Account Executive, Mid-Market - Remote (EMEA)

UK or Ireland | Remote 🌍🚀We’re growing our team and looking for an Account Executive (Mid-Market) to join our EMEA Sales 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

We work with industry leaders like Lego, Nike, Netflix and Apple, to bridge the gap between user expectations and product reality.

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 + 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 🎉
• Enhanced parental leave for primary and secondary caregivers
• Flexible, remote working (with some travel to attend customer visits / 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.