Account Executive, Mid-Market - Remote (EMEA)

Remote | This role can be based in the UK, Ireland, Germany, or the Netherlands.

We’re looking for an Account Executive (Mid-Market) to join our team.

At Optimal, we build powerful research tools that help teams make data-driven decisions. Trusted by some of the world’s biggest brands, we’re passionate about user experience and the transformative power of human insight.

The role
We’re looking for a Mid-Market Account Executive to join our EMEA pod, partnering with an Enterprise AE, Solutions Consultant, and Customer Experience Manager.

You’ll be responsible for driving new business across mid-sized organisations, managing your own pipeline, and closing deals that create real value for customers.

This is a fast-paced, hands‑on role where you’ll balance outbound prospecting, discovery, and solution selling – all while working closely with marketing, product, and customer success to create a great end‑to‑end customer experience.

What you’ll do:

Own the full sales cycle from prospecting and discovery through to close

Drive new business across mid-market accounts within your territory

Build and manage a strong pipeline through outbound activity, referrals, and inbound leads

Run great discovery conversations and translate customer needs into clear solutions

Manage multiple stakeholders across each deal, including senior decision‑makers

Lead pricing and commercial negotiations to close high‑quality deals

Partner with marketing, customer success, and product to support a smooth customer journey

Keep CRM data accurate and maintain clear forecasting and pipeline visibility

Share insights from the market and customers to help shape product and go‑to‑market direction

Continuously look for ways to improve how we sell, learn, and grow as a team

What we’re looking for:

5+ years experience in B2B sales, including at least 2+ years in SaaS

Proven track record of consistently hitting or exceeding sales targets

Experience owning full‑cycle sales (from prospecting through to close)

Strong discovery and solution‑based selling skills

Comfort managing multiple deals and stakeholders at once

Experience negotiating commercial terms and pricing

Strong communication and presentation skills

Highly organised, proactive, and comfortable working in a fast‑paced environment

Experience using CRM tools (e.g. HubSpot)

What’s in it for you:

Competitive salary + an opportunity to join our Employee Share Option Plan (ESOP) so you can share in our long‑term success

Annual learning and development support

Home office set‑up support

Extra day off on your birthday

Flexible, remote working (with some travel for customer / team events)

The chance to help shape and grow a high‑performing sales team at a scaling SaaS company

If this sounds like you, we’d love to hear from you. We’ll be interviewing as applications come through.

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