Mid-Market Account Executive

Shape The Future.
Own Your Impact.
Evolve with Payara.
At Payara, we aren't just platform software, we shape the future of businesses.
Whether you're driving operational excellence, leading strategic projects or creating code, your work ensures our customers continue to receive excellent products and services.
We believe in
ownership
,
accountability
, and
collaboration
.
We strive for excellence, pushing boundaries, and creating impact.
Your curiosity will inspire others and drive success.
Join a globally distributed team where challenge is a mindset, innovation is key, and
excellence
is non-negotiable.
Create impact.
Drive change.
Grow with Payara.
Role Overview
As a
Mid-Market Account Executive,
you will be working on deal sizes up to £75k ARR, creating new business pipelines at an enterprise level and efficiently progressing already existing business.
You'll manage and own new business numbers and be able to produce accurate sales pipeline forecasts.
Summary Details
Role : Mid-market Account Executive
Seniority : Mid - Level
Location : Europe/APAC (100% Remote)
Compensation : Rate dependent on local market location and experience
What you will be doing
Developing new sales opportunities through researching new leads across multiple channels
Outbound and cold outreach to generate pipeline
Successfully negotiating enterprise deals up to £75k ARR with varied terms/ conditions
Communicating with prospects to understand their needs and requirements and identifying sales opportunities, following through by negotiating/closing deals and handling complaints or objections
Preparing sales documents such as contracts, agreements and reports according to the company's standards
Creating sales programs geared towards customer engagement to increase prospective sales
Collecting and analysing information and preparing data and sales reports keeping accurate records
Maintaining and improving the CRM database of prospects
Presenting the full potential of the Payara product or service in a structured professional waywith the potential to upsell future products or services
Building good working relationships with other relevant departments such as Finance/Marketing
Keeping up to date with market trends, Payara product and service information and competitor offers, making recommendations to the management on areas of sales that need adjustments
Promoting the Payara Employer Brand by contributing to social media campaigns
What you will bring
Proven experience and success in Solution Selling with SaaS/software companies offering complex technical solutions including overachievement of sales targets
Experience working with different regions (Europe, APAC, EMEA etc)
Demonstrable record of success in deal sizes up to £75K ARR
Prospecting and outbound sales experience
Ability to learn quickly and easily grasp new software applications and technical knowledge
Desirable Skills & Knowledge
Experience and knowledge of sales/qualification methodologies (e.g.
MEDDPIC, Sandler etc)
Experience working within the open-source software industry
Familiarity with CRM software (ideally HubSpot)
Written and spoken language skills in languages other than English (ideally German)
Personal Skills & Behaviours
Ability to build relationships externally and internally and manage expectations
Strong problem-solving skills with solution selling mind-set and creative and critical thinking
Drive and commitment to generating new sales and pipeline through outbound activities
Essential Qualifications
Any relevant qualification
How We Work
At Payara,
how
we work matters just as much as
what
we work on.
You'll thrive in this role if you naturally live our values:
Growth
Openness
Trust
Excellence
Passion
Initiative
Community
What we offer
100% Remote flexible working.
Annual allowances for L&D
Paid time off to celebrate your birthday, for volunteering or charity work, or to focus on your mental well-being.
Loyalty rewards.
Welcome gifts and limited-edition swag.
Annual company retreat.
Clear career progression plan
Plus, many more
Please visit

for more details.
Check out our culture page on Instagram @payaraculture
We are an equal opportunities employer.
If you require reasonable adjustments due to a disability, please raise this when invited to an interview, stating the adjustments needed
Please see our company (Recruitment) Privacy statement available atwww.payara.fish
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