[Hiring] Enterprise Account Executive @Rocket.Chat

Role Description

Rocket.Chat is looking for a proactive, results-driven Enterprise Account Executive to drive revenue growth through outbound efforts, enterprise sales, product-led motions, and channel partnerships in the growing UK&I region. This role requires a true hunter mentality, focused on identifying new opportunities and building strong relationships with prospective customers and strategic partners.

Qualifications

• Proven experience in enterprise software sales, with a strong hunter mentality.
• Proven track record of generating a significant portion of pipeline through outbound prospecting and new logo acquisition.
• Demonstrated success selling into Public Sector organisations, including government and federal agencies.
• Proven experience working with highly regulated industries.
• Strong expertise in B2B enterprise sales models and managing complex, multi-stakeholder deal cycles.
• Experience owning the full enterprise sales cycle, from pipeline generation to deal closure.
• Consistent track record of meeting or exceeding enterprise sales quotas.
• Ability to engage and build relationships with C-level executives and senior decision-makers.
• Strong pipeline management, forecasting discipline, and CRM hygiene.
• Experience selling technical platforms, SaaS, collaboration, or security solutions into enterprise environments.
• Fluency in English with excellent communication and presentation skills.
• Willingness to travel approximately 25% of the time.

Requirements

• Experience using structured sales methodologies such as MEDDPICC or similar frameworks.
• Established relationships with government agencies.
• Strong relationships with partners, distributors, and channel organisations within the UK&I region.

Soft Skills

• Passion: Genuine enthusiasm for what you do and how it contributes to our company's mission.
• Dream: Proactively seek out opportunities and challenges to achieve extraordinary results.
• Own: Take ownership of your work, set high standards, and be accountable for outcomes.
• Trust: Recognising the importance of trust and support in a collaborative workplace.
• Share: Communicating openly and transparently ensures clarity and honesty.
• Strong critical thinking and analytical mindset.
• Confident presenter, able to deliver compelling messages to technical and executive audiences.
• Entrepreneurial mindset, identifying growth opportunities and contributing to innovative solutions.
• Results-driven, thriving in fast-paced environments while consistently delivering against targets.
• Strong team player, working effectively across cross-functional teams and partner ecosystems.

What You'll Do

• Own the full sales cycle for enterprise and strategic accounts, from outbound and inbound prospecting to deal closure.
• Identify, engage, and close net new enterprise customers within your assigned territory.
• Build and maintain a strong pipeline of qualified enterprise opportunities.
• Consistently achieve or exceed assigned revenue targets through new logo acquisition and strategic account growth.
• Develop and execute territory and account strategies to drive pipeline and revenue growth.
• Conduct consultative discovery to understand complex business challenges and strategic priorities.
• Deliver tailored presentations, proposals, and business cases aligned to customer goals.
• Navigate complex enterprise buying processes involving multiple stakeholders.
• Lead negotiations and successfully close high-value enterprise agreements.
• Establish trusted advisor relationships with C-suite executives and senior decision-makers.
• Provide strategic consultation to help clients solve critical business challenges.
• Ensure strong client engagement and alignment throughout the entire sales process.
• Maintain long-term relationships that create opportunities for account expansion and growth.
• Partner with marketing, product, support, and customer success teams to deliver a seamless customer experience.
• Collaborate with channel partners, distributors, and strategic partners on co-selling opportunities.
• Coordinate internal resources to support complex enterprise sales cycles.
• Work closely with solution engineers and delivery teams during pre- and post-sales engagements.
• Apply consultative sales frameworks such as SPICED and MEDDPICC to qualify and progress opportunities.
• Maintain disciplined pipeline management and accurate forecasting.
• Ensure CRM data accuracy and timely tracking of activities, opportunities, and deal progression.
• Develop strategic account plans for high-value enterprise prospects.
• Continuously evaluate deal progression and proactively remove obstacles to closing.
• Stay informed on industry trends, competitive landscape, and emerging market opportunities.
• Identify whitespace opportunities within enterprise accounts and target markets.
• Analyse wins and losses to refine sales strategy and improve performance.
• Provide accurate pipeline visibility, activity tracking, and forecast reporting.

Benefits

• Fully Remote & Flexible Working Hours
• Flexible Paid Time Off, Holidays and Vacation
• Company Laptop
• Remote Benefit
• iTalki, Courses and Books
• Stock Options
• Multicultural Environment
• Vibrant Company Culture