Account executive for medium enterprise sales

We're building the founding team for medium enterprise sales in the region, selling products that redefine what's possible in talent management. In the role you'll own new-logo acquisition across a territory of organisations with up to 7,000 employees. These companies are mid-sized by headcount but enterprise in how they buy: multi-stakeholder buying committees, formal evaluations, security and legal review, and integration with established HR tech stacks. You'll run sophisticated sales cycles with mid-market velocity, and help write the playbook for how Eightfold wins this segment.

• Own the full sales cycle from prospecting through close for net-new mid-market accounts, running a disciplined process across discovery, demo, business case, evaluation, negotiation, and signature.
• Build and run your own pipeline through a mix of self-sourced outbound, SDR-generated, and inbound opportunities, with territory and account plans that focus effort on the highest-propensity accounts.
• Sell to the full buying committee, building relationships with CHROs, VPs of Talent Acquisition, Heads of Recruiting Operations, HRIS and HR Technology leaders, IT and Security, Procurement, and Finance.
• Lead value-based discovery that uncovers hiring volume, time-to-hire, recruiter capacity, candidate experience, and quality-of-hire challenges, then translate those into a quantified business case and ROI that gets CFO sign-off.
• Navigate enterprise-grade evaluations, including pilots and proofs of concept, security questionnaires, data privacy and AI governance reviews, and MSA and DPA negotiation, in partnership with Legal, InfoSec, and Solutions Engineering.
• Address AI risk and compliance with confidence, speaking credibly about responsible AI, bias mitigation, explainability, and relevant regulation such as the EU AI Act, NYC Local Law 144, and GDPR.
• Forecast with precision using a rigorous qualification framework (MEDDPICC or similar), maintaining excellent pipeline hygiene and forecast accuracy in Salesforce.
• Orchestrate internal resources (Solutions Engineers, SDRs, Customer Success, Partnerships, and executive sponsors) to win deals and set customers up for successful deployment and expansion.
• Land and position for expansion, structuring initial deals that create a clear path to growth across business units, geographies, and the broader Eightfold platform.
• Meet and exceed quarterly and annual quota while building durable pipeline coverage for future quarters.
• Shape the motion by feeding market, competitive, and product insights back to Product and Marketing, and helping refine the medium enterprise playbook, ICP, and messaging as we scale.

• 5+ years of quota-carrying B2B SaaS sales experience, including at least 2 to 3 years as a closing Account Executive selling to mid-market or enterprise organisations.
• A consistent track record of quota attainment, with deals you can walk through in detail: who was involved, how you created urgency, and how you closed.
• Experience running multi-stakeholder, multi-month sales cycles involving formal evaluations, procurement, security reviews, and contract negotiation.
• Strong business acumen: you can build an ROI case, talk budget with Finance, and tie product capabilities to measurable business outcomes.
• Mastery of a structured sales methodology (MEDDPICC, Command of the Message, Challenger, or similar) and disciplined CRM and forecasting habits.
• Excellent executive presence and communication skills, with the ability to make AI accessible to HR leaders and hold up under technical scrutiny from IT and Security.
• Real excitement about AI: you follow AI developments, understand why this technology matters, and can speak credibly about its capabilities and limitations.
• Builder mentality: you're comfortable with ambiguity and thrive in a fast-moving environment where you help create the process, not just follow it.
• Resilience and competitive drive: pioneering a new category means handling objections and educating the market, and you see that as what makes winning meaningful.
• Будет плюсом: Experience selling AI/ML or other emerging-technology products; Experience selling HR technology, HCM, talent acquisition, or recruiting software; Experience as an early member of a new sales team or new product line

• Accelerated career growth: high performers advance quickly, with clear paths into Enterprise sales and sales leadership. We promote from within.
• World-class enablement: comprehensive onboarding on AI fundamentals, product deep-dives, and sales methodology.
• Collaborative, in-office culture: learn from peers, join live deal reviews, and build relationships in our London office.
• Competitive compensation: competitive base salary plus uncapped commission with accelerators
• Comprehensive benefits: various insurances, pension contribution, equity in a $2B+ company, and much more
• Meaningful mission: help solve employment challenges while being at the forefront of AI adoption in the enterprise.
• We follow a hybrid work model that combines flexibility with a strong emphasis on in-person collaboration to foster innovation, culture, and rapid execution. Employees based near our Santa Clara, London, Bangalore, and Noida offices are expected to work from the office two to three days per week, as we believe regular in-person engagement is essential to how we build high-impact products and strong teams.
• We believe in giving you responsibility, not a task. We want you to have ownership and pride in your work and see your work's positive impact on your colleagues, our customers, and the world. We believe in providing transparency and support so you can do the best work of your career.