Account Executive (Fully Remote)

About the role

About Soracom At Soracom, our mission is Making Things Happen, For a World That Works Together . We believe technologies such as connectivity, cloud and AI have the power to transform industries, enable innovation, and help businesses solve real-world challenges. From startups launching their first connected product to global enterprises managing millions of devices, we empower our customers to bring their ideas to life. With remote teams across Japan, the US, and Europe, Soracom continues to expand its global team to keep pace with the company's rapid growth. We are an Equal Opportunity Employer and take pride in the diversity of our employees, valuing the unique experiences, perspectives, and expertise that people from different backgrounds bring to our business. We believe in Developing a Dream Team by hiring exceptional people, investing in their growth, and creating an environment where individuals and teams can do their best work. The ability to develop groundbreaking technologies is one of our key assets, and our people make it happen. Come join Soracom and help create the transformative technology that enables our customers to engineer a better world! Desired Qualities With over a decade of experience and the power of cutting-edge technology, we continue to embrace the agility, innovation, and entrepreneurial spirit. We believe our success is driven by a team of curious, action-oriented individuals who thrive in a fast-moving and global environment. In addition to strong professional expertise, we look for people who: Take ownership and work autonomously with a hands-on mindset. Adapt quickly to change and stay flexible in new situations. Approach others with integrity, empathy, and mutual respect. Stay curious and informed about new technologies and trends. About the Role An exciting opportunity has arisen for an Account Executive to join our growing Sales team and drive revenue growth across the EU/UK region. In this role, you will be responsible for progressing and closing Sales Qualified Leads (SQLs), expanding existing Small and Medium Enterprises (SMEs) accounts, and proactively identifying new opportunities within your book of business. You will primarily work with SME customers across a broad range of European markets and industry verticals where IoT and AI is accelerating. Key verticals include Industrial IoT (Smart Factory, Predictive Maintenance), Consumer/Smart Living (HVAC, BEMS, Smart Appliances), Smart Mobility (EV charging, Fleet Management), and Transactional Systems (Payment solutions, Vending). You will own the full sales cycle from SQL through to close, and build trusted relationships with technical and business stakeholders across your accounts. Key Responsibilities Own Sales Qualified Leads (SQLs) passed from the BDR team and drive them through the full sales cycle to close. Build and execute account plans - identifying upsell, cross-sell, and new pipeline opportunities within your book of business, and designing targeted outreach scenarios in collaboration with the SDR/BDR team. Execute full-cycle sales - from initial discovery through to negotiation, closing, and post-close handover. Build and maintain strong relationships with key stakeholders, including technical leads and business decision-makers. Manage CRM (pipeline, forecasting, account records) accurately and consistently. Develop a solid understanding of Soracom's platform to establish technical credibility in customer conversations, articulate value clearly, and connect customer challenges to the right internal resources - escalating to Solutions Architects when deeper technical expertise is needed. Collaborate closely with internal teams (Marketing, Legal, Business Development) to drive deals forward and ensure a seamless customer experience. Gather customer insights and share feedback with Product and Go-to-Market teams. Represent Soracom at industry events, exhibitions, and conferences as needed. Key Requirements 5+ years of experience in B2B sales, selling SaaS, IoT, or connectivity solutions. Experience managing the complete end-to-end sales lifecycle for SMEs, including pipeline management, forecasting, CRM-based account tracking, and closing. Proven track record of converting SQLs into closed-won business with speed, discipline, and accuracy. Experience developing account plans, designing sales scenarios, and independently generating new pipelines alongside driving upsell and cross-sell opportunities. Proven track record of acting as the primary point of contact for technical stakeholders during early-stage conversations, understanding customer challenges at a functional level, and partnering effectively with Solutions Architects when necessary. Experience selling into diverse European markets - familiarity with customer behaviour and buying dynamics across the UK and mainland Europe. Experience presenting to corporate cross-functional decision-makers, with the ability to deliver compelling pitches and articul

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