As a Senior Account Executive at Ledgy, you'll own the full sales cycle for complex private companies across Europe whether VC-backed scale-ups, PE-backed businesses, or evergreen private companies. These are organisations with intricate cap tables, multiple stakeholders, and real urgency around getting equity management right. Think management incentive plans, multi-entity structures, and layered ownership across portfolios.

We've already built serious momentum with some of Europe's most recognisable growth-stage organisations including; Revolut, Vinted, Lendable, SumUp, and Zopa Bank are all clients. We're backed by Sequoia and NEA, and we're de facto profitable. The model is proven, the product has real traction, and now we need the right people to take it further.

The sales team is AI-native. Claude, n8n, Notion AI, Gong. You'll be expected to find new ways to leverage them and any additional tooling, not just follow the playbook we've got.

Ledgy is uniquely positioned. We are the only platform that caters towards the needs of both complex private and large public companies. As the IPO window opens back up, that matters more than ever. For companies managing dozens of portfolio entities or preparing for exits, that full lifecycle coverage is a real differentiator you'll sell into every day.

This role requires someone who either already understands complex ownership structures or has the aptitude and background to pick it up fast, combined with demonstrated sales expertise.

Strong profiles include experience working with, or selling into PE or financial services. If you've navigated complex stakeholder environments and can hold your own in a room with CFOs, General Counsels and CHROs, you'll thrive here.

What You'll Do

Months 1-2: Ramp up and start owning pipeline

• Plan to be in the office more during your first two months. You'll ramp faster with the team around you, and we'll make sure you get the time you need with relevant team members.
• Get deep on Ledgy's value proposition for VC and PE-backed companies, including MIPs, multi-entity equity management, and complex ownership structures
• Take ownership of inbound leads (60-70% of initial focus) and begin qualifying against our ideal customer profile
• Shadow existing deals and learn how we sell into complex organizations. Our ramp is fast, with high enablement, and direct investment from across Ledgy
• Start leading real deals from month 2. We believe you learn fastest by doing, so you'll own smaller opportunities early with direct support from the team
• Start building outbound strategies targeting VC and PE firms, their portfolio companies, and CFOs/GCs at complex private businesses (30-40% of focus)
• Get up to speed on our tech stack: Claude, n8n, Notion AI, Gong, and HubSpot
• Start building relationships with the buying committees you'll encounter across Finance, Legal, HR
• Joining and participating in hosted and co-branded events in London

Months 3-6: Close first deals and build toward full quota

• Own the complete sales cycle from opportunity detection, sourcing, through legal review and close. Cycles typically run 1-3 months, but can also be as short as 1 week
• Build and manage a pipeline that supports your €800k ARR annual target, with typical deal sizes of €25-50k ARR
• Work closely with Customer Success to identify expansion and upgrade opportunities within existing accounts
• Develop repeatable outbound plays targeting C-suite buyers across VC and PE ecosystems
• Test and iterate on outbound strategies to build a sustainable pipeline
• Close your first major deals and start building references
• You'll regularly go up against incumbents, and you'll have a genuinely differentiated product to win with. Identify patterns in objections, procurement processes, and competitive dynamics and feed those back to the team.

Months 6-12: Become the go-to person for complex, high-value accounts

• Build strategic relationships with C-suite buyers across VC and PE ecosystems. One relationship with the right firm can open 10+ deals across their portfolio
• Lead by example in developing sales processes, proposal templates, and collateral for this segment
• Be the voice of the complex buyer internally. Work directly with Product to shape our roadmap
• Mentor team members and share what's working
• Pioneer new AI use cases that give us a step function improvement in how we research, prep, and close accounts

You'll Be a Great Fit If You

Core Requirements:

• 5+ years of sales experience in B2B SaaS, with meaningful time selling into complex accounts
• Experience selling into complex organizational structures: PE-backed companies, VC-backed companies, financial services, legal, or similarly structured environments
• A background that helps you understand complex ownership and governance. Maybe you were a lawyer before moving into sales, came from corporate finance, or sold cap table/equity/fund administration software. Or you're just sharp at picking up domain complexity fast
• Confident communicator who can lead effective discussions with CFOs, General Counsel, and fund operating partners. Fluent English is a must
• Track record of building pipeline through outbound, not just closing what comes in
• Technically savvy and comfortable working with a modern, AI-heavy sales stack
• A strong sense of ownership and accountability
• You build credibility fast. Prospects trust you because you know your stuff, and you move with urgency because that's just how you operate
• Worked in environments where the playbook didn't exist yet, and you liked it that way. You'd rather build the process than inherit one
• Care about results, not activity metrics. You'll put in the work, but you're always clear on why you’re putting in the work

Performance Indicators:

• Consistently hit or exceed quota. You've been in the top 10% of your team and can show it
• Have held a €800k+ ARR quota in current or previous roles
• Have navigated multi-stakeholder deals with legal review, procurement, and security questionnaires
• Proven outbound track record, ideally into C-suite or senior finance/legal buyers
• Collaboration: we're a small, tight-knit team. Egos don't work here. We celebrate each other's wins and help each other wherever we can

What We Offer

• Competitive base salary (60%) + variable (40%), with total comp reflecting the seniority and complexity of the role
• Equity participation. Become an owner in what you're building
• A generous comp plan with accelerators and kickers. The entire team is regularly earning above OTE
• High level of enablement, including dedicated 1:1 time with the Sales Lead. You won't be left to figure it out alone
• Modern AI-native sales tech stack to maximize your productivity
• Fast decision-making in a company that ships weekly. We're well-positioned to disrupt this space and you'll feel that pace from day one
• Proven product-market fit. We're in scaling mode
• Hybrid working policy, with Tuesdays and Thursdays in-person
• Clear career progression path in a rapidly scaling company
• Quarterly team events and a collaborative, high-performance culture

As an Account Executive at Ledgy, you'll own the full sales cycle for SMB private companies across Europe. These are VC-backed startups and growing private businesses, typically up to 150 employees, who are getting serious about equity management for the first time. They're hiring fast, issuing options, and realising that spreadsheets aren't going to cut it anymore.

