Mid Market Account Executive

Department: Sales

Location: Home based, UK

Reports to: Mid Market Director

Hours: 37.5  per week

Salary: (Depending on experience) 

Role Overview 

As a Mid Market Account Executive at Cambridge Spark, you will introduce best-in-class Data and AI training solutions to leading enterprises with less than 1000 employees in the UK, helping to drive business transformation through cutting-edge skills enablement. Our programmes empower teams with the critical capabilities needed for the AI era. You will engage with senior executives and operational teams alike, conveying how Cambridge Spark’s solutions can solve their most pressing challenges.

Beyond client impact, you will help to shape Cambridge Spark’s future best practices, playing a key role in our growth. Your success will set the foundation for both the company’s and your own accelerated career trajectory and earnings.

Key responsibilities:

Externally

• Be the face and voice of Cambridge Spark during client calls, conferences, and events.
• Help organisations from your territory and sector account list to directly attribute ROI to transformational data & AI skills development.
• Generate qualified leads for yourself through outreach and networking to convert to sales from a sector specific target list.
• Identify and build relationships with organisations which can act as distribution channels to generate qualified leads for our apprenticeship and commercial training solutions.
• Responsible for executing the sales strategy using the MEDDICC qualification methodology, engaging with brand-new clients to win business.
• Proactively expand existing accounts by taking full ownership of developing and executing strategic account plans to uncover new business opportunities within your assigned portfolio. Focus on expanding our educational solutions by aligning your sales approach with the client’s broader business objectives.
• Develop accurate forecasts for the portfolio of existing clients you maintain and manage, by developing comprehensive account plans that outline key objectives, timelines, and specific actions to drive account growth. Utilise data-driven insights to forecast revenue targets and ensure a clear roadmap for achieving or exceeding them within each account.
• Build Senior Stakeholder Engagement by leveraging your existing network and build new relationships with senior stakeholders within our B2B clients. Actively seek out and engage with decision-makers to uncover new needs, driving the expansion of our solutions.
• Build new relationships with clients and help them understand how they can spend their apprenticeship levy, and promote the commercial Education Programme courses to achieve their strategic goals.
• Support campaigns, proposals, pitches,bids,  tenders and stakeholder engagement to win new clients.
• Support our Levy Transfer partnerships with our sales and marketing activity.
• Manage the transfer of existing learners to new employers
• Work collaboratively with the Enterprise New Business and Strategic Accounts teams to share knowledge and insight on the market.
• Work collaboratively with your sales colleagues to share best practices and contribute to a great working culture.
• Help train and mentor more junior members of the team to achieve their goals
• Make it your mission to positively impact the careers and lives of your customers’ learners, by helping them to join Cambridge Spark’s cutting edge programmes.

Internally

• Achieve your monthly quarterly and yearly net new business revenue quota budget.
• Prioritise pipeline generation with your initial outreach: C-level / C-1.
• Maintain a transparent appraisal system across all KPIs with your manager and with yourself.
• Keep the Hub Spot CRM up to date at all times.

Candidate Specification: 

Essential

• Demonstrable strategic business acumen and proficiency in high-velocity, enterprise sales methodologies (e.g., MEDDICC) with a focus on identifying new opportunities and driving commercial value.
• Strong demonstrable experience in B2B sales, with a strong track record in either hunting new logos or expanding within existing accounts, particularly with complex technological solutions sold to senior executives.
• Excellent communication and presentation skills, with a demonstrated ability to influence and engage senior executives in mid market enterprises.
• A keen interest in the intersection of education, technology, and business growth, with a desire to continually learn and adapt in a rapidly evolving industry.
• Experience in generating a pipeline of B2B leads.
• Understand that success comes from customer-focussed relationships that deliver a gold standard service.
• Highly self-motivated with the ability to work to targets and deadlines and organised, with the discipline to work independently in a remote-first environment, including travel to London or to client sites as required
• Excellent collaborator and team player.
• Desire to learn and continuously improve.
• Ability to adapt to a constantly changing and fast-paced working environment.
• Satisfactory Employment and Disclosure & Barring check (commensurate to job role)

Desirable

• Experience in the Apprenticeship, Education or Training Market.
• Recruitment Consultant or Face to Face Sales background.
• Knowledge of LinkedIn Sales Navigator, HubSpot, Gong and MEDDICC qualification methodology.
• Real passion and excitement for our industry and sector.

Company Benefits: 

• Remote first company providing flexibility to work from home
• Pension with up to 5% matched contributions
• 25 days holiday + Flexi bank holidays + 1 day off on your birthday
• A day for volunteering
• Enhanced Maternity and Paternity Leave 
• Health & Wellbeing allowance of up to £30 per month
• Annual Summer and Xmas events
• Company socials including everything from Cambridge College formals, pub nights to team building events
• CPD Allowance
• Private medical insurance and cash plan
• Holiday buy back scheme (up to 10 days p/a)
• EAP with 24 hour confidential support line

Background to the Organisation

We are an education technology company that enables corporate and government organisations to achieve their business goals by educating their workforce with critical digital transformation skills to succeed in the AI era.

We deliver unique and innovative professional education that is accelerating the digital transformation of our clients, advancing the careers of their employees, helping people get into work and closing the digital skills gap. We are in a sector that is crucial to the economy and workforce, with a lot of opportunity for change and innovation. We are at the cutting edge of teaching applied data and digital skills, with our unique patented learning platform EDUKATE.AI offering our clients and learners a unique learning experience. EDUKATE.AI was developed with support from Innovate UK and provides all of our learners with 24/7 immediate feedback on their work, helping accelerate the learning process and providing a sandbox environment to experiment on real world datasets.

Since 2016, we have supported more than 15,000 learners across four continents with nearly 550,000 pieces of code submitted for feedback on EDUKATE.AI. We are trusted by some of the most recognisable brands in the world to educate their workforce, including Microsoft, the NHS, GSK, easyJet, the BBC and John Lewis. Our focus on applied learning to create business impact sets us apart - individual learners have reported applying their skills at work to generate recorded value of up to £40m. 

Values

At the centre of the way we work together and inspire each other to achieve success are these core values:

Entrepreneurial

We take initiative and show entrepreneurial spirit which fuels innovation at Cambridge Spark. This includes identifying opportunities for improvement, taking ownership for implementing solutions effectively and driving improvement by using proof of concepts to demonstrate the feasibility and value of their work.

Team Spirit

Everyone is part of building an open and transparent culture, communicating effectively to raise issues, discuss improvements and share the evidence used to make decisions.

Customer-focused

Our customers are at the centre of everything we do, inspiring us to create great work. We strive to build friendly, professional and lasting relationships with them to better understand and anticipate their needs.

Gold Standard

We are experts in our field and are constantly developing our technology and offering. We set the benchmark in our industry: both in what we offer customers and in how we deliver it.

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Cambridge Spark is an Equal Opportunities Employer and prohibits discrimination and harassment of any kind.  Cambridge Spark is committed to the principle of equal employment opportunities for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Cambridge Spark are based on business needs, job requirements and individual qualifications, without regard to race, colour or ethnicity, ability or disability, gender or gender reassignment, sexual orientation, marital status, religion, age or any other status protected by the laws or regulations in the locations where we operate. Cambridge Spark will not tolerate discrimination or harassment based on any of these characteristics. Cambridge Spark encourages applicants of all ages.