Founding Account Executive

What You Will Do

• Close and expand the flagship accounts
• Take over live opportunities with large UK customers and close the next sites.
• Own the expansion after the first contract. The real revenue is in the next twenty sites.
• Build the UK market
• Build your own pipeline through outbound and through the plant hire partnership.
• Land fast-deploying customers such as independent and mid-sized quarry operators alongside the large accounts.
• Create demand where none exists yet. Most customers are not looking for this, so you find the process where it fits and build the case with them.
• Own the deal end to end
• Run the deal from first conversation to the first machine running on the customer's site.
• Sell at every level at the same time: site manager, HSE, finance, group IT and the executive committee.
• Work with your champion as a co-author. Build the business case and the internal documentation with them, and help them drive the decision inside their company.
• Handle technical questions yourself. There is no pre-sales team behind you, so you learn the solution well.
• Write the playbook
• Document how Hive sells in the UK, and hand it to the people we hire after you.
• What We're Looking For
• Essential
• You have built something from nothing: a new market, a new region, a new product line or a business of your own.
• A consistent track record of hitting or beating quota, and you can show the numbers.
• Experience selling something conceptual rather than off the shelf. Software, software-enabled hardware, automation or systems integration, where you had to build the business case yourself.
• Complex deals with multiple stakeholders, C-level economic buyers and sales cycles measured in quarters.
• You enjoy being on site. Quarries, plants, construction sites and machines interest you.
• A life situation that allows heavy travel.
• Right to work in the UK.
• Strongly Preferred
• Experience from a structured sales playbook environment.
• A network in UK construction, aggregates, building materials or plant hire.
• Experience expanding enterprise accounts across multiple sites.
• This Is Probably Not the Job for You If
• You need a process to exist before you can work inside it.
• You prefer not to travel. Expect to be on the road most weeks.
• You have only sold machines or equipment. Selling a wheel loader and selling autonomous operation of a wheel loader are very different jobs.
• You hand over documentation and wait for the inbox to answer.
• What Success Looks Like
• The open expansions in the flagship accounts are signed and running.
• New logos are signed, including customers reached through the plant hire partnership.
• A pipeline of UK opportunities you built yourself.
• Hive has a written UK sales playbook that the next hire can use.