Senior Enterprise Account Executive
Primary stack
Nice to have's
Job description
About the Position
HURMA System, a leading HR tech company in Ukraine, is seeking a Senior Enterprise Account Executive to join our team. We specialize in creating an HR automation system, recruitment, and goal management using artificial intelligence. Our product is used by both Ukrainian and international businesses, including IT, government agencies, banks, and leading businesses across various sectors.
We are actively expanding our Enterprise division and are looking for a seasoned professional to help us scale our work with the largest companies in Ukraine and develop new business opportunities.
In this role, you will have a significant impact on the development of our Enterprise business. You will work with the largest companies in Ukraine, build relationships with C-level executives and key stakeholders, demonstrate HURMA's value for specific client business tasks, and close complex deals.
Responsibilities
- Conduct value-based demos for C-level executives and key stakeholders
- Conduct discovery meetings and calls, qualify needs, and close deals
- Lead complex negotiations and close enterprise deals
- Develop pilot launches into annual contracts
- Handle objections and use sales methodologies (SPIN, Challenger, MEDDIC)
- Manage CRM and oversee all stages of the sales pipeline
- Develop and optimize scripts and email templates
- Collaborate with Customer Success for quality client handovers after deal closure
- Upsell and cross-sell existing enterprise clients
- Analyze personal performance and key sales metrics (MRR, ARR, conversions)
Requirements
- 5+ years of experience in B2B sales
- Experience in selling IT products or B2B SaaS
- Experience closing deals with enterprise clients
- Experience with the full sales cycle
- Practical experience conducting Discovery, Demo, and negotiations with C-level
- Experience in proactive outbound sales and using LinkedIn, Sales Navigator, email, and other cold outreach tools
- Ability to find and engage decision-makers in large companies
- Strong negotiation skills, handling objections, and closing
- Experience in upsell/cross-sell
- Ability to conduct SaaS demos and value-based presentations for different types of stakeholders
- Knowledge of basic sales techniques and qualification methods (BANT, MEDDIC, SPIN)
- Experience with CRM: HubSpot, Salesforce, NetHunt, or similar
- Understanding of sales KPIs and experience with analytical tools (Google Looker Studio, Power BI)
- Understanding of the SaaS model and key metrics: MRR, ARR, LTV, CAC, Churn
- Excellent spoken and written Ukrainian language
- Ability to handle a large volume of communications, systematically follow up, and independently organize the sales pipeline
- Skills in independently developing and optimizing sales scripts and templates
Nice to Have
- Experience in HR Tech
- Understanding of HR processes and the needs of the HR function
We Offer
- Remote work format
- 20 days of paid vacation
- 7 paid sick days
- Corporate equipment
- English language courses
- Compensation for educational courses
- Access to the corporate library
- Corporate online events
- Work in a cohesive and effective team
- Opportunity to directly influence the development of the Enterprise division and the company's business results
About the Company
HURMA System is a product IT company that creates an HR automation system, recruitment, and goal management using artificial intelligence. Our product is used by both Ukrainian and international businesses, including IT, government agencies, banks, and leading businesses across various sectors.
Join our team and help us grow and become the best for our employees!
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IT Svitdelivers robust cutting-edge DevOps, Cloud and BigData solutions both forVC-backedstart-ups and established companies with high-load systems from Europe and North America.No matter the scale and technical complexity of the project our main driving force is always the people. We refine the processes using the human approach to every problem and focus on delivering value to our clients.We have absorbed and perfected this knowledge over16years of the company’s existence.To facilitate that, we constantly expand our homegrown and well-established AI-based HRM systemHURMAthat is used widely by IT companies and delivers value and insights through digitalization to other industries.For usDevOpsgoes way beyond just technology, it is our way of thinking and how we approach every project.Ourvaluescan seem a bit different from the usual, but hey! So are we.Partnership is:assisting each other to achieve common goals;sharing the experience and listening to others;being open to dialogue;Client-facing is:understanding the needs and meeting the expectations of both the clients and our employees;best conditions for the employees;being proud of your work results;Humor is:being able to laugh at yourself and silly situations;understanding and respecting the boundaries, being open to feedback;being open-minded person — without prejudice receptive, open-minded, without conservative views, willing to change one’s point of view, not taking everything personallyCreating is:applying best practices and exceeding yourself and client’s expectations;showing initiative and interest;mastering and using new technologies/methods and methodologies, looking for simpler and clearer solutions, following the best practices;If you are looking for a team with a real ground-up understanding of every single part of the process and want to work with the best tools available on real tech-oriented Cloud projects (we avoid most legacy projects) — we welcome you!