Enterprise Account Executive - Spotted Zebra

About Spotted Zebra

At Spotted Zebra, we're building an AI-native end-to-end hiring platform that helps the world's leading organisations find the right people, faster and fairer than ever before. We're a multi-award-winning Series A company giving talent leaders the solution they've always needed—skills science native, AI-amplified, and built by people who've lived and breathed TA.

Spotted Zebra brings Interview Intelligence, Skills Assessments, and AI Interview Agent (Spot) together in one powerful platform designed for intelligence and action, while keeping humans in control.

Trusted by FTSE100 and Fortune500 companies including British Airways, NIQ, Domino's, Lidl, Merlin Entertainments, AWE, United Utilities, and Paramount. We were named Personnel Today's Talent Acquisition Supplier of the Year 2025 and featured on the UK Top 100 Startups List.

What You'll Be Doing

As an Enterprise Account Executive at Spotted Zebra, you'll own the full sales cycle for enterprise accounts—from building pipeline to closing deals—selling into UK and EMEA-headquartered organisations with 3,000+ FTE.

Working in close partnership with your dedicated SDR, you'll identify and qualify opportunities, run compelling product demos, and navigate complex, multi-stakeholder deals through to close.

Key Responsibilities

• Build and manage pipeline through outbound outreach and close coordination with your SDR, ensuring meetings are qualified and meet standards.
• Run engaging, personalised product demos that move opportunities through the pipeline effectively.
• Partner with your SDR, providing guidance and coaching to help them deliver high-quality, sales-accepted meetings consistently.
• Lead and coordinate responses to RFPs and proposals, including writing compelling ROI documents articulating the platform's value.
• Keep HubSpot up to date with accurate pipeline data and timely forecasts.
• Navigate complex enterprise buying cycles involving procurement, legal, governance, compliance, and data protection stakeholders.
• Collaborate cross-functionally with marketing, product, customer success, and implementation teams.
• Represent Spotted Zebra at industry events, building presence and pipeline through networking.
• Stay current on industry trends, competitor landscape, sales techniques, and product developments.

Requirements

Must-Haves

• Proven SaaS sales experience selling into enterprise organisations (3,000+ FTE), ideally in HR tech, legal tech, or professional services.
• Track record of closing £100k+ deals, navigating complex multi-stakeholder buying processes (procurement, legal, compliance).
• Experience selling at Head of level minimum, with demonstrated ability to engage and influence senior stakeholders.
• Experience managing or coaching an SDR or similar sales team member.
• Strong presentation, communication, and demo skills tailored to different audiences.
• Excellent negotiation and objection-handling skills.
• Growth mindset: actively seeking feedback, adapting, and continuously developing.
• Collaborative team player who brings energy and genuine care for customer needs.

Nice-to-Haves

• Experience selling HR tech specifically, with an existing understanding of the TA or talent landscape.
• Familiarity with AI-powered products or selling in an emerging/innovative tech category.
• Experience engaging at C-suite level.
• An active professional network and personal brand.

Benefits

• 🤝 Meaningful share options
• 🏥 Health insurance
• 💰 Enhanced pension
• 🍼 Nursery salary sacrifice scheme
• 🏖️ 25 days holiday (excluding bank holidays)
• 🏠 Remote-first work culture
• 💻 Work from home budget
• 🧠 L&D budget
• 🦷 Dental cover
• 👀 Eye-care support
• 🏢 Co-working space budget
• 🧘 Wellbeing allowance
• ✈️ Travel insurance
• 🚗 Electric car scheme
• Access to the latest AI-powered tools and technologies