This role is hybrid and requires occasional in-office presence in London as needed for collaboration and team meetings. Candidates must be able to reliably commute to our London office when required.
As a Mid-Market Account Executive, you will report to the Regional Vice President of Mid-Market Sales and be dedicated to driving Fullstory’s growth by adding new, delighted customers to our Mid-Market segment.
To excel in this job, you’ll bring exceptional prospecting skills coupled with the ability to drive value across a highly technical, complex sales cycle. The pace of Fullstory is fast and the landscape we’re playing in is ever-changing. We’re looking for someone who thrive when challenged and likes to work hard and have fun while doing it.
In a typical day, you might
- Own a territory where you are responsible for actively prospecting new business opportunities (All of EMEA)
- Document and track all potential and existing client interactions and lead follow-through using Salesforce.
- Work cross-functionally with SDRs, Sales Engineers, Product, and Customer Experience teams to provide in-depth technical demos and sell as a team.
- Lead sales presentations and product demonstrations with prospects and drive deals to close.
- Use AI tools (e.g., Gemini, AgentSpace, or AI features in other SaaS tools) that enhance your work quality and help you to be more efficient in making an impact.
Here’s what we’re looking for
- 4+ years of experience in full-cycle SaaS sales role.
- An average deal size of $75K-$150K in the last 2 years and experience.
- A sales track record of proven success in the B2B SaaS space, exceeding individual quota of at least $1m USD.
- Experience running value-based, technical demonstrations in partnership with other departments.
- Ability to demonstrate a sales Methodology: MEDDPIC, GAP, SPIN, Force Management etc.
The impact you will have in 6 Months
- You are successfully sourcing and qualifying net-new business, bringing FullStory’s DXI platform to market.
- You are successfully delivering value-driven sales presentations to customers of varying levels and personas.
The impact you will have in 12 Months
- You will be fully ramped, consistently hitting or exceeding quarterly and annual quota targets.
- You have become a DXI expert and can successfully demonstrate the value of FullStory to technical customers.
The base salary for this position ranges from £80,000 - £85,000.GBP Including the base salary, this role has an OTE(on-target earnings) of £160,000 - £170,000. GBP Total compensation will vary based on relevant experience, qualifications, and market conditions.
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About Fullstory
Fullstory is a leading behavioral data platform transforming how businesses understand and improve their digital experiences. Our technology empowers companies to uncover insights, optimize customer and employee journeys, and deliver exceptional online interactions. It makes every customer experience smoother and more personalized and empowers the employees behind the scenes.
We’re building something special at Fullstory- and we’re looking for teammates who are curious, collaborative, and driven to make an impact. We’re especially excited about the potential of AI to enhance efficiency, spark creativity, and elevate our work. If that resonates, explore our Winning Ways to see the values that guide how we work and grow together.
How we support you
Fullstorians are committed to building something better- from how we approach our product, to how we care for our customers and each other. Along these lines, we offer:
- Flexibility and Connection. We have a vibrant HQ in Atlanta and a tight-knit group in London. Fullstorians in those cities come to the office at least one day a week to build cross-functional relationships and stay connected. We also offer a flexible PTO policy and an annual company-wide closure, along with federal holidays.
- Benefits. Take care of the whole you. Fullstory offers sponsored benefit packages for US-based Fullstorians, and supplemental coverage options for international Fullstorians.
- Learning opportunities. We provide professional development opportunities through training programs and an annual learning subsidy for US and EMEA-based employees.
- Productivity support. US and EMEA-based Fullstorians receive a monthly productivity stipend.
- Team Collaboration. Connect with fellow Fullstorians through team off-sites and an annual full-company meet-up.
- Paid parental leave. Fullstorians balance the needs of their growing families without the added stress of figuring out work and finances.
- Bereavement leave, including miscarriage/pregnancy loss. Take the time to grieve and help your loved ones.
Fullstory is proud to be an equal-opportunity workplace dedicated to fostering an increasingly diverse community. We want candidates of all human varieties, backgrounds, and lifestyles. There’s no problem that can’t be made better by bringing together people with a broader set of perspectives. If our product, values, and community resonate with you, please apply– we'd love to hear from you!