This is a closing role. If you've been excelling as a BDR and wondering when you'll finally get the chance to run your own deals from first call to signed contract, this is that role. You'll manage the full cycle, you'll carry a real quota, and you'll have direct support from experienced closers to help you get there.

We've built serious momentum with some of Europe's most recognisable growth-stage companies. Revolut, Vinted, Lendable, SumUp, and Zopa Bank are all clients. We're backed by Sequoia and NEA, and we're de facto profitable. The product has real traction, and the SMB segment is where a huge portion of our inbound pipeline lands. There's genuine demand here.

The sales team is AI-native. Claude, n8n, Notion AI, Gong. You'll be expected to use them daily and find new ways to get more out of them.

Ledgy is uniquely positioned as the only platform that serves both complex private and large public companies. As the IPO window opens back up, that full lifecycle coverage is a real differentiator, and even at the SMB level, founders care about where their equity platform can take them as they scale.

We're also looking for someone who will shape how we prospect, not just execute. You'll bring best-in-class outbound knowledge and directly influence our outbound strategy as we scale the team.

What You'll Do

Months 1-2: Ramp up and start owning pipeline

• Plan to be in the office daily during your first two months. You'll ramp faster with the team around you, and we'll make sure you get the time you need with the team
• Get deep on Ledgy's value proposition for VC-backed startups and growing private companies: option plans, cap table management, and investor reporting
• Take ownership of inbound leads. A significant portion of our SMB pipeline comes inbound, and you'll be the first person qualifying and running those conversations
• Shadow deals being run by the team. Understand how we sell, what objections come up, and how we handle them
• Start leading real deals by month 2. You'll own smaller opportunities early with direct support from the team
• Begin building outbound muscle. You were excellent at outbound before, and we want you to keep that skill sharp. You'll target founders, Heads of People, and finance leads at companies in our ICP
• Bring what you know about prospecting. We want to hear what's worked for you, what tools you've used, and what you'd do differently here. You'll have a real say in how we build our outbound motion
• Get up to speed on the tech stack: Claude, n8n, Notion AI, Gong, and HubSpot
• Joining and participating in our Ledgy hosted and partner co-branded events in London

Months 3-6: Build pipeline, close deals, hit your stride

• Start self-sourcing first deals by month 3
• Own the complete sales cycle from first touch through to close. Cycles in SMB typically run 2-6 weeks, sometimes shorter
• Build and manage a pipeline that supports your €530k ARR annual target, with typical deal sizes of €10-15k ARR
• Develop outbound plays targeting founders and senior leaders at companies in the 20-150 employee range
• Test and iterate on outbound strategies. What sequences work, what channels convert, what messaging resonates. You'll own this and feed it back to the wider team
• Close your first deals and start building references
• Work closely with Customer Success to ensure smooth handoffs and identify early expansion signals
• Feed back what you're hearing from the market. You'll be talking to more companies than anyone, and your insights on objections, competitive dynamics, and pricing will shape how we sell

Months 6-12: Become the go-to AE for SMB

• Consistently hit or exceed quota. At this point you're a proven closer
• Refine your outbound playbook and share what's working with the team
• Start building strategic relationships with VC firms and accelerators who can refer portfolio companies
• Pioneer new AI use cases that improve how we prospect, prep, and close
• Contribute to sales process improvements, email sequences, demo flows, and proposal templates
• Help define the outbound strategy for the next hire. By this point, what you've built should be repeatable
• Show that you're ready for the next step, whether that's moving upmarket or taking on a mentoring role

You'll Be a Great Fit If You

• 1-3 years in a BDR or SDR role at a B2B SaaS company, with a consistent track record of exceeding quota
• You've been told you're not ready for a closing role, or the promotion path at your current company just isn't happening. You know you can do it. You want the chance to prove it
• Best-in-class outbound prospecting skills. You don't just work inbound, you create pipeline from scratch and you have strong opinions about how to do it well
• Comfortable talking to founders, Heads of People, and CFOs
• Technically savvy and comfortable working with a modern, AI-heavy sales stack
• Hungry to learn. You'll need to pick up equity management concepts (cap tables, vesting schedules, option plans) and you're the kind of person who finds that interesting, not daunting
• Strong sense of ownership
• Worked in environments where the playbook didn't exist yet, and you liked it that way. You'd rather build the process than inherit one

Performance Indicators:

• Consistently exceeded BDR quota in your current role. Top 10% of your team
• Can demonstrate pipeline you've personally sourced that converted to revenue
• Have managed multiple stakeholder conversations, even if you weren't the closer
• Show a pattern of taking initiative, building process, and going beyond the job description
• Collaboration: we're a small, tight-knit team. Egos don't work here. We celebrate each other's wins and help each other wherever we can

What We Offer

• Competitive base salary (60%) + variable (40%)
• Equity participation. Become an owner in what you're building
• A generous comp plan with accelerators and kickers. The entire team regularly earns above OTE
• High level of enablement, including dedicated 1:1 time with the Sales Lead
• Modern AI-native sales tech stack to maximise your productivity
• Fast decision-making in a company that ships weekly. We're well-positioned to disrupt this space and you'll feel that pace from day one
• Proven product-market fit. We're in scaling mode
• Hybrid working policy, with Tuesdays and Thursdays in-person
• Clear career progression path in a rapidly scaling company
• Quarterly team events and a collaborative, high-performance culture