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 wellbeing allowance
• 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.