Company Overview

The organisation is focused on developing lasting commercial relationships by understanding customer needs and delivering solutions that provide practical business value. Its sales function supports revenue growth through structured prospect engagement, clear communication, and a customer-focused approach to commercial opportunities.

To strengthen its sales operations, the organisation is seeking an Account Executive who can manage qualified leads, conduct effective sales conversations, prepare proposals, and convert prospective customers into active clients. The role provides an opportunity for a commercially minded professional to contribute to the sales process while working closely with marketing, business development, and customer success colleagues.

Role Summary

The Account Executive will manage qualified sales opportunities from initial discovery through to agreement and handover. The successful candidate will engage prospects, identify their priorities, explain relevant products or services, address objections, and guide decision-makers through the purchasing process.

Working remotely from Estonia, the role requires effective virtual communication, reliable CRM administration, and the ability to balance customer engagement with sales targets and reporting responsibilities. The ideal candidate will be organised, persuasive without being overly aggressive, and capable of building trust while maintaining a consistent focus on commercial outcomes.

Key Responsibilities

• Manage a portfolio of qualified sales leads and opportunities generated through marketing campaigns, business development activities, referrals, and inbound enquiries.

• Respond promptly to prospective customers and establish clear communication throughout the sales process.

• Conduct discovery calls to understand business objectives, operational challenges, purchasing requirements, and decision-making processes.

• Qualify opportunities based on customer needs, budget considerations, implementation expectations, and alignment with available solutions.

• Present products or services through virtual meetings, demonstrations, proposals, and tailored sales presentations.

• Explain product features, business benefits, pricing structures, and relevant service conditions in clear, customer-focused language.

• Address questions, resolve objections, and coordinate with internal specialists when prospects require additional technical or commercial information.

• Prepare quotations, proposals, statements of work, and other sales documentation in accordance with approved procedures.

• Manage follow-up activities and maintain momentum throughout longer sales cycles.

• Negotiate commercial terms within approved guidelines and coordinate internal reviews where additional authorisation is required.

• Maintain complete and accurate CRM records, including customer contacts, opportunity stages, meeting outcomes, expected close dates, and next actions.

• Monitor individual sales performance against agreed targets and prepare regular updates on pipeline progress, conversion rates, and expected revenue.

• Collaborate with marketing to share feedback about lead quality, campaign effectiveness, and common prospect questions.

• Coordinate with customer success, implementation, or onboarding teams to ensure a smooth transition after a sale is completed.

• Identify opportunities to expand customer relationships through additional services or suitable complementary offerings.

• Follow established sales procedures, customer communication standards, and information security requirements.

• Review unsuccessful opportunities to understand the reasons for lost sales and identify improvements in qualification, messaging, or follow-up.

Requirements and Qualifications

• Bachelor’s degree in Business, Marketing, Sales, Communications, or a related field, or equivalent practical experience.

• Experience in B2B sales, account management, inside sales, or a customer-facing commercial role.

• Strong verbal and written communication skills, with the ability to explain commercial value and guide customer conversations.

• Understanding of sales qualification, pipeline management, objection handling, negotiation, and closing techniques.

• Experience using a CRM platform such as HubSpot, Salesforce, or an equivalent tool.

• Ability to manage multiple opportunities simultaneously while maintaining accurate records and timely follow-ups.

• Confidence conducting virtual meetings, delivering presentations, and communicating with professional customers.

• Strong organisational skills and the ability to prioritise activities according to opportunity value and sales stage.

• Commercial awareness and the ability to understand customer requirements before recommending a solution.

• A results-oriented approach supported by professionalism, integrity, and a commitment to customer suitability.

• Ability to learn product information, pricing structures, and sales procedures quickly.

• Professional English proficiency; additional language skills are an advantage when serving international customers.

• Ability to work independently and coordinate effectively with colleagues in a remote environment.

Benefits

• Remote working opportunity based in Estonia.

• Opportunity to develop expertise in B2B sales, account development, and commercial negotiations.

• Exposure to customer acquisition, product positioning, and revenue generation activities.

• Opportunities to strengthen CRM, sales forecasting, presentation, and customer relationship skills.

• Collaboration with marketing, business development, customer success, and other commercial teams.

• A professional environment that supports accountability, customer-focused selling, and continuous learning.

Application Instructions

Applicants should submit a current CV describing their experience in B2B sales, account management, or customer acquisition. Candidates should highlight their approach to qualifying leads, conducting discovery calls, preparing proposals, and managing opportunities through to completion. Relevant experience with CRM systems and virtual sales tools should be included. Applications should demonstrate strong communication skills, sound commercial judgement, and the ability to manage sales activities effectively while working remotely.

Are you interested in this position?

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