. • Experience applying structured sales methodologies (such as MEDDPICC, Challenger or SPIN) to complex, multi-stakeholder opportunities. • Experience working effectively in a remote or hybrid team and using CRM and sales tools such as HubSpot, Teams or Gong. Our Benefits • 26 days holiday + bank holidays (with the option to buy more) • Company pension scheme • Life assurance for added peace of mind • Private medical insurance with BUPA • Enhanced family-friendly benefits • Perkbox, offering a wide range of discounts, perks and everyday savings • Volunteering leave to support causes that matter to you • Octopus Electric Vehicle scheme, offering a more affordable way to drive electric • Access to wellbeing support via WeCare • and more! Location Home-based, with regular travel to our Manchester Spinningfields office, as well as client meetings and events. Candidates should be within reasonable commuting distance of Manchester. Additional Information All candidates must be able to demonstrate a pre-existing right to work and travel within the UK. We are unfortunately not able to offer sponsorship. Documentary evidence will be required. All offers are subject to satisfactory vetting and reference checks. Equal opportunities for everyone Diversity and inclusion are our priorities, and we’re ensuring we have lots of support so our people can grow at SFG20 and do their best work! We embrace diversity by fostering an inclusive environment where everyone feels welcome, safe and able to bring their whole self to work. We’re an equal opportunity employer. Applicants will be considered for employment without attention to age, ethnicity, religion, sex, sexual orientation, gender identity, family or parental status, national origin, veteran, neurodiversity or disability status. If there’s anything we can do to accommodate your specific situation, please let us know.