Account Executive – People

Overview

In this Account Executive role, you drive new business for Sage People across the UK. You own opportunities from discovery through negotiation and contract signature, while also building your own pipeline. You collaborate with Marketing, SDRs, and delivery teams to tailor HR and payroll solutions that deliver measurable outcomes. You work with stakeholders across HR, Payroll, Finance, IT and leadership to craft compelling business cases. This role offers a visible impact on customer growth in a AI-enabled HR software portfolio and a chance to shape how organizations work smarter.

Responsibilities

• Own and convert a qualified UK&I pipeline of new business opportunities
• Develop and execute a self-generated prospecting strategy (15–20% of annual quota)
• Generate opportunities via direct outreach, social selling, events, referrals, partners, and network
• Collaborate with Marketing and SDRs to convert campaigns into opportunities
• Lead consultative discovery to understand needs, priorities, budget and buying process
• Engage stakeholders across HR, Payroll, Finance, IT, Procurement and senior leadership
• Develop business cases linking Sage People solutions to measurable outcomes
• Sell across Sage People portfolio (HCM, Payroll, AI-enabled solutions)
• Coordinate with Solution Consultants, product teams, partners for tailored solutions
• Lead demonstrations, proposals, negotiations, procurement, and contract closure
• Maintain commercial discipline and accurate pricing throughout the process
• Manage pipeline and forecast with clear next steps and evidence
• Maintain high-quality Salesforce data and use Copilot for Sales effectively
• Handover to delivery and stay engaged through go-live for a strong customer experience

Key requirements

• B2B SaaS or technology new-business sales track record
• Experience owning opportunities end-to-end from discovery to signature
• Ability to generate own opportunities beyond inbound/SDR pipelines
• Strong discovery and qualification skills; familiarity with BANT and MEDDIC
• Ability to influence multiple stakeholders at various levels
• Experience developing business cases and communicating commercial value and ROI
• Strong negotiation skills; comfort with procurement discussions
• Ability to manage multiple opportunities with accurate pipeline and forecast
• Collaborative approach with SDRs, Marketing, Solutions Consultants, product teams and partners
• Experience selling HR, Payroll, HCM or ERP tech is advantageous but not essential

• Collaborative
• Consultative selling
• Stakeholder influencing
• Salesforce
• Copilot for Sales
• BANT

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