The Role
Drive new business acquisition for Soldo’s spend management platform through vertical-led go-to-market strategies, enterprise and mid-market sales, complex C-level negotiations, value-based selling, and multi-threaded deal management. Build sustainable pipelines with Marketing and SDR/BDR teams, deliver tailored product demonstrations, develop client and partner relationships, provide market insight, and contribute to product direction and market expansion.
Summary Generated by Built In
Soldo is the proactive spend management solution that frees progressive businesses to accomplish more.
Over 25,000 organisations across 31 countries use Soldo to end slow, messy, and inefficient spending, bringing financial agility and control over every expense. Soldo frees finance with a uniquely proactive approach to managing decentralised spending.
By combining a powerful spend management platform, a user-friendly app, and versatile payment methods, Soldo automates expense admin to eliminate inefficiency in managing business spending.
By proactively managing decentralised spend, organisations empower employees to spend when and where it's needed, keeping productivity high while avoiding month-end surprises.
Founded in 2015 by Italian digital innovator Carlo Gualandri, Soldo is headquartered in London, with offices in Dublin, Milan, and Rome.
We’re looking for people with big ambitions, cool heads, sharp minds, and warm hearts. Come and join us as we grow together.
What's in it for you
- uncapped commission
- Private healthcare – for you and
your family
- Pension scheme
- Genuine career development
opportunities (we love to see you succeed) - including your own annual
£500 career development budget
- Access to training and development
- including a mentoring programme, workshops and the opportunity to
progress onto our leadership programme
- Flexible working options including
working from home, our Marylebone office
- 60 days’ work anywhere – even
outside the UK if you want
- 25 days’ off a year, plus public
holidays. Plus extra days off on Christmas Eve, New Year's Eve and on your
Birthday
- Up to 2 volunteering days per year
- Your own personal company Soldo
card
- Employee Assistance Programme
- Tax efficient bike to work scheme
The Role
As a senior member of our UK Sales team, you’ll create your own go-to-market strategies to actively
acquire new business opportunities. Using data, insights and your network, you’ll identify opportunities to
create value and grow the Soldo business.
A thought leader on fintech, you’ll use your knowledge and skills to identify new business, potential areas
to grow, customer trends and partnership opportunities.
You’ll represent Soldo at a senior client level and
will host and speak at marketing and industry events.
Acting as a trusted advisor, you’ll deliver complex solutions to a wide range of clients and will work cross
functionally within Soldo, to share your knowledge of our customers, competitors and the marketplace
shaping future product direction.
Responsibilities
- Overperform against sales targets, KPIs and performance metrics
- Operate with integrity and accountability in every interaction with clients and our internal teams
- Develop and execute market business plans across assigned sectors and client accounts
- Sell high-value solutions to C-level stakeholders, navigating complex sales cycles and building cross-functional consensus to drive deals to successful closure
- Build and execute a strong demand generation plan with cross-functional teams to drive a validated, sustainable pipeline
- Identify and create growth opportunities through strategic, detail-oriented planning
- Collaborate with the wider cross-functional team to drive value for your clients and aggressively expand markets through client acquisition
- Accelerate our market leadership in the decentralised spend management market
- Act as the subject matter expert and a thought leader in the payments and spend management domains, along with the specific sectors and use cases of your target business clients.
- Build relationships with key contacts that lead to a deep understanding of client challenges and opportunities
- Continually be aware of the market, emerging technology trends and our competitors, providing valuable information back into the business
- Be well versed in our differentiators and continue to evolve our GTM strategy and messaging
We're looking for someone who must have
- Proven experience within B2B SaaS
products with a value proposition focused on transformational value to
clients
- Proven track record of consistently
overperformance against annual quota targets.
- New Business mindset, independent,
enthusiastic, tenacious, and not afraid to take risks and challenge status
quo
- Strong appetite for vertical-led
selling, including developing deep sector knowledge and credibility
- Entrepreneurial mindset with the
ability to operate effectively in a small, fast-moving team
- Comfort with ownership, helping
shape how Soldo wins in new segments
- True intellectual horsepower to
reason through client challenges
- Experienced managing multi-threaded
deals by identifying and engaging stakeholders across functions (e.g.
Finance, Operations, IT) to drive consensus
- Great team-player, with
demonstrated ability to partner to drive demand generation strategies with
Marketing and SDR/BDR teams
- Ability to challenge the client’s
status quo and articulate client opportunities through reference selling
- Highly proficient in value-based
selling and proven execution across multiple years
- Experience selling as part of a
Land and Expand SaaS sales motion
- Proficient in running a structured
discovery process to uncover pain points and areas of opportunity for the
deployment of a solution
- Experience selling into enterprise
and mid-market accounts
- Ability to run multiple sales
processes in parallel in a given quarter
- Proficient with modern sales
methodologies like MEDDPICC, SPIN and the Challenger Sale
- Able to deliver compelling,
problem-focused product demos tailored to persona-specific use cases
- Proficient with modern GTM tech
stack like CRM, cadence-building, data enrichment (e.g. Salesforce,
Salesloft / Outreach, Cognism / Zoominfo)
Skills Required
- Proven experience with B2B SaaS products focused on transformational client value
- Proven track record of consistently exceeding annual quota targets
- New business mindset with independence, enthusiasm, tenacity, and willingness to challenge the status quo
- Experience with vertical-led selling and developing deep sector knowledge
- Entrepreneurial mindset and ability to work effectively in a small, fast-moving team
- Comfort owning and shaping sales strategies for new segments
- Ability to reason through client challenges
- Experience managing multi-threaded deals and engaging stakeholders across Finance, Operations, and IT
- Ability to partner with Marketing and SDR/BDR teams on demand-generation strategies
- Ability to challenge client assumptions and articulate opportunities through reference selling
- Proficiency in value-based selling demonstrated across multiple years
- Experience selling through a Land and Expand SaaS motion
- Experience running structured discovery processes to uncover pain points and opportunities
- Experience selling into enterprise and mid-market accounts
- Ability to manage multiple sales processes in parallel within a quarter
- Proficiency with MEDDPICC, SPIN, and Challenger Sale methodologies
- Ability to deliver compelling, problem-focused product demonstrations tailored to personas
- Proficiency with CRM, cadence-building, and data-enrichment technology, including Salesforce, Salesloft, Outreach, Cognism, or ZoomInfo
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The Company
What We Do
Soldo is here to free teams from the burden of financial admin, to give them the tools, time, and headspace to focus on the things that matter. We’re both a financial services and software company and our spend management platform automates employee and business spending, from decision to spend to reconciliation. While our smart cards, employee expenses app, and accounting integrations give teams flexibility, visibility, and control over spending. Founded in 2014, we’re now one of Europe’s fastest-growing fintech companies. Today, we have over 350 employees working in offices in London, Milan, Rome, and Dublin. Having secured $180 million in Series C funding, we’re looking to expand into the rest of Europe and launch a suite of new products in a market worth $170 billion
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