Account Executive - Mid-Market

Job description

ABOUT US Humaans is building the next generation of infrastructure for the workplace; software designed for companies that are scaling fast, operating globally, and pushing into new boundaries. What started as a system of record has evolved into a broader platform for operating people globally. With Athena, our agentic AI layer, Humaans moves beyond data management into intelligent orchestration, connecting workflows across HR, IT, Finance, and Operations so organisations can act faster and with greater confidence, redefining how work gets done. We work with ambitious teams across Europe and the US, from AI-native companies like Lovable, Poolside, Fyxer AI, and Tandem Health, to established, high-growth organisations scaling internationally and through acquisition, including Quantexa, Sellpy, Manychat, Gigs, Croud, and Threecolts. These teams don’t buy software for features,they buy leverage. The ability to run faster, cleaner, and with more control as complexity compounds. To date, we’ve raised $20m in venture funding from some of the most respected founders, operators, and funds in technology: Lachy Groom (Physical Intelligence), Stewart Butterfield (Slack), Tobias Lütke (Shopify), Dylan Field (Figma), Jeff Weiner (LinkedIn), Claire Johnson (Stripe), Oliver Jay (OpenAI), Jay Simmons (Bond) as well as Y Combinator, Moonfire, Frontline Ventures, Pathlight Ventures, and Exor. If you have massive ambition and want to work on a hard problem, with a small team that moves fast, at a moment when the category is genuinely up for grabs - this is it. THE ROLE Our Sales team is looking for an ambitious, entrepreneurial Account Executive to help drive the next stage of Humaans’ growth. As one of our dedicated Account Executives focused on the mid-market, you’ll own the full sales cycle across some of Europe’s most ambitious scale-ups and growing companies. You’ll start by targeting organisations of around 200 to 600 people, with the opportunity to move into larger companies of 2,000 to 3,000 people as you demonstrate your ability to win increasingly complex deals. This is a hands-on closing role with significant ownership. You’ll create and manage your own pipeline, develop new ways to reach our target customers, build relationships with senior decision-makers and take opportunities from first conversation through to close. We already support hundreds of companies, including some of Europe’s most ambitious startups and scale-ups. You’ll build on that foundation while helping us reach the next segment of the market, with a clear path to greater commercial ownership as you grow with the business. WHAT YOU’LL DO - Own the full sales cycle across our mid-market segment in UK & Europe, from creating pipeline through to negotiation and close. - Build and manage your own pipeline, taking accountability for consistently creating the coverage needed. - Develop outbound strategies, messaging, decks and tactics reach and win our target customers. - Build relationships with senior HR and People leaders, business transformation leaders and other decision-makers across ambitious, growing companies. - Run thoughtful discovery to understand the problems customers are trying to solve and connect those needs to the value Humaans can deliver. - Develop a deep understanding of Humaans by working closely with Engineering and Customer Success, allowing you to confidently articulate complex product capabilities and their value. - Sell what Humaans can deliver today and the vision for our product, roadmap and company. - Bring what you learn from prospects back into the business, helping us better understand our market and influence how the product evolves. - Progress towards larger and more complex opportunities as you demonstrate your ability to consistently perform. WHAT WE’RE LOOKING FOR - 4 - 6 years of experience in commercial roles, ideally within B2B SaaS. - A proven track record of consistently hitting and exceeding quota in competitive markets. - Experience closing deals in the $50k to $100k ARR range and navigating multi-stakeholder buying processes. - Experience in a high-growth, VC-backed company or another similarly ambitious environment. - Strong outbound instincts and the willingness to create your own opportunities rather than relying solely on inbound demand. - Excellent relationship-building skills and the ability to earn trust with both senior executives and operational stakeholders. - The ability to adapt your communication style depending on your audience, from a senior executive to a junior operator. - Strong product curiosity and the ability to understand complex capabilities, articulate their value and connect them to real customer problems. - High ambition and a strong desire to progress, take on greater ownership and build something of meaningful scale. - An entrepreneurial mindset. You naturally look for opportunities, take ownership and find ways forward rather than waiting for someone else to define the approach. - A high pace and strong work ethic, with the drive to consistently push yourself and those around you. YOU MAY NOT BE A GREAT FIT IF - You expect most of your pipeline to be generated for you. - You prefer working from established outbound messaging and sales plays. - You’re most comfortable selling a straightforward feature set rather than developing a deep understanding of the product and articulating a broader product vision. - You take a transactional approach to selling. - You prefer working with a single buyer rather than navigating relationships across executives, decision-makers and operators. - You’re looking for a role with a fixed scope. - You prefer a steady pace and predictable environment. This is an in-person role. Our team comes together in the office Monday through Thursday, while most of the team collaborates in person on Mondays, Tuesdays, and Thursdays. PACKAGE & BENEFITS Early stage startups can be messy – we know that. We're putting effort in providing you with the best employee experience and a quality driven environment in exchange for trusting us. - Market-leading compensation that reflects your value - 25 days paid time off each year plus public holidays - Share Options with 5-year exercise window so you don’t feel pressure to exercise if you leave - Quarterly team events, and company offsites - Top tier private coverage for health, vision and dental care - A new MacBook and tools you need to do your best work - Enhanced parental leave with up to 16 weeks for primary and 4 weeks for secondary - Learning & development budget WHY JOIN HUMAANS TODAY? HR tech is having its AI moment and we’re positioned to own it. Humaans started as a next-gen HRIS taking on large incumbents in a massive market. We’ve since evolved into something even bigger: an AI platform that sits across workforce data and automates the operational layer of HR entirely; the natural progression of what we’ve been building toward. The product is highly differentiated. It’s built around a structured workforce data model that makes AI reliable in an HR context, something no one else has gotten right. Customers notice the difference immediately. We’re backed by Y Combinator, Lachy Groom, Moonfire, Frontline Ventures, and operators who’ve built some of the most consequential software companies of the last decade: the founders of Slack, Figma, and Shopify, and Asana’s former CRO and Head of OpenAI International. We’re a small team with an unapologetically high bar. It shows up in the product, in how we communicate, and in the standards we hold each other to. OUR COMMITMENT TO DIVERSITY At Humaans we’re looking for genuinely good people that are transparent and emphatic. We’re committed to providing equal opportunities, a diverse and inclusive work environment, and ensuring a fair interview process for everyone. You’re welcome to apply no matter your gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race. PRIVACY NOTICE We care about your privacy. When you apply for a role at Humaans, we’ll collect and process your personal data as part of our recruitment process. This includes things like your CV, contact details, and any other information you choose to share. We may also contact you about future opportunities. You can ask us to delete your data at any time. For more details, see our Privacy Policy https://humaans.io/privacy#h.k3wp7f8qzl9x.