Account Executive

As an Account Executive at Ledgy, you'll own the full sales cycle for SMB private companies across Europe. These are VC-backed startups and growing private businesses, typically up to 150 employees, who are getting serious about equity management for the first time. They're hiring fast, issuing options, and realising that spreadsheets aren't going to cut it anymore.

This is a closing role. If you've been excelling as a BDR and wondering when you'll finally get the chance to run your own deals from first call to signed contract, this is that role. You'll manage the full cycle, you'll carry a real quota, and you'll have direct support from experienced closers to help you get there.

We've built serious momentum with some of Europe's most recognisable growth-stage companies. Revolut, Vinted, Lendable, SumUp, and Zopa Bank are all clients. We're backed by Sequoia and NEA, and we're de facto profitable. The product has real traction, and the SMB segment is where a huge portion of our inbound pipeline lands. There's genuine demand here.

The sales team is AI-native. Claude, n8n, Notion AI, Gong. You'll be expected to use them daily and find new ways to get more out of them.

Ledgy is uniquely positioned as the only platform that serves both complex private and large public companies. As the IPO window opens back up, that full lifecycle coverage is a real differentiator, and even at the SMB level, founders care about where their equity platform can take them as they scale.

We're also looking for someone who will shape how we prospect, not just execute. You'll bring best-in-class outbound knowledge and directly influence our outbound strategy as we scale the team.

What You'll Do

Months 1-2: Ramp up and start owning pipeline

• Plan to be in the office daily during your first two months. You'll ramp faster with the team around you, and we'll make sure you get the time you need with the team
• Get deep on Ledgy's value proposition for VC-backed startups and growing private companies: option plans, cap table management, and investor reporting
• Take ownership of inbound leads. A significant portion of our SMB pipeline comes inbound, and you'll be the first person qualifying and running those conversations
• Shadow deals being run by the team. Understand how we sell, what objections come up, and how we handle them
• Start leading real deals by month 2. You'll own smaller opportunities early with direct support from the team
• Begin building outbound muscle. You were excellent at outbound before, and we want you to keep that skill sharp. You'll target founders, Heads of People, and finance leads at companies in our ICP
• Bring what you know about prospecting. We want to hear what's worked for you, what tools you've used, and what you'd do differently here. You'll have a real say in how we build our outbound motion
• Get up to speed on the tech stack: Claude, n8n, Notion AI, Gong, and HubSpot
• Joining and participating in our Ledgy hosted and partner co-branded events in London

Months 3-6: Build pipeline, close deals, hit your stride

• Start self-sourcing first deals by month 3
• Own the complete sales cycle from first touch through to close. Cycles in SMB typically run 2-6 weeks, sometimes shorter
• Build and manage a pipeline that supports your €530k ARR annual target, with typical deal sizes of €10-15k ARR
• Develop outbound plays targeting founders and senior leaders at companies in the 20-150 employee range
• Test and iterate on outbound strategies. What sequences work, what channels convert, what messaging resonates. You'll own this and feed it back to the wider team
• Close your first deals and start building references
• Work closely with Customer Success to ensure smooth handoffs and identify early expansion signals
• Feed back what you're hearing from the market. You'll be talking to more companies than anyone, and your insights on objections, competitive dynamics, and pricing will shape how we sell

Months 6-12: Become the go-to AE for SMB

• Consistently hit or exceed quota. At this point you're a proven closer
• Refine your outbound playbook and share what's working with the team
• Start building strategic relationships with VC firms and accelerators who can refer portfolio companies
• Pioneer new AI use cases that improve how we prospect, prep, and close
• Contribute to sales process improvements, email sequences, demo flows, and proposal templates
• Help define the outbound strategy for the next hire. By this point, what you've built should be repeatable
• Show that you're ready for the next step, whether that's moving upmarket or taking on a mentoring role

You'll Be a Great Fit If You

• 1-3 years in a BDR or SDR role at a B2B SaaS company, with a consistent track record of exceeding quota
• You've been told you're not ready for a closing role, or the promotion path at your current company just isn't happening. You know you can do it. You want the chance to prove it
• Best-in-class outbound prospecting skills. You don't just work inbound, you create pipeline from scratch and you have strong opinions about how to do it well
• Comfortable talking to founders, Heads of People, and CFOs
• Technically savvy and comfortable working with a modern, AI-heavy sales stack
• Hungry to learn. You'll need to pick up equity management concepts (cap tables, vesting schedules, option plans) and you're the kind of person who finds that interesting, not daunting
• Strong sense of ownership
• Worked in environments where the playbook didn't exist yet, and you liked it that way. You'd rather build the process than inherit one

Performance Indicators:

• Consistently exceeded BDR quota in your current role. Top 10% of your team
• Can demonstrate pipeline you've personally sourced that converted to revenue
• Have managed multiple stakeholder conversations, even if you weren't the closer
• Show a pattern of taking initiative, building process, and going beyond the job description
• Collaboration: we're a small, tight-knit team. Egos don't work here. We celebrate each other's wins and help each other wherever we can

What We Offer

• Competitive base salary (60%) + variable (40%)
• Equity participation. Become an owner in what you're building
• A generous comp plan with accelerators and kickers. The entire team regularly earns above OTE
• High level of enablement, including dedicated 1:1 time with the Sales Lead
• Modern AI-native sales tech stack to maximise your productivity
• Fast decision-making in a company that ships weekly. We're well-positioned to disrupt this space and you'll feel that pace from day one
• Proven product-market fit. We're in scaling mode
• Hybrid working policy, with Tuesdays and Thursdays in-person
• Clear career progression path in a rapidly scaling company
• Quarterly team events and a collaborative, high-performance culture