Mid-Market Sales Executive

Job description

### **The Joblogic Story** Established in 1998, **Joblogic** is the UK’s #1 **Field Service Management** (FSM) software platform. We are a global business with offices in the **UK**, **Pakistan**, and **Vietnam**. Since our management buy-out in 2013, we have grown from **~£500K** ARR to **~£35M+** ARR and expanded our team from 11 to 500+ people. Recently, we secured a strategic growth investment from **Vista Equity Partners** — a global technology investor specialising in enterprise software. This investment includes over **£100** million in new primary capital and will fuel our next phase of growth by accelerating our **AI-first roadmap**, expanding our platform into CAFM (Computer-Aided Facilities Management) capabilities, and supporting our expansion across Europe and beyond. With **Vista’s** backing, we’re transforming from a successful UK business into a global scaling SaaS rocket ship, and we’d love for you to join us on our journey to **£100M** ARR across international markets. **Joblogic** provides software to service contractors who install and maintain the built environment. Our platform helps businesses streamline operations, improve profitability, ensure compliance, and achieve rapid growth. With over **100,000** users across industries including HVAC, plumbing, electrical maintenance, facilities management, and building fabric maintenance, we are entering a new era of intelligent automation, predictive maintenance, and data-driven decision-making for service firms. **Role Summary** This is a revenue-owning, new-business role. You will own a defined UK mid-market territory and carry a monthly new-business ARR target, building pipeline from a mix of supplied leads and your own self-generation. You will run consultative, multi-stakeholder sales cycles on the Joblogic platform, qualifying with MEDDPICC and building a compelling reason to change on every deal. You will report into the Head of Sales and work closely with an SDR, marketing, and product. Leads are provided, but the strongest performers here top up and diversify their own pipeline rather than waiting for the next one to land. **What You'll Do** 1. **Own the number** - Carry a monthly new-business closed-ARR target in a defined UK mid-market territory - Own the full cycle from first touch to signature, including commercials and negotiation - Build and defend an accurate forecast you are prepared to be held to 1. **Build pipeline from a mix of sources** - Work supplied and marketing-sourced leads in your territory, qualifying fast and following up hard - Self-generate to top up and diversify your pipeline through outbound and networking - Maintain pipeline coverage against target ahead of each month, not in reaction to it 1. **Qualify with MEDDPICC and build the compelling reason** - Qualify and progress every deal using MEDDPICC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, Competition) - Build a compelling reason to change on each deal - a clear, quantified case for why now, not just why Joblogic - Identify a genuine economic buyer, a champion, and a compelling event, and multi-thread across operational, technical, and decision-making stakeholders 1. **Sell consultatively** - Lead with discovery, not demo; diagnose the operational and commercial problem before positioning - Frame value in the customer's terms - margin, compliance, engineer productivity, growth - not feature lists - Challenge the status quo and reframe how the buyer thinks about their operation 1. **Forecast with discipline in HubSpot** - Keep deal stage, ARR, close date, source, and next step current in HubSpot at all times - Maintain clean MEDDPICC qualification data so forecast calls are evidence-based 1. **Work cross-functionally** - Work closely with your aligned SDR to build, prioritise, and convert outbound into the territory - Partner with marketing on campaigns and follow-up, and feed territory and competitive intelligence back to product **How You'll Be Measured** - New-business closed ARR against monthly target - Pipeline coverage and quality in territory, across both supplied and self-generated sources - MEDDPICC qualification discipline and stage progression health - Win rate and average deal size within the assigned territory - Forecast accuracy against committed numbers - Sales-cycle velocity - time from qualified opportunity to closed won **What You Bring** **Must-have** - **Quota ownership:** A demonstrable track record of closing new-business ARR in a B2B SaaS environment, in a role where you carried and hit a personal number - **MEDDPICC:** Proficient and disciplined with MEDDPICC (or MEDDIC) on multi-stakeholder deals - **Consultative selling:** A discovery-led seller who diagnoses before prescribing and can build a quantified case for change - **Compelling event:** You can create urgency by identifying and articulating a genuine reason to act now - **Balanced pipeline builder:** Comfortable working supplied leads while also self-sourcing to keep your pipeline healthy - **CRM discipline:** Active HubSpot user who runs an accurate pipeline and forecast in the CRM - **Operational AI use:** You use AI tools daily and can describe specifically what you have built, automated, or accelerated with them - **Environment fit:** Experience in a PE-backed or high-growth SaaS environment, comfortable with monthly accountability **Strongly preferred** - Mid-market deal experience with multi-stakeholder cycles - Background in UK SaaS at £10M-£60M ARR - close enough to our stage to have relevant scar tissue - Familiarity with FSM, trades, or vertical SaaS - Xero, Sage, or similar buyer profiles - Experience selling into facilities management, maintenance contractors, or the built environment **What We're Looking For** - **Ownership language:** You say "I closed", "I owned the number", "I built my pipeline", not "we hit target" - **Commercial framing:** You measure yourself in ARR, pipeline, and win rate, not activity or meetings held - **Qualification discipline:** You qualify hard with MEDDPICC and walk away from deals that don't stand up - **Consultative instinct:** You earn the right to sell by understanding the operation before you pitch - **Compelling event:** You build a reason to change, not just a reason to buy Joblogic - **Operational AI use:** You have built workflows or automations with AI, not just experimented **Joblogic Values** - **Respect -** We treat colleagues, partners, and customers with professionalism and empathy. - **Obsession with Customers -** We focus on solving real operational problems and delivering meaningful value. - **Accountability -** We take ownership of outcomes and hold ourselves to high standards. - **Rethink Tomorrow -** We embrace innovation and continuously improve. **Why This Role Matters** Mid-market is the engine room of Joblogic's new-business growth: enough volume to move the number every month, enough deal size and complexity to reward genuine sales skill. This seat exists to convert a healthy mix of supplied and self-generated pipeline into ARR, using disciplined MEDDPICC qualification and a consultative, compelling-reason-led approach that separates the deals worth chasing from the noise. You will do it with the backing of a PE-funded SaaS business on the path to becoming one of the UK's fastest-growing software companies, and with the SDR, marketing, and product support to win at pace.