- Job Scope: Account Executive (New Business & Account Expansion)
- Location: UK/ Hybrid – Requires up to 40% travel throughout geographic territory
- Geographic Focus: Europe, Africa, Middle East and APAC
- Employment Type: Full-time, Permanent
- Salary / Compensation: £75,000 - £90,000 Base, £150,000 - £180,000 OTE + Benefits
VETRO provides cutting-edge Geographic Information Systems (GIS) solutions tailored for telecom and broadband providers. Our platform equips organizations with the tools to efficiently design, deploy, and manage fiber optic networks. At VETRO, we are driving innovation in broadband infrastructure, ensuring networks are built and managed with precision, speed, and scalability.
We are seeking a commercial and results-driven Account Executive to join our growing UK based sales team. This dual-focus role is critical to our expansion strategy. You will be responsible for navigating the complete sales cycle: identifying and securing new business (new logos), as well as strategically cross-selling and upselling within our existing customer base to maximize account value. This role requires regular travel across the designated geographic territory (up to 40%) to meet with customers and prospects face-to-face.
Key Responsibilities- New Business Acquisition: Identify, prospect, and close new mid-market and enterprise business opportunities to achieve quarterly revenue targets.
- Account Expansion: Partner closely with current customers to understand their evolving business needs, driving upsells, cross-sells, and contract renewals.
- Territory Travel: Travel up to 40% of the time within your assigned territory for on-site customer and prospect meetings, product presentations, and industry events.
- Pipeline Management: Build and manage a healthy, predictable sales pipeline utilizing our CRM system.
- Conference Participation & Networking: Actively represent VETRO at major regional conferences, industry trade shows, and networking events. Leverage these platforms to build relationships, source field intelligence, and generate high-value pipeline.
- Product Demonstrations: With the support of Technical Solutions Consultants, conduct high-impact product demonstrations tailored to solve specific prospect pain points.
- Stakeholder Management: Engage confidently with C-level executives and key decision-makers across line-of-business, procurement, IT and Finance.
- SaaS Sales Expertise: Documented success hitting or exceeding quotas in a business-to-business (B2B) technical software sales environment.
- Product Orientation: Ability to articulate business value and impact of a deeply vertical best of breed platform in a complex ecosystem deployment environment. Fluency or curiosity around AI-backed workflow and automation and modern data pipeline architectures.
- Full-Cycle Commercial Mastery: Demonstrated mastery of both complex outbound prospecting methodologies and structured, long-term strategic account growth.
- Event & Field Engagement: High level of comfort operating on conference floors and industry events, with a proven ability to confidently approach stakeholders and pitch solutions in fast-paced environments.
- Mobility & Adaptability: Complete flexibility and motivation to travel frequently (up to 40%) within the region to support field-based sales efforts. Additional language skills are useful but not essential.
- Executive Communication: Exceptional verbal, written, and presentation communication skills, with an innate ability to articulate complex technical architecture into clear, business-value metrics.
- Deal Negotiation: Commercial sharpness with experience negotiating contract terms, enterprise pricing models, and service level agreements (SLAs).
- Industry Knowledge: Telecom/fibre and partner/channel experience strongly preferred.
- New ARR/bookings and qualified pipeline.
- Retention and expansion of existing international accounts.
- Partner-sourced pipeline and revenue.
- Forecast accuracy and opportunity conversion.
- Compensation: Competitive basic salary with an uncapped commission structure, including acceleration for over achievement.
- Annual Leave Allowance: 25 days of paid annual leave plus all statutory UK bank holidays.
- Workplace Pension Match: Compliant workplace pension scheme with employer contribution matching.
- Private Health Insurance: Comprehensive private healthcare coverage.
- Learning Budget: Yearly allowance of £1,800
- Travel & Networking Support: Dedicated expense coverage for travel and conference participation.
We are an equal opportunity employer and value diversity in our company. We do not discriminate on the basis of race, religion, colour, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
Assistance/Reasonable Adjustments: If you require any reasonable adjustments or support during the recruitment process, please let us know when submitting your application.
Skills Required
- Documented success meeting or exceeding quotas in B2B technical software or SaaS sales
- Experience managing full-cycle sales, including outbound prospecting, new business acquisition, and account expansion
- Ability to explain complex technical architecture and business value to customers and executives
- Experience with enterprise pricing, contract terms, and service level agreement negotiations
- Strong verbal, written, presentation, and executive communication skills
- Ability and willingness to travel up to 40% throughout the assigned international territory
- Experience using CRM systems for pipeline management and forecasting
- Experience participating in conferences, trade shows, networking events, and field sales activities
- Telecom or fiber industry knowledge
- Partner or channel sales experience
- Additional language skills
What We Do
VETRO builds software that makes it radically simpler and faster for broadband providers to plan, design, build, and operate their fiber optic networks. Our map-based SaaS platform is easier to use and more powerful than traditional tools, and enables network owners, operators and sponsors to benefit from a modern, integrated, and connected digital hub for their physical network assets. Launched in 2017, VETRO is experiencing rapid adoption worldwide as we scale to meet an eager connectivity market. ISPs, Electric Co-ops, Local Governments and many others who are deploying and managing fiber now rely on VETRO FiberMap as their system of record for network documentation and asset management, as well as a collaboration and integration platform. Leveraging the platform combined with our top notch onboarding and support team, our customers need to hire fewer specialty technical staff, and routinely report reduced overhead and dramatic increases in productivity. Our goal is to provide the world's best mapping platform for internet/broadband infrastructure planning, design, construction and operations. And in doing so to deliver a platform that becomes the digital home for the physical internet. We are Headquartered in Portland, Maine and take pride in our Maine HQ and foundation underpinning a distributed team across the U.S.
