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    Enterprise Account Executive - Oxford, United Kingdom - Diffblue

    Diffblue
    Diffblue Oxford, United Kingdom

    6 days ago

    Default job background
    Full time
    Description

    Reports to: CRO


    Operates from:     Hybrid working, with visits to HQ in Oxford a few times each month.

    About UsAs companies transform into digital businesses there is a raging war to secure the best talent in the software engineering world. There are quite simply not enough developers to write all the code that needs to be written. Diffblue technology is one of the most powerful use cases for artificial intelligence in the world today. Developers typically spend 25% to 50% of their time writing unit tests and it is not a task most enjoy. Our product Diffblue Cover automatically writes unit tests for Java applications using AI, but working 250 times faster than a human. It never gets bored or makes a mistake and gives developers and their leaders more time to write code that advances the product making them more competitive. Diffblue spun out of the University of Oxford in 2016 and received the largest AI Series A funding in Europe in 2017. Having just closed our latest round of funding and coming off the back of triple digit growth, we are building out our go-to-market sales & marketing teams. We promote an environment in which we support and learn from each other. We strongly believe that diversity is important for a modern business, and that when different opinions, backgrounds and life views meet, better results are obtained.
    The role To play a major role in Diffblue achieving year on year triple digit revenue growth. You will develop and close revenue opportunities in a set of new logo enterprise target accounts across large financial services and technology clients. Your discovery, analysis and internal feedback will be instrumental in optimising product, marketing and sales strategies to set up a repeatable, scalable and profitable growth engine.

    Key Responsibilities

    • Responsibility for your quarterly and annual revenue targets & business plan to achieve them
    • Manage marketing leads and self-generate your own leads
    • Run qualification calls with decision makers & other stakeholders
    • Close new business at or above quota
    • Sell through internal champions to multiple stakeholders, including C -level and users (developers)
    • Proactively communicate with internal team members and external customers and stakeholders
    • Work collaboratively with Diffblue's marketing, and product functions for quota success and to evolve our GTM strategy
    • Ensure diligent CRM records around leads, forecast and opportunity details


    Skills, Knowledge and Expertise

    • 5+ years of quota carrying sales experience
    • Goal orientated with demonstrable track record of achieving annual quota of +£750k ARR
    • Recent experience of successful achievement working in a fast-paced, high-growth tech scale-up.
    • Trained in a standardised sales method (E.g. Miller Heiman, Sandler, Challenger Sale)
    • Expert in MEDDPICC qualification framework
    • Experience running processes in a complex, consultative selling environment
    • Past or current experience self-generating leads in target accounts
    • Management of monthly and annual pipeline as well as proven accuracy in forecasting
    • Recent experience of working in a fast-paced, high-growth tech scale-up.
    Desirable:
    • Experience with the Software Development Lifecycle, DevOps and or software testing
    • Experience selling to software engineering leadership
    Competencies
    • Drive and work ethic: Proactively pursuing company mission with a high degree of activity and daily energy.

    Benefits

    You'll get to work in one of the hottest tech startups in the world of deep tech AI for code, applying state-of-the-art program analysis and synthesis technology to tough problems faced by development teams at the world's leading companies.
    Company benefits include:
    • Competitive package, including employee stock options
    • Private health and dental insurance plans (including 24/7 virtual GP service, additional cancer care and mental health cover)
    • 8% non-contributory employer pension
    • Life insurance & Income Protection schemes (including additional medical, wellbeing support)
    • 25 days annual leave + Bank holidays
    • Christmas shut-down (additional 3 days of holidays)
    • Enhanced family-friendly benefits
    • Flexible working
    • Annual eye tests and £50 contributions towards glasses
    • Cycle to work scheme
    ‎
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