Account Executive, London (Software Startup)

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<p><strong>Account Executive, New Logo Sales - London - VC Backed Software Startup</strong></p><p><span><strong>Location:</strong> UK (Hybrid 3-5 days per week in office) </span>EC2M4YJ Central London</p><p><span><strong>Team:</strong> Commercial (Growth)</span><span style="font-size:11pt;font-family:Aptos;color:rgb(0, 0, 0);background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre-wrap;"><br></span><span><strong>Compensation:</strong> £40,000 - £45,000 base + uncapped OTE (Year 1 OTE £25,000)</span></p><p></p><p><span><strong>About Opply</strong></span></p><p><span>Opply is modernising how scaling food and consumer goods brands buy ingredients, solving a £1 trillion market inefficiency that's been overlooked for decades.</span></p><p><span>Right now, SMB brands waste 70% of stock and pay 40% above market rate because they lack access to enterprise-level supplier networks and smart automation. We've built an AI-powered platform that changes this entirely: automated ordering, predictive forecasting, supplier matching, and embedded credit that lets brands sell before they pay.</span></p><p><span>We're <strong>a scaling</strong>, VC-backed by <strong>Index Ventures, Anthemis, and Chalfen Ventures</strong>, with unicorn angels from <strong>GoCardless, </strong></span><a target="_blank" href="http://Flow.io"><span><strong>Flow.io</strong></span></a><span><strong>, and Trouva</strong>. We've won <strong>StartUp of the Year</strong> and <strong>Supply Chain Specialists of the Year</strong>, and we're scaling fast across the UK and internationally.</span></p><p><span>This is category-defining work in a massive, underserved market.</span></p><p><br></p><p><span><strong>The Role</strong></span></p><p><span>As an Account Executive at Opply, you’ll own the sales cycle end-to-end: taking qualified opportunities from discovery through to close, building strong commercial relationships with scaling UK food and consumer goods brands, and consistently converting pipeline into revenue.</span></p><p><span>This is a <strong>closing role</strong>. You’ll be expected to run sharp discovery, quantify value, navigate stakeholders, handle objections, and negotiate commercially, while partnering closely with SDRs/BDRs, Growth, Marketing, and Product to improve conversion and expand what we can sell.</span></p><p><span>If you’re competitive, commercially sharp, and want to accelerate in a fast-growth environment where you can have real impact, this is the role.</span></p><p><span><strong>What You'll Be Doing</strong></span></p><p><span><strong>Own the Full Sales Cycle</strong></span></p><ul><li><p><span>Run discovery calls with founders and operators at scaling food and consumer goods companies</span></p></li><li><p><span>Diagnose operational pain, cashflow pressure, margin constraints, and supply chain risk</span></p></li><li><p><span>Build clear business cases and ROI logic (time saved, waste reduced, margin impact, cashflow benefit)</span></p></li><li><p><span>Lead product demos and map Opply’s value to customer workflows and priorities</span></p></li><li><p><span>Manage the deal cycle through proposal, negotiation, and close</span></p></li></ul><h3><span><strong>Close Revenue, Consistently</strong></span></h3><ul><li><p><span>Forecast accurately and maintain clean, reliable pipeline in the CRM</span><span style="font-size:11pt;font-family:Aptos;color:rgb(0, 0, 0);background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre-wrap;"><br><br></span></p></li><li><p><span>Handle objections confidently (pricing, switching risk, incumbent suppliers, internal bandwidth)</span><span style="font-size:11pt;font-family:Aptos;color:rgb(0, 0, 0);background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre-wrap;"><br><br></span></p></li><li><p><span>Negotiate commercial terms and drive urgency through clear next steps</span><span style="font-size:11pt;font-family:Aptos;color:rgb(0, 0, 0);background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre-wrap;"><br><br></span></p></li><li><p><span>Partner with internal teams to remove blockers and increase win rates</span><span style="font-size:11pt;font-family:Aptos;color:rgb(0, 0, 0);background-color:transparent;font-weight:700;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre-wrap;"><strong><br><br></strong></span></p></li></ul><h3><span><strong>Expand and Improve the Motion</strong></span></h3><ul><li><p><span>Share market feedback to sharpen positioning, outreach, and product priorities</span><span style="font-size:11pt;font-family:Aptos;color:rgb(0, 0, 0);background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre-wrap;"><br><br></span></p></li><li><p><span>Identify