Account Executive (EMEA)

Who We Are

Float is the leading resource management software for professional services teams. Since 2012, we’ve grown every year—independently, self-funded, and profitably. We’re rated #1 for resource management on G2 and trusted by 4,500+ customers worldwide.

As a certified B Corporation, we’re committed to making a positive impact on our team, customers, the environment, and the remote community. Our 60+ person team works 100% remotely across the globe, with perks and benefits designed to support us in living our Best Work Life. You'll collaborate with teammates across Australia, Mexico, the UK, Nigeria, Canada, and the US. Learn more about our data security practices for employment or service contracts here. Browse our blog to get a glimpse of life at Float and check out our Glassdoor employer reviews. See why our customers love Float on G2.

We’re on a scale-up journey, and we’re seeking people who thrive in the excitement that comes with it. We want Float to be the place where you have the autonomy and opportunity to do the best work of your career.

Why We’re Hiring For This Role

Our SMB sales motion has proven to be a high-conversion, high-velocity growth engine for our business. With one of our incredible SMB account executives moving into the mid-market segment, we have an opportunity to bring someone new onto the Sales team (that could be you!).

Working with qualified inbound leads, you’ll have full ownership of the sales cycle across the EMEA region with flex into APAC. We’re excited to bring someone on the team who will accomplish key revenue milestones, refine our go-to-market approach, and play a pivotal role in Float’s continued expansion.

Our Director of Sales, Dan, explains the important role you will play within our Sales team. Watch this video!

What You’ll Be Responsible For

Early on, you’ll jump right into:

• Learning our ICP: Your first priority will be learning our ideal customer profile, their needs, and their use cases.
• Learning Float: You’ll become a domain expert by getting to know our product in depth.
• Observing how we do sales at Float: You’ll learn from recorded calls, live demos, and will watch how our sales team takes prospects and turns them into loyal customers.
• Getting started: You’ll start leading your own discovery calls and eventually showcase Float’s capabilities with demos to prospective resource management champions.

Once you are a bit more settled, we expect that you will jump into:

• Owning SMB revenue growth in EMEA: Deliver on high-velocity sales, closing up to 20 deals per month and adding $5000 in new MRR. You’ll own the full sales cycle, including managing inbound opportunities, leading a thoughtful and structured discovery meeting, and presenting Float’s capabilities as a solution to key stakeholders. Your region will primarily be EMEA, with some flexibility into APAC.
• Master product knowledge & industry knowledge: You will become an expert in the Float product so that you can confidently address technical questions from prospects, offer guidance and expertise on workflows, and be adaptable to highlight features prospects might benefit from.
• Refine and contribute to the SMB sales playbook: Document best practices, sales strategies, and deal execution insights to improve pipeline efficiency.

What You’ll Need To Be Successful

We want you to love your work and believe that these skills will allow you to succeed in the role. Applying these skills requires:

• SaaS sales experience: 3+ years of inbound or outbound, quota-carrying sales experience within the B2B SaaS industry.
• Full sales cycle experience: Proven ability to run the entire sales process, from discovery and sales calls to diligent follow-ups and closing deals.
• History of high performance: You have evidence of sustained high performance in B2B sales, including meeting or surpassing quarterly and annual goals and being among the highest performers on your team.
• Discovery & demo effectiveness: You are skilled in conducting virtual discovery sessions to uncover and articulate prospects' pain points, goals, and needs. You come with strong experience leading and delivering compelling product demos to potential clients.
• Multi-threading: Ability to identify multiple relevant influencers and decision-makers within companies and build strong personal relationships with them.
• CRM proficiency: Familiar with CRM systems like HubSpot or Salesforce (we use HubSpot).

As a fully remote team, we’re looking for someone comfortable with asynchronous communication as the default, which means you have previous remote experience and are comfortable using tools like Slack, Loom, and Linear to communicate as needed. Don’t worry—you will have significant time for client calls and deep work time since we have very few meetings.

Why Join Us

Pay for this role is $175,000 USD on target earnings (60:40 split between base and variable). Here’s a blog post with more information on how we determine our salaries.

We’re a global async remote company with a diverse team of people from all over the world who share a common belief in living our best work life and care deeply about doing great work and doing it right.

We believe deeply in the idea of transparency and share our Float Handbook publicly so potential new team members can see first hand our perks & benefits as well as our ways of working. If you feel like you can thrive at Float to do your best work, we would love to hear from you.

Hiring Process For This Role

You’ll find a lot of useful information about our interview process and what it’s like to join our global team on the Float careers page. The hiring process for this role looks like this:

• Application (3 questions): We’ll ask you three short questions to understand why this role sparked your interest and learn more about your relevant experience. These questions carry a lot of weight in our process, so take your time to answer them thoughtfully. A few days to reflect and write a strong response beats a rushed, cookie-cutter one every time.
• Initial First Meet (20 min): You'll meet with Julia, our Talent Manager (hi, that’s me!), to chat about your interest in the role and talk through any questions you have about working at Float.
• Manager Interview (45 min): You’ll meet with Dan, our Director of Sales, to dive deeper into your sales experience, and learn about why you’d be a great fit for the role.
• Co-Worker Interview (30 min): You’ll meet with Avi, our soon-to-be Mid-Market AE, to learn more your working style and alignment with our values at Float.
• Founder Interview (30 min): You’ll meet with Glenn, Float’s CEO, to learn more about your growth goals and values to ensure you’ll thrive at Float in both the early days and the longer term.

Using AI? A quick note: We know that tools like ChatGPT are part of how many of us work today (us too!). Feel free to use AI to support your writing, but don’t let it do the talking for you. We read every application carefully, and it’s easy to spot when something's been fully copy-pasted. Help us get to know the real you!

Note: Industry research shows that women and those in traditionally underrepresented groups generally don’t apply to jobs unless they check all the boxes for the role. If you feel strongly that you have what it takes for this role but don’t check 100% of the boxes—that’s okay—we encourage you to apply anyway and highlight what you can bring to the table.