patterns in lost deals and propose improvements to process, messaging, or packaging</span><span style="font-size:11pt;font-family:Aptos;color:rgb(0, 0, 0);background-color:transparent;font-weight:400;font-style:normal;font-variant:normal;text-decoration:none;vertical-align:baseline;white-space:pre-wrap;"><br><br></span></p></li><li><p><span>Represent Opply at industry events - building relationships, credibility, and deal flow</span></p></li></ul><p><span><strong>Market Intelligence</strong></span></p><ul><li><p><span>Keep the CRM clean, accurate, and actionable (your pipeline is your reputation)</span></p></li><li><p><span>Share insights from the market with Growth, Marketing, and Product to sharpen targeting and messaging</span></p></li><li><p><span>Represent Opply professionally at industry events and in the broader market</span></p></li></ul><p><span><strong>What We're Looking For</strong></span></p><p><span><strong>You'll thrive here if you are:</strong></span></p><ul><li><p><span><strong>A closer:</strong> You’re at your best when you’re running live deals and driving to signature</span></p></li><li><p><span><strong>Consultative and structured: </strong>You ask smart questions, listen properly, and build strong cases for change</span></p></li><li><p><span><strong>Commercially sharp:</strong> You can speak credibly about value, outcomes, and trade-offs</span></p></li><li><p><span><strong>Resilient and consistent:</strong> You don’t rely on “big wins”you build repeatable performance</span></p></li><li><p><span><strong>High ownership:</strong> You take initiative, solve problems, and keep momentum even with ambiguity</span></p></li></ul><p><span><strong>Experience we expect:</strong></span></p><ul><li><p><span><strong>2- 5 years in sales or business development</strong> (B2B strongly preferred)</span></p></li><li><p><span><strong>Track record of hitting or exceeding targets</strong> (consistent performance, not one-off wins)</span></p></li><li><p><span>Interest or experience in food/consumer goods is a plus, but hunger and aptitude matter more</span></p></li></ul><p><br></p><p><span><strong>Why Now</strong></span></p><p><span>Opply is at an inflection point. We're <strong>scaling with strong customer traction</strong>, scaling revenue, expanding internationally, and building out the commercial team to match our ambition.</span></p><p><span>You'll join early enough to have an <strong>outsized impact</strong>: shaping playbooks, owning territory, and growing into leadership as the business scales.&nbsp;</span></p><p><br></p><p><span><strong>Training &amp; Development</strong></span></p><p><span>You won't be left to figure it out alone. We've built a structured development environment to turn high-potential sellers into confident commercial operators:</span></p><ul><li><p><span><strong>Full onboarding programme</strong> with clear ramp expectations and success metrics</span></p></li><li><p><span><strong>Weekly 1:1 coaching and feedback loops</strong> to build consistency and confidence</span></p></li><li><p><span><strong>Classroom learning and role plays</strong> for discovery, objection handling, and deal progression</span></p></li></ul><p><br></p><p><span><strong>What You'll Learn Here</strong></span></p><p><span>This role is a career accelerator. You'll develop skills that compound:</span></p><ul><li><p><span><strong>Outbound excellence:</strong> Multi-channel prospecting done right (phone, LinkedIn, email, events)</span></p></li><li><p><span><strong>Modern discovery:</strong> Combine qualitative insight with quantitative value logic to uncover real urgency</span></p></li><li><p><span><strong>Commercial fluency:</strong> Speak credibly about cashflow, operational efficiency, and growth readiness</span></p></li><li><p><span><strong>Market expertise:</strong> Deep understanding of the scaling F&amp;B world (supply chain challenges, margin pressure, and what operators actually care about)</span></p></li><li><p><span><strong>Unshakeable confidence:</strong> Built through repetition, feedback, and high standards</span></p></li></ul><p><br></p><p><span><strong>What We Offer</strong></span></p><ul><li><p><span><strong>Competitive base salary (£40,000–£45,000) + uncapped OTE (Year 1 OTE £25,000)</strong></span></p></li><li><p><span><strong>25 days holiday</strong> plus UK bank holidays</span></p></li><li><p><span><strong>Flexible hybrid working</strong> (balance autonomy with collaboration)</span></p></li><li><p><span><strong>Regular team socials and global offsites</strong> to connect, collaborate, and celebrate</span></p></li><li><p><span><strong>Pension scheme</strong></span></p></li></ul>

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